From Consumer Love to Enterprise Trust: Building Thought Leadership in Cybersecurity
The Story
A consumer-beloved password management platform needed to rapidly scale B2B credibility and revenue to increase valuation and dominate the enterprise password management category. With cyber attacks increasing, IT leaders suddenly cared about a product typically not purchased at enterprise level, creating a narrow window to capture market share before competitors mobilized.
What We Did
Marketing Audit: Uncovered misaligned spending on ineffective channels
Budget Optimization: Reallocated budget to achieve better results at lower cost
Team Reorg: Reorganized marketing into ABX, content, and solutions teams for long-term success
New Opportunities: Identified key verticals for growth and built supporting assets
ABM Strategy: Developed buyer-driven demand strategy, aligning Sales, Marketing, and CS
ABM Implementation: Structured strategy with top-of-funnel ads, SDR outreach, and personalized experiences to track engagement
The Edge Impact (6 months)
20% month-over-month ARR increase in B2B segment
12 high-profile press opportunities in Forbes, WSJ, and major tech publications
20% growth in social media following across all profiles creating brand momentum
"Cultures of Security" platform widely mimicked by competitors, establishing thought leadership position
Systematic content engine established enabling sustainable growth beyond engagement
Internal team capabilities built for autonomous execution of proven frameworks
