Summit US Case Studies True Influence Case Study 3

The Intent Journey

Sponsor Name: True Influence

Speakers: Kay Kienast, Chief Marketing Officer, True Influence; Lynn Powers, Director of Global Demand Generation, Imprivata; Naomi Marr, Director of Global Marketing Operations, Imprivata

B2B decision-makers are sending out strong intent signals every day. Their extensive online research equates to a digital trail of purchase intent. And sales and marketing teams are learning to follow their path. To be truly competitive, it’s crucial to have a complete picture of a prospect’s overall online purchase journey. True Influence and Imprivata will share their process of finding and implementing the proper intent solutions that have proven to be a successful part of Imprivata’s demand generation and Account-based Selling & Marketing strategies.


This session will cover:

  • Various uses of intent across the buyer journey
  • Adding Account-based selling & marketing to your point campaigns
  • Setting your stack up for success with the demand unit waterfall