Context
GitLab, a global leader in DevSecOps platforms, sought to expand opportunities in Latin America in partnership with TSoft, one of the region's leading technology solutions integrators.
With less than four months until its execution, the project had a clear objective: generate demand for GitLab Duo, support pipeline building, and validate market receptiveness to the solution in the region.
Challenge
The goal was to quickly build a flow capable of connecting lead capture, qualification, and pre-sales, transforming interest into actual business opportunities.
In less than four months, the operation needed to generate demand, support pipeline creation, and produce learnings about market receptiveness to GitLab Duo's value proposition in Latin America.
Solution
To respond to this challenge, we structured a demand generation operation integrated into TSoft's sales process.
The strategy was organized into five main fronts:
Demand Generation Campaigns
We transform already available materials into Lead magnets and we generate targeted campaigns for strategic audiences in Latin America, with a focus on technology professionals interested in DevSecOps and artificial intelligence applied to software development.
Specialized content
We are combining articles, posts, and organic content production about GitLab Duo to support market education and strengthen the solution's positioning.
Landing pages and lead generation
Update of the TSoft landing page and creation of assets focused on conversion and lead capture.
Automation and nutrition
Structuring automated flows for lead qualification and deal preparation for the sales team.
Webinar on AI Applied to DevSecOps
Execution of a regional webinar that brought together 80 registered professionals and became one of the main tools for attraction, education, and qualification of the operation.
Throughout the campaign, marketing and sales worked together seamlessly, allowing for quick adjustments to messaging, targeting, and sales approaches.
Results
The project, from the first meeting to the final report, took three months. It was able to add new opportunities to the sales pipeline and produce relevant indicators to feed the medium-term pipeline.
Reach and lead generation
- 237,718 impressions on digital campaigns.
- 1.050 cliques generated by media actions.
- 44 leads captured from demand generation campaigns.
- 80 attendees at the GitLab Duo webinar.
- 05 Enterprise Opportunities Reported
At Sabiá, we help companies transform acquisition challenges into structured marketing and sales operations, connecting strategy, execution, and results.
Want to build a more integrated, results-driven demand generation operation? Let's talk.
