Challenge
SandboxAQ’s Security Suite is a cryptographic management platform designed to help enterprises future-proof their data security in the face of quantum computing threats and evolving regulatory standards. It offers cryptographic agility, risk visibility, and governance capabilities for a new epoch of cybersecurity.
SandboxAQ, now on its own after spinning out of Alphabet/Google and closing a $500M funding round, is a high-visibility player in a crowded and complex cybersecurity landscape. The Security Suite product, while powerful, faces a long sales cycle (6–18 months), involving large, diverse buying committees (avg. 23 stakeholders), with the lead decision-maker, Chief Information Security Officers (CISOs), having an average role tenure of 18-21 months. The product lacked a fast time-to-value feature or a low-effort proof-of-concept offer, making it a high-friction sales cycle. Additionally, SandboxAQ had low brand awareness and unproven credibility in a highly saturated market of look-alike providers claiming similar features and benefits.
Solution
Model B was brought in to accelerate Security Suite’s go-to-market momentum through a full-funnel lead gen initiative, working from brand awareness through to qualified pipeline growth. The goal was to build a test-and-learn performance program that could provide insight into CISO motivations, messaging resonance, and conversion performance.
From ICP persona development to mapping the customer journey, we produced an integrated campaign with distinct messaging. We worked cross-functionally with the sales team to ensure complete and accurate scoring of each MQL and SQL across the customer journey.
This provided SandboxAQ with critical clarity on which messages resonated most with CISOs and key influencing members of the buying committee across all stages of the buyer journey. For example, we uncovered that cybersecurity thought leaders from the academic community and small- to mid-sized consultancies held critical sway over the decision-making process for CISOs. With enterprise-level CISOs responsible for enormous hardware and software solutions, large security and IT teams to manage, and relatively short tenure windows, these outside advisors are among their closest allies throughout their careers. This helped us refine our campaign messaging and media targeting, ensuring we were in the right place, at the right time, saying the right things to drive optimal consideration for SandboxAQ’s Security Suite.
In
Year
One:
18%
MQL Volume Increase with progression to increase
9.5%
Rise in SQL Engagement Rates
