The program was anchored in four expert-led workshops, designed to extract signal from market noise, map quick wins, and provide clarity on how BeyondTrust stacks up against security competitors in the region.

Objectives

• Understand BeyondTrust’s relative position in a crowded PAM and identity market • Surface clear areas of opportunity versus established and emerging vendors • Equip GTM and field teams with data-backed positioning signals • Deliver fast, executive-quality insight that could be activated immediately

What We Delivered

Factor’s analysts facilitated four structured workshops with BeyondTrust’s marketing, field, and regional leads. Each session had a defined outcome:

• Market scan of competitors active across Australia and Southeast Asia • Review of positioning, assets, and GTM motion across campaigns and sales material • Mapping of buyer behaviour across security roles: CIO, CISO, Heads of Risk and Infrastructure • Benchmarking across vendor language, visibility, urgency, and perceived risk coverage • Alignment on where messaging connects, where it drops, and how to tighten

Delivery Format

• 4 x 90-minute workshops across 4 weeks • Full competitive benchmarking summary by capability, message, and channel • Recommendations deck delivered with input structured for field, campaigns, and sales enablement • Messaging reset grid for regional execution

Outcomes

• Clarity on how BeyondTrust is perceived in-market by role and region • Competitive visibility map showing over- and under-indexing categories • Sales language aligned to real buyer signals, not assumed pain points • Reset of campaign priorities tied to urgency, risk framing, and maturity level • Strategic clarity without overhauling core brand

See exactly where your messaging, timing, and targeting are out of sync with buyer priorities — so you stop selling into dead air.

Understand how your ideal customers are actually buying today — what’s driving urgency, what roles are in control, and how you compare to competitors already in market.

Visual breakdown of where your GTM motion breaks — mismatched personas, mistimed campaigns, overreliance on cold outbound, or poor message-stage fit.

A clear score across five areas: message clarity, motion strategy, buyer timing match, sales alignment, and segment prioritisation. Shows how ready you really are to convert real demand.

Slides, notes, buyer data, and a messaging brief — everything your team needs to align marketing, sales, and leadership around a sharper GTM play.