ICP & Personas
Primary ICP: Enterprise (500+ employees), SaaS/Cloud, existing security budget
Persona 1: CISO — compliance, risk reduction, audit trails
Persona 2: VP Engineering — integration, uptime, zero-trust
Messaging Hierarchy
Primary: "Eliminate security gaps before they become incidents"
CISO proof: 40% reduction in audit prep time
Eng proof: <1 day integration, zero downtime deployment
Channel Plan · $150K budget
LinkedIn Sponsored Content: 40% ($60K) · CISO targeting
Paid Search: 25% ($37.5K) · high-intent security terms
Content Syndication: 20% ($30K) · security publications
Webinar / Events: 15% ($22.5K) · demo + Q&A format
KPIs
Primary: 45 MQLs at <$3,300 CPL · 12 SQLs
Secondary: 2,400 content downloads · 180 webinar attendees