Case Study: Proofpoint achieves 4X response rates and 3X pipeline growth with PFL Tactile Marketing Automation

How Proofpoint Improved Response Rates by 4X Using Tactile Marketing Automation to Improve Multi-Channel ABM

Proofpoint, a leading next-generation cybersecurity company, faced low digital response rates and difficulty breaking into target accounts because its in-house direct-mail ABM program was manual, costly, error-prone, and hard to measure. To scale personalized, multi-channel account-based marketing, Proofpoint engaged PFL and its Tactile Marketing Automation (TMA) service integrated with Marketo.

PFL deployed automated, persona- and behavior-triggered direct-mail kits (e.g., Oreo Cookie, Apple Watch, Title Change kits) tied into Proofpoint’s Marketo workflows, giving sales full visibility and timely follow-up tasks. The PFL solution delivered measurable results: roughly 3X increases in pipeline and opportunities, response rates rising from about 4.5% to over 20%, and multi‑million‑dollar closed‑won pipeline, while improving sales–marketing alignment and campaign measurability.

Proofpoint

Ryan Gallagher

Proofpoint Marketing Program Manager