case study
TIBCO | Accelerating APAC Growth with High-Quality Pipeline
TIBCO | Leading provider of enterprise software for data management, integration, and analytics.
S2M
September 19, 2025
•
4 min
about project
Transforming Engagement into Revenue
Enterprise buyers in APAC are more selective than ever. Budgets are scrutinized, buying groups are larger, and engagement expectations vary dramatically across markets. For global software providers, this means the old playbook of “more meetings” isn’t enough — growth requires precision, relevance, and a tight link between marketing activity and sales pipeline.
That’s exactly why TIBCO partnered with S2M. Together, we built a regional SDR program that delivered opportunities sales actually wanted — highly qualified, executive-level conversations that converted into pipeline at a rate well above industry benchmarks.
PROJECT KPI
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60+
Sales Qualified Meetings
55%
Conversion into Sales Pipeline
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120%
Objectives Met
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problem statement
Pipeline Pressure Meets Regional Complexity
TIBCO needed to scale qualified pipeline across APAC quickly but faced three main hurdles:
- Bandwidth limits: Internal SDR capacity was focused on US and Europe, leaving APAC underserved.
- Fragmented buyer landscape: Each market had different buyer behaviors, languages, and regulatory contexts.
- Sales pressure: Regional leaders demanded more pipeline coverage while marketing struggled to deliver both quality and volume.
OUR APPROACH
Embedding Precision and Local Relevance
S2M embedded as TIBCO’s regional SDR function, working closely with sales and marketing to:
- Map and prioritize accounts across six APAC markets (Singapore, Thailand, Indonesia, Australia, Taiwan, Hong Kong).
- Localize outreach in four languages, tailoring messaging to market maturity, competitive dynamics, and buyer expectations.
- Qualify beyond surface interest, ensuring every meeting was aligned with budget, authority, active projects, and solution fit.
- Feed insights back into marketing, reporting on objections, competitor mentions, and buying signals to sharpen campaigns.
Client Testimonial
Hear from Our Client
“S2M delivered consistently strong results, giving us access to senior executives and opportunities that directly converted into pipeline. Their ability to adapt across markets and work seamlessly with our internal teams has made them a valuable partner in our APAC growth strategy.”
— Regional Sales Leader, TIBCO
THE FINAL RESULT
A High-ROI Growth Engine for APAC
The partnership delivered consistent, measurable outcomes tied to revenue growth:
- 60+ SQLs secured with senior decision-makers.
- 60%+ SQL-to-opportunity conversion, validating meeting quality.
- 95% of campaign objectives achieved, proving scalability and resilience.
- Regional leaders requested program expansion into new solution lines, citing it as “the highest ROI pipeline initiative in APAC this year.”
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