Sales Enablement Case Study: Preparing a Nasdaq-Listed Cyber Security Vendor for RSA Conference
Cyber Security Case Study:
WHAT WE ACHIEVED
Six-week sales enablement programme delivered
Comprehensive training packs and playbooks created
Improved booth messaging and stand engagement at RSA
Streamlined event planning and execution processes
Scalable post-event follow-up strategy implemented
Reusable frameworks adopted for future events
WHAT WE DID
Arlo Growth was engaged by Arqit, a Nasdaq-listed cyber security vendor, to prepare the sales and marketing teams for RSA Conference, one of the industry's most important global events.
The objective was to improve how the team planned, executed and followed up on major trade shows, while creating repeatable processes that could be used across future events.
We designed and delivered a structured six-week sales enablement programme covering event strategy, messaging, booth engagement and post-event conversion.
“We engaged Arlo Growth to provide training and marketing support for our upcoming presence at RSA, one of the most important events in the cyber security calendar. Charlotte’s impact was immediate. She brought a fresh, strategic perspective, helping us streamline our processes, refine our messaging and introduce creative ideas that elevated our event presence and significantly increased stand engagement.
Charlotte is incredibly approachable, collaborative and enjoyable to work with, and we were genuinely grateful for her expertise and energy.”
Emily Bradley
Senior Campaign Manager, Arqit
Sales Enablement Training
We delivered a six-week workshop programme designed to equip Arqit’s sales and marketing teams with the tools, structure and confidence needed to maximise performance at RSA Conference.
The training covered event objectives, messaging, prospect engagement, qualification techniques and follow-up planning, ensuring both teams were aligned around a clear commercial strategy.
Booth Audit and Messaging
We conducted a detailed review of Arqit’s trade show presence, including stand design, visual messaging and visitor flow.
Recommendations were made to improve clarity, increase engagement and ensure the booth communicated Arqit’s value proposition more effectively to prospective customers and partners.
Event Management Processes
To support long-term scalability, we created practical event management templates and process documentation.
These resources streamlined planning, clarified responsibilities and provided a repeatable framework that could be used across future trade shows and conferences.
Post-Event Conversion Strategy
A structured post-event strategy was developed to help the team convert conversations into qualified opportunities.
This included lead scoring guidance, follow-up timelines, email templates and clear ownership across sales and marketing to ensure momentum continued after the event.
Building a Scalable Framework
Beyond supporting a single event, this engagement established a more consistent and commercially focused approach to event marketing.
By aligning messaging, training and process, Arlo Growth helped Arqit increase stand engagement at RSA and build a repeatable event and sales enablement model for future growth.
If you are looking to improve event performance, strengthen sales enablement and turn trade shows into a predictable source of pipeline, Arlo Growth can help.