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The new lead is no lead: Fortinet’s model for deciphering Intent signals to scale demand gen and BDR results

March 20, 2020

To outpace its pipeline goals, Fortinet knew that it had to develop a scalable model by which it could precisely identify when and how to engage its targeted companies, based on their research activity. In this session, Hillary Lupo, Tim Freestone, and Alan Tarkowski discuss their approach to using Intent data to support Fortinet’s evolving Account-Based Marketing (ABM) strategy. 

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