Prepare for 2026 by building smarter, connected experiences that drive real results. 🔥 Register now

Get started
Get started

How ON24 helped MilliporeSigma turn webinars into a lead-generating machine

CASESTUDY Console MilliporeSigma

  • 38%

    of attendees converted to leads

  • ~3,500

    leads generated

Capabilities

Industry

Use Cases

Number of Employees

  • 2,501 to 10,000

Introduction

MilliporeSigma uses ON24 to bring consistency, visibility and coordination to its once-disjointed webinar program. Previously, teams relied on third-party vendors and in-house technology that was not designed to meet the needs of webinars. 

The company set out to standardize its webinar approach—improving efficiency, automating lead handoff and uncovering deeper engagement data. ON24 is used across teams to run branded, customer-facing webinars that align with broader marketing goals. They also launched content hubs to showcase evergreen and event-based content. Webinars are now a smarter, more strategic channel— backed by data and built for scale.

Problem

Before Kari Jenkins, Global Webinar & Event Marketing Ops Manager at MilliporeSigma (the Life Science business of Merck KGaA, Darmstadt, Germany in the US and Canada) joined the company, the approach to webinars was scattered and often outsourced to third parties. As a result, their customer-facing webinar strategy lacked consistency, visibility, and coordination.  

The team wanted to raise the bar for webinars, centralizing and standardizing them. That meant finding a webinar platform that would not only bring consistency to their webinars but also help them work smarter, uncovering valuable customer engagement data and eliminating manual processes — such as handing off leads between marketing and sales — while creating better experiences for their audience.

“What I love about ON24 is the comprehensive engagement data it provides—tracking when someone joins a webinar, their behavior during the session, and how they interact with our content.”

Kari Jenkins, Global Webinar & Event Marketing Ops Manager, MilliporeSigma

Solution

To address these challenges, the team at MilliporeSigma signed on with ON24. Jenkins was brought in to help with the rollout of their improved digital event program. She helped get ON24 up and running along with instituting all policies and procedures and has become the primary user of ON24. 

With ON24 they introduced consistency across teams while allowing for flexibility in how events are run. In close partnership with marketing communications and product marketing, the team collaborates to determine which of their chosen tactics will work best for a webinar.

ON24 adoption continues to grow across the company. “As a result of ON24’s engagement-driven approach, it is becoming the platform of choice across the company,” said Leanne Dagavarian, Head of Global Tradeshows at MilliporeSigma. 

The engagement data captured through their ON24 webinars has been a major advantage. Jenkins shared, “One of the things I love about ON24 is how much engagement data it captures.”

They have also adopted the use of content hubs, including using topic-focused hubs where they curate evergreen content based on specific audiences. They also use content hubs as event-based landing pages, featuring webinars and content associated with a specific event. It serves as a place to streamline registration for several webinars at a time. 

Template usage has also helped standardize branding and cut production time. Using the Simu-live event format allows the team to record once and broadcast multiple times in different time zones and markets with translated captions while still enabling the team to capture poll responses and questions from the audience for follow-up afterwards. “I’m thrilled we were able to add the captions and translations,” said Jenkins, “That was such a big win this year for us.”

Jenkins is focused on taking their webinar experience to the next level. She plans to further customize the ON24 consoles and create tighter visual alignment with promotional materials.

“Adding captions and translations was a huge win for us this year. Now, instead of re-running webinars for local audiences, teams can simply invite them to ours — which saves time and drives global engagement. It’s more registrants, more attendees, and more ROI from every on-demand webinar.”

Kari Jenkins, Global Webinar & Event Marketing Ops Manager, MilliporeSigma

Results

Annually, the team hosted 89 webinars with an impressive 67% registrant to attendee conversion rate and 38% of attendees converting to leads. Post-webinar surveys revealed that 17% of attendees requested to be contacted, and 79% rated the webinar an 8 out of 10 or higher, indicating they would recommend it to a colleague.

Since implementing captions and on-demand translations, the team has also seen a clear boost in global engagement, with increased promotion and interest from regional Marketing and Communications teams. This localization effort has not only expanded global reach but also strengthened cross-regional collaboration and content ROI.

“Our ON24 content hubs let us curate webinars by audience or event, making it easier for people to discover content that’s relevant to them.”

Kari Jenkins, Global Webinar & Event Marketing Ops Manager, MilliporeSigma

See other customer stories