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HIMSS Case Study

ABM Programs Help Increase Opportunity Pipeline and Grow Qualified Top-of-Funnel Leads

Introduction

This case study of a large enterprise computer software company is based on a June 2022 survey of HIMSS customers by TechValidate, a 3rd-party research service. The profiled company asked to have their name blinded to protect their confidentiality.

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“We have been using ABM for a while and it is a critical part of how we market.”

Challenges

The business challenges that led the profiled company to evaluate and ultimately select HIMSS:

  • The challenges they face (or would have faced) conducting their own LEAD GENERATION campaign(s):
    • Inability to reach buyers and influencers in target audience
    • Inability to generate qualified leads
  • The top reasons that contributed to them partnering with HIMSS for LEAD GENERATION:
    • Generating qualified top-of-funnel leads
    • Increasing engagement with current customers
    • Thought leadership / industry education

Use Case

The key selection criteria and type(s) of campaigns executed in their go-to-market strategy with HIMSS by the surveyed company included:

  • When choosing HIMSS as their marketing partner for LEAD GENERATION, the following were their key selection criteria:
    • Exceptional reach to target audience
    • Alignment with trusted brands and segment leadership
    • Access to an audience including key industry prospects
  • The type of LEAD GENERATION campaign(s) they executed with HIMSS:
    • Account Based Marketing (ABM)
    • Integrated campaign with lead generation as a component
    • Event

Results

The surveyed company achieved the following results with HIMSS:

  • The ROI their organization realized from working with HIMSS on their LEAD GENERATION program:
    • Increased Opportunity Pipeline by $500K – $1MM
    • Growth of qualified top-of-funnel leads

Company Profile

The company featured in this case study asked to have its name publicly blinded because publicly endorsing vendors is against their policies.

TechValidate stands behind the authenticity of this data.

Company Size:
Large Enterprise

Industry:
Computer Software

Source: TechValidate survey of a Large Enterprise Computer Software Company
Validated
  Published: Jul. 7, 2022   TVID: F84-459-E8D




About This Data

This data was sourced directly from verified users of HIMSS by TechValidate.

TechValidate verifies the identity and organizational affiliation of all participants that contribute to published research data. When research participants so desire, we also guarantee their anonymity so that they may share information honestly and freely.


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