The objective
A leading global cybersecurity organisation sought to drive demand among qualified prospects to support and grow their pipeline. They partnered with INFUSE for a pilot demand program to generate net-new prospects that would contribute to marketing-generated opportunities.
The initial program centered on security operations, promoting AI-driven tools designed to help organisations detect, investigate, and respond to threats more effectively.
The program leveraged precision targeting, with a highly specialised audience within the cybersecurity space that consisted of revenue leaders and influencers across a range of roles and seniority levels.
These Ideal Client Profiles (ICPs) included:
The Solution
To deliver on the client’s specific needs and goals, the INFUSE team developed a unique multi-touch nurture program and paid media campaign to promote specific business units and expand their pipeline of prospective buyers.
The program included single-touch engagement, incorporating qualification questions (QQ) and profiling questions to ensure prospect quality according to the client’s ICP.
In addition to these core tactics, the program featured a custom inbox nurture component to engage prospects over the course of their buyer’s journey, solidifying the client’s core value.
Targeted display advertising was also strategically activated to further amplify reach and engagement.
Services offered by INFUSE
Precision targeting
Custom qualifying questions
Custom profiling questions
Inbox nurture
Targeted display
The results
The program developed by INFUSE proved highly successful, achieving impactful demand outcomes, particularly in prospect progression.
The program was continuously optimised to maximise the client’s incremental investments, delivering a high conversion rate of prospects to marketing qualified leads (MQLs), demonstrating close alignment with the client’s ICPs and overall campaign objectives.
Key success metrics included:
Satisfied with INFUSE’s ability to consistently deliver high-quality MQLs, the client chose to renew the program, expanding its scope to an ongoing, quarterly basis.
The partnership also evolved to include multiple product lines, each covering several business units.
In addition, INFUSE became the client’s top partner in the APAC region.
"Our client was particularly impressed by INFUSE’s highly responsive Client Success team, the consistently high prospect quality, and our ability to scale demand quickly—all while maintaining precision targeting and alignment with their Ideal Client Profile (ICP). Our agility and attention to detail throughout the program stood out as key differentiators."
Tara Mohamad
Director Sales & Agency
Partnerships — APAC, INFUSE
What INFUSE can do for you
INFUSE assists organisations optimise results with full-funnel demand generation programs driven by first-party buyer and account intelligence.
Each program is backed by our dedicated, award-winning Client Success team, ensuring seamless execution and the achievement of positive outcomes and ROI.
Below are just some of INFUSE’s demand generation solutions:
