Our Goal

Assist a small (177 employees) defense contractor (client) based in Northern Virginia with developing a well-written capability statement, along with additional supporting marketing strategies and ideas for showcasing their unique subject matter expertise and product offerings to the defense industry.

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Challenges & Needs

The client was looking for ways to further market their core product offering - a threat hunting software tool - to the Defense Industrial Base (DIB), but needed assistance in understanding the complex layers and bureaucracy of the DIB. Additional challenges included the following:

No clear Marketing Strategy. The client had no real game plan for developing and pushing out all the necessary marketing materials for their threat hunting tool to the broader DIB.
Real Concerns with Return on Investment (ROI): As a small contractor, they had genuine concerns on the true costs they were going to spend on marketing, and how they could ensure a strong return on investment.

Our Solution

Arlington successfully implemented the following strategies and solutions:

Met with key stakeholders within various departments for the organization, earning acceptance and support for what was a groundbreaking marketing program for helping promote their product.

Challenges Solved

Developed a comprehensive capabilities statement highlighting the features, benefits, and advantages of their threat hunting software solution.
Developed and implemented an all-new marketing campaign that included webinars, a pay-per-click campaign, and numerous other game changing inbound and outbound marketing strategies.
Assisted in developing a Value Added Reseller (VAR) strategy for building relationships with trusted channel partners in helping cross-market and sell the client’s threat hunting software solution.

Value Created

Helped initiative a long-term sales and marketing strategy to provide measurable ROI for years to come.
Enhanced business development opportunities for not only their leading software solution, but for other services and solutions also.

Why Arlington?

We are Arlington, a team of innovative, solution-oriented, highly agile, and well-versed professionals with decades of experience in working with America’s defense industry. From emerging cybersecurity regulations to helping our clients solve complex security & compliance solutions – and so much more – you can trust Arlington, the firm that’s Dedicated to Defense®. Sidebar