An interview with effective innovation marketing innovator, Miles Krone, Need Generation Supervisor at WhiteHat Security
WhiteHat Security is a leader in application security, enabling organisations to secure vital information, ensure compliance, and handle danger.
Inform us about WhiteHat Security and some of the specific challenges you face?
The biggest challenge we face at WhiteHat is attempting to increase pipeline while dealing with many different sales processes and a dirty database.
How are you leveraging TechTarget’s items? What are you trying to achieve?
We have an integrated marketing strategy using Priority Engine and Content Syndication. Our main objective is to increase targeted pipeline and expand the buying group on existing accounts.
Can you offer some details into how you’re using Priority Engine?
We have actually a number of lists established within Priority Engine, which mirror with our sales groups’ areas. We publish the contacts and insights from Priority Engine into Marketo every week. We likewise press the buying team and the intent data to Salesforce. Priority Engine enables us to discover Active Prospects that have actually engaged with our content, fueling and improving our ABM strategy.
Our BDRs and Field Associates likewise go straight into Top priority Engine to gather extra insights on their lists of top accounts. They benefit from Email Alerts for all their accounts, so they can plainly see the most recent activity in their territories.
We also utilize Inbound Converter to see who is likewise visiting our site and investigating our options, which likewise assists us to prioritize our sales and marketing outreach.
How has TechTarget helped you to conquer your difficulties and see success?
Concern Engine has enabled us, as a marketing and sales company, to increase pipeline and expand the buying group on the accounts we are targeting within our ABM method. Priority Engine, in conjunction with content syndication, helps to feed our content at the top of the funnel, along with bottom of the funnel when validating information when prospecting and for closed-won company.
Which kinds of insights and data from Top priority Engine have been most valuable to you and your group?
Top Priority Engine has been a significant element to assist us preserve a 60%pipeline contribution year-over-year from marketing to sales. Concern Engine has actually been a considerable element in helping us confirm our account info and get the ideal info to the sales teams at the right time.
Tell us about your experience dealing with TechTarget’s team?
TechTarget’s team is exceptional; they are excellent partners that have actually taken the additional steps to supply us the attention we require to see success. That is one of the best parts about working with TechTarget.
A huge thank you to Miles for sharing some feedback with us. We look forward to hearing about more of your success in the future!
If you’re interested in sharing your TechTarget story with us, feel free to connect to Sarah Geissler