Case Study: vArmour achieves faster conversions and 10x more qualified pilots with Marketo

Marketo enables vArmour’s lean marketing team to create innovative, highly efficient campaigns that deliver stellar results

vArmour, a Gartner-recognized provider of Distributed Security System (DSS) technology, faced the challenge of demonstrating the value of its innovative security offerings and driving more high-quality trials and sales with a lean marketing team. Long POC cycles (eight to ten months), limited staff, and inconsistent targeting meant missed opportunities to engage buyers and align go-to-market activities across marketing, sales, and product.

By implementing Marketo, vArmour automated and personalized nurture campaigns, improved segmentation and lead scoring, and integrated sales alerts and trial workflows. The results: time-to-pilot fell from 10 months to two weeks, qualified pilots increased tenfold, engagement from nurture programs doubled, open rates nearly doubled, and an Opportunity Scoring system now guides marketing, sales, and product development—improving win rates, forecast accuracy, and product investment decisions.

vArmour

Eva Tsai

Vice President of Marketing and Business Operations