Case Study: Integrated Project Management achieves 1200% increase in marketing-qualified leads with Salesforce Pardot

IPM Increases Marketing-Qualified Leads by 1200% with Pardot

Integrated Project Management (IPM) is a project-management consulting firm serving Life Sciences, Healthcare, Consumer and Industrial clients, with more than 3,500 projects for 300 customers. To support a larger sales organization and scale its content and SEO efforts, IPM needed a technology-driven marketing platform and more robust processes to grow lead volume and improve lead handoffs to sales.

By deploying Pardot to automate lead scoring, grading, personalized nurturing and real-time prospect alerts, IPM moved from a single generic nurture to industry-specific, dynamic drip programs that let sales prioritize outreach. The result: a 1,200% increase in marketing-qualified leads, a 13% MQL→SQL conversion rate, a 23% conversion of SQLs into won opportunities, and clearer visibility into campaign performance and ROI.

Integrated Project Management

Larry Radowski

Director, Strategy and Business Development, IPM