The cloud-native security platform, Elisity, came out of stealth in August 2020 and has been approaching a Series B funding round. Elisity touts 1,000% year-over-year growth and expects to triple that number during fiscal year 2024.
What’s behind Elisity’s supercharged growth trajectory? A combination of market demand, strong product-market fit, and the right tools to support ambitious go-to-market plans.
The need for Elisity’s service is extreme, as CMO Charlie Treadwell explains:
“Dole shut down their North American production for two weeks because of a ransomware attack. Then, there wasn’t salad on grocery store shelves for weeks,” Charlie adds, “We enable our customers to transform their existing network hardware to avoid these kinds of problems.”
Elisity offers a powerful security solution that would benefit companies across all industries; it’s just a matter of getting Elisity in front of the right people at the right time despite a lean marketing budget and headcount.
“We’re on an aggressive growth trajectory, which means there’s a lot of demand for marketing, Charlie says. “My budget is not getting bigger, so that means I need to make the most out of what I have.”
Making the most out of limited resources for Charlie meant building his ‘dream tech stack,’ including 6sense, Salesforce, HubSpot, and Gong.
Building from the Ground Up with 6sense
Elisity started using 6sense in November 2020, almost immediately after coming out of stealth, meaning they had to start learning everything about their customers from scratch.
Charlie says, “We started with the lowest common denominator, which is identifying who visits our website and following up with those people to not miss the opportunities.”
Using 6sense data, Elisity marketers…
- Build account lists to help sellers determine who to target
- Use keyword-based intent signals to identify buyers researching Elisity’s solutions and those of competitors
- Run retargeting campaigns and sync audiences for LinkedIn content.
- Send automatic Slack alerts to inform sellers of new accounts, website hits, and intent data so they can engage customers at the right time.
6sense has been a critical player in Elisity’s virtual events with prospects and customers. Before 6sense, Charlie says they would manually go through exported Salesforce lists to build segments for virtual events.
Now, 6sense segments automatically build out the reports and break down accounts by industry, size, and active opportunities. 6sense segments also drive net-new customers and prospects to a separate landing page to book a 15-minute sales call.
In addition to saving time, 6sense enables Elisity to engage buyers with personalized calls to action, resulting in a greater return on investment.
A recent virtual bourbon tasting event resulted in $3.6 million in influenced pipeline. Charlie adds, “The day after the event, I didn’t have to sit down and crunch reports like marketers used to spend so much time doing. 6sense told me everything I needed to know.”
More Capabilities = Better Results
Charlie was tasked with launching a go-to-market strategy for Elisity’s hypergrowth stage with limited headcount and budget.
With the support of 6sense, Elisity has produced remarkable results since 2020, including:
- $3.8M in pipeline from 4 qualified meetings
- 7X increase in account engagement from LinkedIn
- 30% increase in open opportunities
On top of influencing revenue, 6sense has empowered Elisity’s revenue team to do more with less. Charlie says, “We would have to buy a bunch of different tools to replicate what 6sense does in a single platform. Every startup needs all of 6sense’s capabilities to get the most out of their budget.”
