Real-Time ABM for the CISO Who Never Fills Out a Form

10:35 am
-
11:00 am
CT

The Fortune 1000 CISO is the hardest buyer in B2B to reach. They don't fill out forms, they research in stealth, and they ignore vendors by default. For a year, everything we did online at WithSecure reached exactly five of them. Then we rebuilt our account-based marketing from scratch, and in three months it reached over a hundred of them.I'll show you the machine, honestly and in detail. We watch who lands on the site, identify the account in real time, score it against our target list, and run everything through one central system in Salesforce that moves our ad budget toward the right accounts on its own, fast enough that we can start advertising to a visitor within seconds of their first visit.You'll see the architecture, the numbers, what broke, and the privacy guardrails that keep account-level tracking compliant. It's built on Salesforce, but the thinking ports to any stack.

Session Agenda

  • 1._x0009_How to identify the target accounts already on your site that never fill out a form.
  • 2._x0009_How to put website signal, intent, and CRM data in one place so it drives action instead of sitting in dashboards.
  • 3._x0009_How to compress signal-to-spend so ads reach the right account in seconds, not days.
  • 4._x0009_How to do account-level identification compliantly under GDPR (or similar) the guardrails that matter, doubly so for a security audience.
  • 5._x0009_A platform-agnostic ABM blueprint you can start rebuilding on Monday.

Speakers

Jaakko Jalkanen

Head of Marketing

WithSecure

Jaakko Jalkanen

Head of Marketing

WithSecure

Jaakko Jalkanen brings more than 15 years in digital marketing and demand generation to cybersecurity. He leads marketing at WithSecure (formerly F-Secure for Business), one of Europe's longest-established cybersecurity companies, founded in 1988, and previously worked at the NATO-awarded cyber range company CybExer Technologies.

About this Session's Track

Demand Gen & Digital, GTM Engineering & MOPs

Dive into the latest demand gen, digital tactics, and marketing operations frameworks that drive pipeline growth, from innovative and automated campaigns to AI-driven GTM engineering.