Case Study - Fortinet

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Client: Fortinet

Location: Sunnyvale, California

Industry: Cybersecurity

CASE STUDY

The Big Story

Benefits

Fortinet partnered with a leading provider of advanced

network communications and technology solutions to

target 40 retail and restaurant companies that are in the

consideration stage for SD-WAN. This resulted in 35% of

target accounts engaged and 4 influenced opportunities that

boosted their partner’s pipeline in less than a month.

— Rhonda Lawson-Olson,

Senior Partner Marketing

Manager, Fortinet

“We’ve helped our strategic partner gain 4 influenced opportunities in less than 30 days, and we couldn’t be more thrilled with the success of the program so far. In fact, we are already thinking ahead to our next ABM campaign with Campaign Stars in early 2021.”

35% of target accounts

engaged

4 influenced opportunities

gained

328% clicks on LinkedIn ads

The Solution

Turnkey account-level program including outbound campaigns, microsites, and

sales training.

Partner ABM Winkit

Compelling visual stories that are easy to digest and share.

Infographics

campaignstars.com https://www.campaignstars.com/our-platform?var=vmo13x4

Case Study - Fortinet 2

The Challenge

The Solution

Fortinet identified 40 retail and restaurant companies that are in the

consideration stage for SD-WAN. The goal was to engage with the

right people at these target accounts in order to gain influenced

opportunities and pipeline growth. Fortinet rolled out this program

to their strategic partners, one of which is a large, multi-billion dollar

cybersecurity leader that has over 10,000 employees worldwide.

Looking to create a highly-personalized, valuable experience

catered to each of the 40 accounts, Rhonda Lawson-Olson, Senior

Partner Marketing Manager at Fortinet, turned to Campaign Stars to

bring in the support, resources, technology, and ABM expertise to

flip the switch and turn on that success at scale.

The program focused on identifying and engaging executive-

level decision-makers at 40 key target accounts in the retail and

restaurant industries in order to generate cybersecurity demand

and increase the amount of influenced opportunities. By basing

the program upon Campaign Stars’ TEAM Framework, which

has deployed over 1,000 successful programs for their clients,

Campaign Stars was able to offer Fortinet and their alliances the

expertise and knowledge needed to execute. It was launched with

lightning speed, just four weeks from account selection, and went

from zero to sixty fast.

Campaign Stars’ turnkey program addressed Fortinet’s and their

strategic cybersecurity partner’s needs for both a wide range of

content assets and the goal of positioning themselves as industry

leaders. Campaign Stars’ team spun up 40 bespoke microsites

for each of Fortinet’s target retail and restaurant accounts, each

— Rhonda Lawson-Olson,

Senior Partner Marketing

Manager, Fortinet

“Our sales team is highly engaged with the program, and they truly see it as a differentiator in the market. We are hitting the nail on the head by providing the exact content that speaks directly to each contact, and our engagement rate speaks for itself.”

The Client Fortinet, a Sunnyvale, California-based cybersecurity leader,

delivers broad, truly integrated, high-performance security

across clients’ entire IT infrastructure. Fortinet has over

425,000 satisfied customers, holds more than 640 patents,

and counts most of the Fortune 500 among their clients.

https://www.fortinet.com/

Case Study - Fortinet 3

“Our sales team is highly engaged with the program, and they truly see

it as a differentiator in the market. We are hitting the nail on the head by

providing the exact content that speaks directly to each contact, and our

engagement rate speaks for itself,” says Lawson-Olson. “ABM is a game changer in marketing.”

Within less than 30 days of the campaign, Fortinet’s strategic partner was

able to attribute 35% target account engagement and 4 influenced opportunities to the ABM content created by Campaign Stars.

“This is just the beginning of the campaign and the results are already

staggering. We can’t wait to see how it continues to develop and to

start planning our next ABM strategy with Campaign Stars,” says the

Senior Consultant of Product Marketing at the large, multi-billion dollar

cybersecurity enterprise. “Now that we’ve implemented ABM and seen the quick results, we’re hooked. We’ll never go back to solely using traditional marketing methods.”

That’s how you deliver powerful scale to ABM programs. That’s

Campaign Stars.

— Rhonda Lawson-Olson,

Senior Partner Marketing

Manager, Fortinet

“This is just the beginning of the campaign and the results are already staggering. We can’t wait to see how it continues to develop and to start planning our next ABM strategy with Campaign Stars.”

one featuring personalized content, whitepapers, case studies,

and copy that spoke to the highly specific needs, pain points,

and objections of each account. What’s more, these personalized

portals featured highly advanced tracking and engagement metrics,

so both Lawson-Olson’s and the large publicly-traded company’s

teams could see exactly which stakeholder at which account

engaged with which content and when.