Case Study: Veeam achieves 65% campaign overperformance and 50% lead-to-meeting conversion with pharosIQ

Veeam Uses MRP Prelytix to Drive Successful Account Based Marketing

Veeam, a provider of backup, disaster recovery, and virtualization management software, needed to shift its go-to-market from SMB to enterprise and target roughly 1,400 accounts while remaining 100% channel-dependent. To build an account-based marketing (ABM) strategy and prioritize high-value accounts, Veeam engaged pharosIQ and leveraged the Prelytix platform along with pharosIQ’s ABM services (email, direct mail, social, and inside sales).

pharosIQ ran a pilot with one of Veeam’s largest partners, built and scored a database in Prelytix to prioritize accounts by buyer-stage, executed direct mail and inside sales, and pushed program data into Salesforce for ROI tracking. The campaign scaled nationally and produced strong, measurable results: 50% conversion from profiled leads to meetings, 25% conversion from meetings to pipeline opportunities, overall campaign goals exceeded by 65% (e.g., 150 expected profiled leads → 200; 25 expected meetings → 40), demonstrating pharosIQ’s data accuracy and execution drove improved conversion and partner engagement.

Veeam

Meredith Frick

Senior Marketing Manager for National Accounts