Cyber adAPT®, based in California, specializes in securing all layers of the digital enterprise. Their platform monitors network traffic in real-time and detects threats across mobile devices, IoT endpoints, cloud services, and core infrastructure. In 2017, Cyber adAPT was recognized by Gartner as a “Cool Vendor” in IoT Security.
The Challenge
As a newer vendor in the security space, Cyber adAPT had an urgent need to generate qualified leads across its core markets. They needed a partner who could:
- Deliver quick results by qualifying inbound inquiries
- Generate new opportunities from a cold start
- Scale with the company’s geographic expansion
- Articulate a technical and executive-level value proposition
- Operate using an account-based and persona-based sales approach
The Goals
- Support Cyber adAPT in building a $10M+ sales pipeline
- Deliver results first in the US, then expand to the UK within 15 months
The Solution
memoryBlue deployed a dual-region program focused on Enterprise and Mid-Market accounts in the US and UK.
- Delivered a fixed monthly number of qualified sales engagements with IT security decision-makers and budget holders
- Used targeted research and profiling to engage personas from a pre-defined list of strategic accounts
- Crafted messaging for both C-level and technical stakeholders, tailored to each persona’s context
- Implemented a disciplined multi-touch follow-up process for all MQLs
- Worked closely with Cyber adAPT’s sales team to provide full visibility into performance and engagement insights
The Result
- 100% of sales engagement targets achieved across both regions over 16 months
- 50% increase in US lead targets after 14 months
- Successful expansion to the UK based on early success in the US
- Several qualified opportunities moved into proof of concept (POC) and progressed into closed deals
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