Darktrace is an AI-driven cyber security platform for businesses of all sizes.

Cyber Security • Founded in 2013 • IPO

We partnered for 3 months on Product Marketing Strategy and Sales Enablement.

The Challenge

Darktrace reached out to Olivine for sales enablement materials in preparation of their annual sales kick off.

With a large portfolio of solutions, Olivine worked with Darktrace to drive alignment internally around personas and JTBD, and identify use cases and value props. By uncovering key personas across each product, and digging into the specific jobs to be done, Olivine was able to create new sales enablement collateral and battlecards.

“Olivine has been a trusted partner, providing us with valuable insights in persona development, identifying use cases, creating compelling value propositions, and developing strategic battle cards. Their dedication and hard work have equipped us with a comprehensive toolkit to communicate our offerings effectively and stand out in a competitive market. We’re excited to continue reaping the benefits of their expertise and support.”

Chris Kozup
CMO at Darktrace

The Deliverables

Personas & JTBD alignment deck, Use Cases and Value props, and sales enablement materials.

From the completed workshops, Olivine delivered a fully fleshed deck presenting Darktrace’s core personas and their JTBD. Olivine also created a guide that expanded on value props and use cases for every product and concluded with battlecards and sales 2-pagers.

Personas & Jobs to Be Done

Hosted strategic workshops with key stakeholders to align on ideal customer profiles and buyer motivations across several Darktrace products.

Personas: Top Challenges, Use Cases & Value Propositions Deck

The Personas deck offered a deep understanding of the target audience's top challenges, use cases, and product-specific value propositions.

Sales Enablement Collateral

Designed and developed in-depth battlecards and 2-pagers focusing on Darktrace's competitors, providing sales teams with valuable insights and key differentiators to effectively position Darktrace solutions in the market.