Case Study: Kenna Security achieves expanded reach in target accounts and accelerated pipeline with Terminus Account-Based Marketing

How Kenna Security Expanded their Reach in Target Accounts with Terminus Account-Based Marketing

Kenna Security, a vulnerability management and risk-intelligence platform, needed to move from broad digital tactics to an account-based approach to reach the many stakeholders involved in complex B2B technology purchases. Their existing display vendor couldn’t target buyers across the funnel or reach influencers outside their database, making it difficult to deliver the right message to prospects, customers, and renewal targets.

Using Terminus, Kenna ran account-based, “white-glove” campaigns that targeted all stakeholders regardless of touchpoint and tailored creative by account and buying stage, with A/B testing to refine messaging. The result was faster pipeline velocity and improved metrics — shorter days-to-close, higher conversion rates and quicker time-to-conversion — plus better stakeholder buy-in, stronger renewals/upsell motion, and cross-team value for marketing.

Kenna Security

Kaitlin Stich

Senior Manager of Marketing