48% increase in qualified enterprise leads
Background

The Challenge.
Our Approach: Multi-Location & ICP GTM Strategy
The complexity of the challenge required more than just better ads, it demanded a joined-up, insight-driven approach across content, channels, territories, and targeting.
“The Digital Clarity team is knowledgeable and supportive.”
Key Strategic Components
1. Diagnosis & Market Mapping
We began with a deep discovery process involving both the Workfront global and regional teams. This helped us understand their current challenges, local nuances across markets, and critical commercial drivers. It also allowed us to map internal capabilities and align around shared metrics.
This diagnostic phase uncovered critical gaps in localisation, content delivery, and channel performance. From there, we built an agile Go To Market roadmap with visibility across short-term wins and long-term pipeline influence.
2. Audience Targeting & Segmentation
Workfront’s ideal customer profile (ICP) included senior decision-makers in IT, Operations, PMO, and Marketing within large-scale organisations. Each buying group required role-specific messaging and a tailored content journey.
We introduced persona-based targeting and enterprise-focused segmentation, including:
3. AI-Driven Campaign Analysis & Optimisation
We segmented our GTM activity by key regions (UK, DACH, Benelux, Nordics) and monitored campaign performance in real-time through advanced analytics platforms. AI-assisted tools allowed us to detect underperformance early, improve keyword intent matching, and dynamically adjust spend to high-ROI markets.
This included:
4. Localisation for EMEA Markets
We revamped the localisation strategy by deploying native-language landing pages and ad copy in Dutch, Swedish, and UK English. Prior campaigns relied heavily on generic English assets, missing search intent and linguistic nuances.
This change alone drove a 48% increase in qualified enterprise leads, as we dramatically improved resonance in non-English speaking markets.
5. Content-Led Thought Leadership
We deployed a structured content strategy via LinkedIn Sponsored Content, surfacing white papers, implementation case studies, and analyst insights. These assets served to position Workfront as a strategic solution, not just another project management tool.
This long-form, high-value content enabled the platform to:
6. Joined-Up Channel Execution
To maximise reach and engagement across multiple decision-maker roles, we aligned strategy across: