Speed, Accuracy and Scalability for Sales and Marketing Teams
Quotes delivered within 2 hours, down from multi-day cycles
CPQ automation cut manual effort in quoting by 30%
SLA compliance strengthened with SMS integration for off-hours support
Marketing ROI tracking enabled through attribution dashboards in Pardot
VMRay is a cybersecurity software company that equips security teams with advanced threat analysis and automation tools to stay ahead of increasingly complex attacks. With customers spanning multiple regions and industries, their business depends on precision, speed, and trust.
As VM Ray’s customer base expanded, so did the complexity of their sales and marketing operations. On the sales side, quoting was held back by outdated tools, disconnected product groupings, and manual steps that invited errors. Each quote took too long to prepare, templates lacked consistency, and SLA tracking for premium customers often slipped outside office hours. These inefficiencies left both staff and customers frustrated.
Marketing faced a different kind of challenge. Pardot had been adopted but never fully implemented with a clear strategy. Each marketer used it differently, which meant engagement journeys were fragmented, reporting lacked consistency, and ROI from campaigns was impossible to measure with confidence. Instead of a unified demand engine, Pardot was little more than a shared tool with uneven adoption.
The stakes were high. Without reliable quoting and stronger marketing impact, VMRay risked slower sales velocity, lost conversions, and customer dissatisfaction in a field where speed and precision are everything.
Our role was not just to implement features but to elevate VMRay’s Sales and Marketing operations.
We began with CPQ implementation, delivering a scalable quoting platform in just four months. Products were restructured into logical families, approval workflows automated, and branded quote templates created with dynamic sections based on deal type and size. What was once a slow, error-prone process became streamlined and repeatable. To strengthen customer trust, we integrated SMS for off-hours SLA tracking so Gold and Platinum customers received timely updates.
On the marketing side, we shifted Pardot from being a tool of convenience to a system of strategy. We ran a full audit and cleanup, improved scoring and grading models, and integrated GA4 and UTM parameters for stronger analytics. With cleaner data and new journey designs, the marketing team could finally run campaigns that spoke to prospects with consistency and measure their impact. Advanced attribution reporting tied marketing spend directly to pipeline growth, helping leadership see the true value of campaigns.
Throughout the process, our Managed Services model meant we weren’t just “on project.” We were an ongoing partner, renewing contracts with both sales and marketing teams, continuously improving processes and embedding best practices for long-term success.
Quotes that once dragged on for days were delivered within two hours. Standardized templates eliminated rework and presented a professional, consistent face to customers. Automation removed manual steps from the sales cycle, letting the team focus on customer conversations instead of administrative fixes. Premium clients now receive SLA-backed responses even after hours, reinforcing VMRay’s reputation for reliability.
Marketing, once fragmented, now runs on unified data and shared practices. Campaigns are targeted with greater precision, journeys are mapped to customer expectations, and attribution reporting connects investments to conversions. Instead of guessing at impact, the team can confidently measure which efforts drive pipeline growth.
Together, these changes gave VMRay more efficiency and both teams a foundation for scale, aligning sales and marketing toward the same outcomes.
