Case Study: Enterprise Technology Provider achieves $25M in marketing pipeline with ON24

Enterprise technology provider drives $25 million in pipeline with ON24

This enterprise technology provider—whose platform connects remote workers and distributed teams—found its digital engagement program falling short during the pandemic. Webinars were produced reactively, were largely pre-recorded with low interaction, and generated little insight or leads, so the company needed a more strategic, revenue-focused approach to engage buyers.

The webinar team standardized programming in ON24 with a quarterly, company-aligned schedule, three templatized event types, live video, real-time Q&A, polls, personalized landing pages and native Salesforce integration to surface first-party data for sales. The result: sustained engagement (2,000+ attendees/month), 10,000 opportunities/10k+ leads and $25M in pipeline in one year—including $3M from a single webinar—and a plan to scale the program across the business.