Crossbeam Sales Enablement Case Study with LEWIS Global Communications


Crossbeam Systems: From $0 to $100 million, fuelled by LEWIS

Marketing services, public relations, creative services and more. With a fully loaded LEWIS team, a network security pioneer became a global force.

Crossbeam Systems was a network security pioneer and developer of a leading high-end, multi-application hardware platform. The company wanted to generate predictable, consistent pipeline at a rate of 5X the quarterly sales quota worldwide. It also wanted to expand to emerging markets.

LEWIS implemented a successful global demand generation model spanning demand generation, content marketing and sales enablement. LEWIS also led all media relations and social media. The result was an average sustained monthly pipeline of 8X the worldwide sales quota. This was equal to a pipeline of almost $600 million annually.

Crossbeam added all major service providers and most of the Fortune 500 to its customer base. It expanded its reach beyond North America, Europe, and Asia Pacific. Highly successful local operations launched in targeted emerging markets including China, Russia, India, Brazil, and Mexico. In addition, LEWIS helped Crossbeam maintain and grow an active channel of strategic worldwide resellers and alliance partners.

Over the course of the engagement, Crossbeam grew from $0 to almost $100 million. It was successfully acquired by Blue Coat.

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