Rebuilding from Zero: $800K Pipeline Generated in 90 Days for Cloud Security Platform
The Story
A cloud security monitoring platform faced significant challenges with their marketing function. After organizational changes and suspension of demand generation activities, they needed to rebuild their marketing engine to meet ambitious FY26 targets of $4.7M in new bookings and 47 new logos.
What We Did
Established a unified Account-Based Experience (ABX) framework through 6sense audience segmentation
Implemented foundational martech improvements including Folloze and HubSpot integrations
Created persona-specific messaging across the buyer's journey targeting Security Engineers and Executives
Built a tiered engagement strategy across 1,150 targeted ICP accounts
Developed a strategic event model focused on key industry moments such as AWS re:inforce, Black Hat, and BSides
The Edge Impact
1,019 ICP accounts now in-market - 87% of all target accounts
543 accounts reached with 3+ media impressions in just 30 days
106 accounts increased buying stage after receiving paid media impressions
42% growth in G2 reviews
24k social media impressions - highest since April 2024
$800K new business generated via comprehensive demand generation plan
