Case Study: Lacework achieves 30% quarter-over-quarter growth in webinar-driven pipeline with ON24

Lacework Achieves 30% Q-on-Q Growth in Webinar-Driven Pipeline with ON24

Lacework is a fast-growing, Mountain View–based cloud security platform preparing for a public offering that needed to scale demand generation quickly. With a tiny marketing team and underperforming webinars on BrightTALK—poor branding, limited customization, attribution gaps and technical issues—Lacework wasn’t generating pipeline from its digital events.

Lacework moved to ON24 Webcast Elite to create branded, bingeable webinar experiences with built‑in reminders, assets, chat/video engagement and registration-source tracking. The program drove 30% quarter‑over‑quarter growth in webinar‑driven pipeline, $1.1M in sourced pipeline in Q2 2020, registrations rising to ~250 per webinar (from 30), a 69% registration‑to‑attendee conversion rate, and an increase from 1 to 3+ webinars per quarter.

Lacework

Ryan McCurdy

Head of Demand Generation