How Console Turned Enterprise Infrastructure Accounts Into Pipeline with a Research Report

Console needed a breakthrough

Console needed to reach VP Engineering and infrastructure leaders at enterprise companies including Lyft, Zscaler, GitLab, and Cloudflare. Cold outbound was generating low response rates and no warm relationships. They needed a channel that could open the right accounts — without another cold email sequence.

Catalyst built a content engine for Console

Catalyst built a contributor research report targeting infrastructure and platform engineering leaders. Rather than pitching Console's product, we invited VP Engineering targets to contribute their expertise to original research. Contributors from Lyft, Zscaler, GitLab, Cloudflare, Nextdoor, and IMC Logistics participated — each becoming invested in the outcome before any sales conversation started. The report launched with a full distribution strategy, gated landing page, and sales enablement kit.

Console opened qualified pipeline with accounts that had ignored months of outreach

• 40% of research contributors converted to qualified pipeline conversations
• 4–6 warm conversations opened within 30 days of report publication
• $200K+ average deal size across active pipeline
• 8x estimated ROI on campaign investment
• Contributors from Lyft, Zscaler, GitLab, Cloudflare, Nextdoor, and IMC Logistics
• Report continues generating warm outreach context 6+ months post-launch