Case Study:
Account-based marketing to accelerate government business
Industry
Service
generated in pipeline in 6 months
additional DoD user adoption in 6 months
impressions among ICPs
Why
Menlo Security is a leading provider of a secure web gateway solution that eliminates breaches and ransomware. After winning a contract with DISA to sell to the DoD, they looked to Merritt Group to help them scale their core DoD business and expand to Health and Human Services, Department of Transportation and Veterans’ Affairs.
How
Merritt Group created a 6-month federal marketing plan to raise brand awareness and drive pipeline growth for Menlo’s sales and channel teams. The 100% on-target saturation of key agencies drove over 500K impressions, 5k unique employees reached to 10x frequency, 2.9k landing page visits and 150+ MQLs. Through Facebook targeting, the campaign drove an addition of 1.1 million DoD user adoption to grow Menlo’s original contract. This 6-month campaign contributed to a robust $1.7m pipeline including key deals and meetings with target agencies.
Matt Donovan
Senior Vice President, Partner