Case Study: Instana achieves $6M in predictable pipeline with Pipeline360

How Instana Generated $6M in Predictable Pipeline

Instana, an enterprise observability platform, faced a challenge with inefficient and manual data governance processes. Their understaffed demand generation team was burdened by frequent manual list uploads, which hindered their cross-channel marketing programs and budget efficiency. They sought a solution to automate data governance and centralize their omnichannel strategy.

To address this, Instana implemented the Integrate Demand Acceleration Platform and its Pipeline360 service. This provided automated lead governance and, with the support of Pipeline360's professional services team, enabled targeted digital display and content syndication campaigns. The results were significant, with the vendor helping to generate $6 million in open pipeline, influence $1.2 million in closed-won revenue, and nurture 271 target accounts through the full buyer's journey.

Instana

Starr Stephenson

Director of Demand Generation