Case Study: Xcentric achieves 50% more web leads and 3–4x pipeline growth with Salesforce Pardot

Xcentric Uses Pardot for Intelligent Content Distribution

Xcentric is a boutique IT and cloud services firm serving the accounting profession with a small, seven-person marketing and sales team. Their biggest challenge was ineffective content distribution: they had abundant content but lacked the intelligence to deliver the right pieces to the right prospects at the right time, and needed a way to reinforce their value proposition while enabling a small sales team to work more efficiently.

By integrating Pardot with Salesforce, Xcentric implemented intelligent content distribution, real-time prospect insights, and geo-targeted campaigns to warm leads and prioritize outreach. The result: web lead generation rose 50%, the sales team closes 10% of all leads in the database, marketing now supplies about half of sales’ leads, and the company is exceeding pipeline goals by 3–4x.

Xcentric

Roy Keely

VP of Market Strategy