Discovery across global and regional teams, leading to a go-to-market roadmap for EMEA.
Case study. Adobe Workfront
A US leader with little presence in Europe. 48 per cent more qualified enterprise leads.
48%more qualified enterprise leads
112%growth in marketing-influenced pipeline
88%growth in EMEA revenue
37.6%lower cost per acquisition
01The challenge
Adobe Workfront was well established in the United States but had limited penetration in the UK and EMEA. The goal was to build an enterprise presence and generate qualified leads profitably in a market crowded with freemium and SME tools.
- Low brand awareness in the UK and EMEA.
- A saturated market of freemium and SME-focused tools.
- Poor lead quality, with no clear reporting on why.
- High acquisition costs.
- US sales and marketing approaches that did not transfer to Europe.
02What we did
Diagnosis first. Then a plan the team could run.
Focus on senior IT, operations, PMO and marketing leaders in large organisations, filtered on firmographic and behavioural signals.
Landing pages and messaging in Dutch, Swedish and UK English. This was the single biggest driver of lead growth.
Separate analysis, bidding and attribution for the UK, DACH, Benelux and the Nordics.
Thought leadership on LinkedIn, including white papers and case studies.
Search, LinkedIn and CRM integrated through Salesforce and HubSpot for attribution and lead scoring.
03What happened next
Within twelve months, Workfront had a regional go-to-market model that produced better leads at lower cost.
“The Digital Clarity team is knowledgeable and supportive.”
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