Case Study: Obsidian Security achieves millions in revenue in 7 months with RollWorks ABM

The concentrated ABM strategy Obsidian Security used to influence millions in revenue in 7 months

Obsidian, a venture‑backed threat‑monitoring provider for business SaaS applications, needed to evolve marketing ops into a focused account‑based marketing (ABM) program to accelerate deal velocity. Facing a goal to identify and close six‑figure ARR deals within 90 days and scale into the UK/EMEA, Obsidian partnered with RollWorks to target high‑value SaaS customers (notably Workday users) and the specific personas that make security purchase decisions.

RollWorks supplied the ABM platform, intent data, and account identification tools that helped Obsidian refine its ICP, pinpoint decision‑makers, run Workday‑focused campaigns, and deploy collaborative intent playbooks aligned with sales. The RollWorks‑powered program generated millions in revenue in seven months — including several six‑figure ARR deals closed within 90 days — and produced intent signals in 90% of target accounts, accelerating Obsidian’s go‑to‑market and informing future expansion.

Obsidian

Kevin Lee

Obsidian