December 9: Flora Felisberto | SecurityScorecard
Why Your Pipeline Strategy Is Failing (And How SecurityScorecard Fixed Theirs)
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Tired of chasing the next shiny marketing tool or tactic that promises to solve all your pipeline problems?
Looking for real, practical strategies that actually drive results in today's challenging GTM environment?
Flora Felisberto from SecurityScorecard is here to share her unfiltered playbook on what really works and what doesn't when it comes to pipeline generation.
Cybersecurity is a notoriously challenging industry. An emphasis on privacy and buyers who don’t enjoy being “sold” creates real roadblocks for Flora and her team.
As the VP of Revenue Marketing, she’s learned there are no silver bullets to pipeline, no single tactic, or AI tool will deliver the pipeline you need. Lucky for us she’s sharing her playbook for delivering millions in pipeline every month for her sales team.
What We'll Cover:
- The "No Silver Bullet" Reality Check - Why sustainable pipeline requires a holistic approach, not quick fixes
- Event Marketing Mastery - How to categorize events strategically and execute pre-event preparation that actually drives pipeline (including their RSA playbook for 100+ meetings)
- AI That Actually Works - What's driving real results vs. what's still hype in the AI bubble
- Cybersecurity GTM Secrets - Pipeline strategies that work differently in cyber than other industries
About Flora
Flora Felisberto is a growth marketing leader with 15+ years of experience driving revenue across demand generation, digital, operations, customer marketing, and business development. She leads global revenue marketing at SecurityScorecard, running the company’s pipeline engine across all channels. Previously, she helped scale OutSystems to $350M+ in revenue and held marketing leadership roles at Rapid7, Perfecto Mobile, Mendix, and ZoomInfo.
Catch the recordings from past events.
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How your GTM motion impacts marketing strategy
In this episode of Unlocking Revenue, Pocus Head of Marketing, Sandy Mangat, chats with Emily Kramer — she's built and scaled the GTMs of well-known PLG and PLS brands like Asana and Carta, and now helps marketers with her newsletter, advising, and angel investment. Listen in for advice on: The GTM spectrum (from pure PLG to fully sales-led), hiring and org design to complement your GTM motion, marketing strategy for each motion (top-down, bottom-up, and hybrid).
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