Case Study
Luminate
Luminate
Acquired by Symantec in 2019, Luminate allows IT and security teams to create Zero Trust Application Access architecture without traditional VPN appliances. Using a Secure Access Cloud™, Luminate allows users to safely connect to corporate applications from any device located anywhere in the world, whether on premises or in the cloud, without granting access to the whole network and while other resources remain closed. This feature protects against network-based attacks. In addition, the product is agentless and can be deployed in under five minutes.
While Luminate understood the cybersecurity industry, the company was challenged by the vast number of organizations that could qualify as leads. In addition, organizations also needed to meet Luminate’s specific criteria to qualify as a potential lead. The marketing team was running extremely successful campaigns that brought in a steady stream of leads, but identifying potentially qualifying leads proved to be difficult for Luminate’s sales team to manage alone.
Additionally, to have productive meetings, Luminate would need to communicate with decision-makers within the companies. Unfortunately, these high-level security executives are hard to reach and even harder to communicate with. Reaching decision-makers requires going through their secretaries or executive assistants, known as gatekeepers. These gatekeepers are responsible for scheduling meetings and decide who is permitted to communicate directly with the decision-makers.
With such a vast pool of potential candidates and the additional complications of navigating past the gatekeepers, Luminate’s sales team was overwhelmed by the amount of work required to contact and schedule meetings with each potential lead. At this point, Luminate realized they needed professional assistance to do the research, identify the ideal potential targets, and communicate with gatekeepers to schedule meetings and arrange direct contact with the decision makers.
DRolls stepped in and began by doing the necessary research to eliminate the companies that didn’t meet Luminate’s criteria and prioritize those that did. Next, DRolls assigned an experienced team of SDRs (sales development representatives) responsible for communicating with sales prospects to qualify them personally and schedule demo meetings.
Using DRolls’ unique strategy and constant and consistent communication, the team of SDRs built a rapport with the executive assistants, gatekeepers, and managers responsible for scheduling meetings for the target decision-makers, enabling them to schedule many face-to-face meetings with highly sought-after leads.
DRolls’ team worked closely with Luminate’s team to ensure that all communication efforts were managed consistently and coordinated with the marketing team’s efforts. Additionally, DRolls’ team ensured all inbound leads were followed up on in a timely manner, coordinated with the marketing team to support marketing campaigns, conducted additional research to provide outbound leads, and supported Luminate’s participation at trade shows - ensuring their calendars were already full by the time they attended.
Within months, DRolls had run a successful LinkedIn campaign and arranged over 20 meetings with security executives for Luminate representatives. Additionally, DRolls provided Luminate with unique insights into their target market and the messaging that got through to their targets.