Case Study: Invoca triples content engagement and boosts ACV with PathFactory

How Invoca Tripled Engagement from Target Accounts

Invoca, a mid-sized computer software company, faced a long, complex sales cycle where inbound tactics and gated content caused sales reps to waste time on lower-ACV accounts and prevented target prospects from self-educating. To address these barriers, Invoca partnered with PathFactory to rethink their ABM approach.

PathFactory helped Invoca move away from hard-gating and build ungated Content Tracks that let target accounts binge relevant content and self-educate faster. The PathFactory implementation drove a 3x increase in content engagement, a 132% increase in average contract value (ACV) in two years, and saved 200 hours of web developer time, while improving sales and marketing alignment.

Invoca

Ari Echt

Director of ABM