Menlo Security
What I did
3 partsPrograms
Grew a global advocacy program to 100+ enterprise advocates. Built an award-nominated Customer Advisory Board of 15 strategic accounts (9.6/10, 100% return interest).
Impact
Defined segmentation and advocacy KPIs. Early adopter programs produced $7M in pipeline, workshops contributed $2M in new business, and advocacy influenced $1M+ in revenue.
Team
Built the customer marketing function, managed a direct report, cross-functional initiatives. Voice of Customer program that produced 15 customer stories, mapped to sales plays with Sales Enablement.
The work
1 images
Guru
What I did
3 partsCommunity
Connected a global community, peer-to-peer learning programs, a bi-weekly newsletter to 100K+ users and a G2 review program into one product-led growth motion.
Insights
Ran product usage analysis in Pendo to find power users, which shaped who we recruited for reviews, case studies and advocacy. Turned customer stories into case studies with Sales, CS and Product.
Impact
Community programs contributed to a 68% increase in ARR, G2 reviews tripled with quarterly awards, and case studies drove a 2x conversion rate.