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Financial Services & Wealth Management
$100m+
147k+
90%
CASE STUDY
Forrester
Digital Stand helped Forrester launch and scale its first APAC ABM program, driving strong enterprise engagement, event attendance, and global adoption.
Overview
Forrester partnered with Digital Stand to launch its first-ever digital advertising and ABM campaigns in the Asia Pacific region. Over the course of three years, we worked together to build a scalable, full-funnel paid media framework that not only drove measurable impact locally but also set a new global standard for how Forrester engages enterprise buyers through marketing.
PROJECT
Establish a high-performing ABM and paid media strategy for the APAC market, starting from the ground up.
WHAT WE DID
Launched multi-channel campaigns, custom landing experiences, and CRM-integrated reporting aligned with sales.
TIMELINE
Three-year partnership covering multiple campaign cycles, optimisations, and regional rollouts.
Key Challenges
01.
No Paid Media Presence
Forrester had never launched any digital advertising in the APAC region, limiting brand visibility and market reach.
02.
Hard-to-Reach Decision Makers
Enterprise buyers at key accounts were not engaging with broad, non-personalised marketing efforts.
03.
Email-Only Event Marketing
Event registrations relied solely on email campaigns, which struggled to cut through and drive strong attendance.
04.
Limited Visibility on Impact
Without proper attribution, it was difficult to connect marketing activity to pipeline and revenue outcomes.
Process
We began by identifying Forrester’s top 500 enterprise accounts across the region, segmenting them by priority and readiness to engage. A full-funnel ABM strategy was designed to directly reach these accounts through highly targeted campaigns across LinkedIn and Google.
Each campaign was mapped to the buyer journey, with tailored messaging by account tier and intent level. Collaboration with Forrester’s sales and operations teams ensured that campaign data flowed seamlessly into their CRM, enabling lead tracking, attribution, and closed-loop reporting from day one.
Our Solutions
To address the unique challenges of the APAC market, we designed a highly targeted, data-driven strategy built to engage enterprise buyers and drive measurable outcomes.
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Account-Based Targeting Strategy:
Focused campaign efforts on the top 500 accounts using LinkedIn Matched Audiences and Google’s customer match targeting. -
Multi-Channel Paid Media Execution:
Rolled out integrated campaigns across LinkedIn, Google Search, and Display, with tailored creative per account segment.
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Dynamic Landing Experiences:
Developed customised landing pages featuring company-specific messaging aligned with concurrent sales activity. -
CRM & Attribution Integration:
Integrated campaign data into HubSpot and Salesforce, enabling end-to-end visibility and lead handoff to BDRs and sales teams.
Every element was built for precision, scale, and alignment ensuring marketing efforts translated into real pipeline for Forrester’s sales teams.
Results That Speak for Themselves
The impact of the campaign was immediate, delivering measurable outcomes that reshaped Forrester’s approach to enterprise marketing.
Full attendance
Achieved 100% attendance across all flagship events over three consecutive years.
Enterprise engagement
Engaged 70% of target enterprise accounts within the first 90 days of campaign launch.
Sales-ready leads
Generated thousands of qualified leads routed directly into HubSpot and Salesforce.
Global success model
The APAC campaign playbook was adopted globally as the new ABM standard.
“We have been working with Digital Stand for the last years to integrate the latest social media advertising capabilities within our Asia Pacific campaigns. We have found their capability in delivering against our stated objectives to be exceptional. And would not hesitate in recommending their services.”
Asia Pacific Marketing DirectorForrester
A Scalable Model That Set the Global Standard
Over a three-year partnership, Digital Stand worked closely with Forrester to build, scale, and continuously optimise a full-funnel ABM and paid media framework tailored to the Asia Pacific market. The success of this regional program not only delivered measurable pipeline and revenue impact but also set a new benchmark internally.
What began as a pilot initiative evolved into a global model—transforming how Forrester engages enterprise buyers and aligning marketing more closely with sales across every stage of the buyer journey.
4.2x
ROI on paid media
2,300+
Leads from ABM and search
83%
Email targeting match rate
68%
Registration rate from target accounts