Install Base Campaign’s Goal
- Identify and engage U.S.-based IT and Ops decision-makers using a specific ITSM solution.
- Generate net-new marketing-qualified leads (MQLs) for the client's GTM team to nurture into opportunities.
- Position the client’s solution as a seamless add-on to the existing ecosystem.
The Revnew Approch
Targeting
Leveraged intent signals and install base intelligence to identify organizations using the target platform.
Persona Focus
Prioritized Director+ titles across IT Operations, Service Delivery, and Digital Transformation roles.
Channels Used
Multi-touch outreach via email, LinkedIn, and syndicated content distribution.
Messaging
Personalized outreach focused on automation efficiency, integration capability, and operational ROI.
The Results
- Total MQLs delivered: 1,800
- Avg. lead quality score: 87% match to ICP
- Key segments:
- Fortune 1000 enterprises (42%)
- Mid-market IT firms (38%)
- Public sector and education (20%)
- Notable engagement: High response rates from organizations undergoing ITSM consolidation or upgrades.
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