Case Study: Stanley Black & Decker increases market share and shortens sales cycle by 30% with Salesforce Pardot

Stanley Black & Decker Increases Market Share with Pardot

Stanley Black & Decker, a global manufacturer of tools, storage and security formed from the 2010 merger of Stanley and Black & Decker, needed to shift from a sales‑centric message to a customer‑centric, solutions‑based approach. The company sold across retail, industrial and franchise channels but lacked the data and segmentation to engage end users across the buying cycle—having emails but not knowing who contacts were or what content would resonate—so marketing and sales operated in silos.

By implementing Pardot, the team captured behavioral data, segmented contacts, built targeted landing pages and personalized content, giving sales visibility into buyer activity and enabling faster, more relevant follow-up. The result: increased market share, a 30% reduction in sales cycle length within one year (with a further reduction over two years), and improved lead follow‑up after identifying 34% of qualified leads in their database—blurring the lines between marketing and sales and improving ROI visibility.

Stanley Black & Decker

Robert Holmes

Vice President of Marketing and Sales, Mac Tools