Case Study: Scaling Customer Advocacy to Drive Revenue and Brand

In the highly competitive enterprise cybersecurity market, customer retention, satisfaction, and advocacy are critical for sustained growth. Menlo Security needed to create a comprehensive customer marketing strategy to enhance retention, foster advocacy, and drive revenue growth across global markets.

Designed and led a global customer advocacy program that aligned with Menlo Security’s business objectives, driving customer lifetime value, product adoption, and market credibility.

Built a community of 100+ global customer advocates in the enterprise cybersecurity sector.

Designed programming to increase customer retention, expand revenue opportunities, and enhance brand credibility.

Managed customer relations for the launch of the HEAT service, securing $1M in revenue from early adopter campaigns.

Spearheaded regional customer events and workshops to foster community and adoption, including an award-nominated Customer Advisory Board retreat in Thailand

Championed the Voice of the Customer program, securing 13 customer testimonials and 99 product evangelists.

Customer Advocacy: Developed and scaled a global advocacy program that nurtured relationships and secured testimonials, press references, and case studies.

Product Launch Leadership: Managed the GTM strategy for the HEAT service and browser security market category, driving early customer adoption and $7M in pipeline opportunities.

Cross-Functional Collaboration: Worked with stakeholders across sales, CX, marketing, and revenue ops to align advocacy efforts with business goals.

Community Activation: Designed and led Regional Customer Workshops, fostering customer engagement and driving measurable impact.

Achieved an 85% expansion win rate by leveraging customer advocates.

Increased customer retention and satisfaction through advocacy programming and the Voice of the Customer initiative.

Created $2M in pipeline through workshops and $7M in pipeline through NPI campaigns.

Elevated Menlo Security’s brand with 13 new customer testimonials and 99 product evangelists.

Through strategic customer advocacy and community activation, Menlo Security not only strengthened customer relationships but also drove significant revenue and enhanced its reputation as a leader in the cybersecurity market.