INFUSE Boosts Veeam's Pipeline Performance During Buyer Model Shift

With over 550,000 customers, Veeam Software is a leading provider of data backup, recovery, and management solutions for virtual, physical, and multi-cloud environments.

Its flagship product, Veeam Backup & Replication, ensures fast and reliable backup and recovery, helping businesses enforce critical data protection and reduce downtime.

Veeam's solutions are user-friendly, scalable, and integrate easily with cloud platforms like AWS, Microsoft Azure, and Google Cloud, making Veeam a trusted choice for comprehensive data protection and disaster recovery.

In 2023, Veeam was ranked the top vendor in Gartner's Market Share Analysis for Enterprise Backup and Recovery Software worldwide.

Veeam’s APJ Demand Center was tasked with supporting the organization’s Sales Development Representatives (SDRs) in identifying marketing signals from highly engaged prospects during their shift to a new buyer group approach. This is a common challenge, especially as buyer behavior evolves, resulting in greater caution and reluctance to complete forms or respond to calls.

To adapt to these shifting buyer preferences, the organization recognized the need to pivot from an individual prospect approach that focused on specific decision makers in isolation, to one that engaged entire buying groups at target large accounts. Under the new approach, only prospects that reached a certain engagement threshold would be considered highly engaged. Prospects would need to engage multiple times to be scored up.

Veeam turned to INFUSE for assistance in implementing this vision through a target account approach, based on a deep understanding of key personas to fuel the necessary targeting. Veeam shared their unique scoring model with INFUSE to identify the right intent signals and highly engaged prospects for their SDRs to focus on.