Case Study: Entrust

The problem

Enterprise security continues to be one of the main challenges organisations have to face on a
daily basis. Cyber threats are real and they can happen to any organisation, so IT professionals
have to make sure they are taking into account a better threat-protection technology strategy.

Entrust needed to develop a marketing campaign that would put their brand and product offerings at the forefront of senior IT decision maker’s minds, whilst generating highly engaged, qualified leads across the UK and EMEA to increase their sales pipeline. They put particular importance on Market Qualified Leads which were defined as face to face opportunities and pre nurtured leads.

The Solution

Since 2014 we have worked with Entrust on multiple global lead generation campaigns in specific regions of their choice to deliver full business card leads from targeted end users who have chosen to download their content. To help increase their Market Qualified Leads we have run an extremely successful retouch campaign in conjunction with this where a follow up email with an additional piece of content would be sent out after the initial download.

A Gold Sponsorship at our Enterprise Security and Risk Management Summit provided the perfect opportunity for Entrust to speak in front of and meet over 250 handpicked senior IT delegates. To support this event, we collaborated with Entrust to create a unique piece of audience research that served not only as a highly effective lead generation tool but also an invaluable insight into the buying behaviour of security consumers. This helped form the keynote at the start of the event.

The Results

To date Entrust have received over 650 qualified leads from their IThound Campaigns.


Incisive Media is a key component of our lead generation activity. We have worked with Incisive for a number of years and view them as a strategic media partner. They consistently deliver quality leads and over the years have suggested ways in which we can continue to improve on both quality and speed of delivery.

Janet Davis.
EMEA Marketing Manager