Long term pipeline generation for Ping Identity

Activities proposed

Situation

They experienced huge challenges in having right conversations with right people as well as to reaching the C-suite of net new customers since pandemic.

Challenge

After many attempts in joining conferences and summits, they saw little to no ROI so they needed a new approach.

Result

  • Using the specialist Connex acquisition team, a total of 185 senior executives sat on these roundtables. Overdelivered by 41 executives across all events. Each executive underwent a strict qualification process to ensure that they held decision making power, budgetary control and had projects that required Ping’s solution.
  • Delivering the right people at the right time
  • An 80-90% conversion rate to follow-up meetings was achieved resulting in a total of $770k in attributed pipeline.
  • Strong trust built between the sales and marketing team, delivering quality hot leads to convert
  • Engagement from Fortune 500 brands

The Roundtables are a great format and very well run. The host and discussions are excellent and keep the conversation and lead generation active. About half of the Connex attendees are long-term pipeline prospects and continue to engage in moving their projects” forward