Led the end-to-end creation of the Okta-RollWorks case study, from initial pitch to final distribution.
Challenge
Create a compelling case study highlighting Okta's success with RollWorks' Account-Based Marketing (ABM) approach.
Role
After securing Okta's participation, I conducted stakeholder interviews and crafted a compelling, narrative-driven piece. The case study clearly presented the challenge, solution, and results in an engaging tone. I then collaborated with channel leads to develop and implement a multi-channel distribution strategy, ensuring maximum reach and impact for this showcase of RollWorks' ABM capabilities.
Goals
# 1
Leverage a well-known customer story to add credibility to RollWorks' product.
# 2
Demonstrate the effectiveness of ABM strategies.
Results
Created a resource that adds legitimacy to both RollWorks and ABM approaches and developed content with potential for multi-channel distribution.
Not long after bringing in RollWorks to refresh its ABM program with intent-based playbooks, the Okta digital team saw impressive results:
● 17% improvement in click through rate (CTR)
● 2.7x reduction in cost per conversion
● 63% reduction in time from opportunity creation to closed deal
● 22% increase in influenced revenue
