Quest Software Prioritization of engaged accounts in an integrated campaign led to 20x pipeline ROI for Quest

A broad range of integrated tactics, and engagement scoring aggregated at account level, delivered qualified opportunities to the sales team



pipeline ROI


revenue ROI

Quest operates in the highly competitive enterprise IT sector. They needed a steady stream of high quality leads for their sales team.

We built a bespoke, integrated program which was scored and tracked through Argus, allowing us to monitor results and identify the most engaged accounts.

The challenge

Connecting marketing activity to tangible sales pipeline had been a challenge for Quest in the past.

They needed a measurable campaign that would deliver qualified leads to the sales team and help them establish themselves as a leader within the field of IT administration.

The strategy

We designed a multichannel campaign that encompassed content and video syndication, a webinar series, face-to-face events and BANT profiling through telemarketing.

As accounts engaged with the various marketing tactics, the information was fed into our intelligence and analytics program, Argus, which identified those companies most likely to buy. This information was used to help sales prioritize their follow-up.

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The results 

The campaign achieved 20x pipeline ROI against a target of 9x; and 5x revenue ROI against a target of 3x.


Key deliverables

  • Demand generation engine

    An integrated program of online and offline events, content syndication and prospect qualification via telemarketing.

  • Campaign tracking and optimization

    All activity collated, tracked and monitored to produce account level engagement scores for prioritization.

The campaign in numbers


pipeline ROI


revenue ROI


unique engagements

Our go-to B2B marketing agency - providing world class expertise to our organization.

Viv O’Brien
Digital Marketing Manager, Quest Software