Dynatrace
Turning account insight into executive engagement, stronger conversion, and measurable revenue impact
Dynatrace provides AI-powered observability to help organisations understand and optimise the performance of their applications, infrastructure and digital experiences. To deepen engagement with priority enterprise accounts, Dynatrace saw an opportunity to evolve its account-based marketing approach through more relevant, insight-led experiences tailored to the needs of individual customers and buying groups.
The challenge
Silver was engaged to help Dynatrace build influence within 12 global priority accounts, including senior decision-makers who had traditionally been difficult to reach. The brief was to replace generic thought leadership with meaningful one-to-one and one-to-few engagement, using account intelligence, stakeholder priorities and buying-stage needs to create stronger connections and turn engagement into measurable sales progress.
The solution
Silver developed an integrated ABM programme anchored in bespoke content and supported by digital surround activity. Assets ranged from one-to-few thought leadership ebooks to one-to-one blogs, personalised content hubs, interactive experiences, and executive direct mail. Targeted activation through 6sense and LinkedIn ensured each experience reached the right stakeholders, building awareness, creating opportunities for sales engagement, and accelerating priority accounts through the funnel.
The creative
Creatively, the programme made personalization meaningful rather than superficial. Each experience was shaped around the account’s specific challenges, use cases, stakeholder concerns, and brand nuances, translating Dynatrace’s capabilities into a story that felt immediately relevant. One example included a connected six-part blog series addressing the customer's transformation priorities, supported by tailored digital creative that moved audiences from awareness to deeper engagement and sales action.
The impact
The programme delivered a 150% increase in executive engagement and a 147% year-on-year rise in SDR meetings, from 64 to 158. Sales win rate increased from 22% to 57%, a 159% uplift, while average deal size doubled across ABM accounts, demonstrating the commercial value of relevant, insight-led engagement.
“Our ABM program has reshaped how we engage priority accounts by anchoring every interaction in data and customer insight. Through precise audience identification, intent-led targeting, and rigorous performance measurement, we unlocked meaningful commercial outcomes — accelerating pipeline velocity, improving conversion rates within key segments, and driving measurable revenue impact.”
Chelsea Fernandez
Director, Demand Generation
Dynatrace
Turning account insight into executive engagement, stronger conversion, and measurable revenue impact
Dynatrace provides AI-powered observability to help organisations understand and optimise the performance of their applications, infrastructure and digital experiences. To deepen engagement with priority enterprise accounts, Dynatrace saw an opportunity to evolve its account-based marketing approach through more relevant, insight-led experiences tailored to the needs of individual customers and buying groups.
“Our ABM program has reshaped how we engage priority accounts by anchoring every interaction in data and customer insight. Through precise audience identification, intent-led targeting, and rigorous performance measurement, we unlocked meaningful commercial outcomes — accelerating pipeline velocity, improving conversion rates within key segments, and driving measurable revenue impact.”
Chelsea Fernandez
Director, Demand Generation
The challenge
Silver was engaged to help Dynatrace build influence within 12 global priority accounts, including senior decision-makers who had traditionally been difficult to reach. The brief was to replace generic thought leadership with meaningful one-to-one and one-to-few engagement, using account intelligence, stakeholder priorities and buying-stage needs to create stronger connections and turn engagement into measurable sales progress.
The solution
Silver developed an integrated ABM programme anchored in bespoke content and supported by digital surround activity. Assets ranged from one-to-few thought leadership ebooks to one-to-one blogs, personalised content hubs, interactive experiences, and executive direct mail. Targeted activation through 6sense and LinkedIn ensured each experience reached the right stakeholders, building awareness, creating opportunities for sales engagement, and accelerating priority accounts through the funnel.
The creative
Creatively, the programme made personalization meaningful rather than superficial. Each experience was shaped around the account’s specific challenges, use cases, stakeholder concerns, and brand nuances, translating Dynatrace’s capabilities into a story that felt immediately relevant. One example included a connected six-part blog series addressing the customer's transformation priorities, supported by tailored digital creative that moved audiences from awareness to deeper engagement and sales action.
The impact
The programme delivered a 150% increase in executive engagement and a 147% year-on-year rise in SDR meetings, from 64 to 158. Sales win rate increased from 22% to 57%, a 159% uplift, while average deal size doubled across ABM accounts, demonstrating the commercial value of relevant, insight-led engagement.
