From Search to Switch: Panther’s AI-Powered Competitor Playbook

Wednesday | November 12, 2025

Seema Kumar Interim CMO Panther

Melinda Monaco VP of Marketing Folloze

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Who Are We? Melinda Monaco VP of Marketing Folloze

• Fortune 500 Customers: Cisco, ServiceNow, Autodesk

• 92% Customer Retention Rate • 93% of Enterprises Don’t Just

Buy It, They Use It (Folloze + 6sense Integration)

9 – 5: Driving ABX at Folloze by building best practices, creating impact, and now pioneering the next wave of AI-powered GTM strategies.

5 – 9: Step mom, dog mom, Mahjong addict, Colorado adventurer, and never far from a spicy marg.

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Who Are We? Seema Kumar Interim CMO Panther

• Panther is the intelligent SOC platform that combines SIEM, data lake, and AI agents to automate detection and response at enterprise scale

• Companies like DoorDash, Dropbox, and Discord are our customers. (Yes we also sell to companies that don’t start with the letter ‘D’.)

•

9 – 5: I help growth stage B2B SaaS companies transform their GTM

5 – 9: weightlifting, gardening, raising chickens for eggs

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The AI Disruption No One’s Ready For

Falling Behind the AI-GTM Premise

● 30% drop in SEO clicks ● 18:1 bots to real visitors ● LLMs replacing your

website

● 95% of AI deployment fail

● Uncertainty what AI tools to use for what purpose

Buyers Slipped Beyond Reach

● ABM spend now makes up 23% of total marketing budgets

● 49% of leaders are increasing personalization investment

Marketers are prioritizing personalization

Sources: Forrester, BrightEdge, Cloudflare, MIT

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When buyers hide behind AI search, volume won’t win, precision will. Cybersecurity leader Panther turned high-intent searches like “Splunk pricing” into wins with 6sense signals, Folloze AI personalization, and a crawl-walk-run strategy to beat the competition.

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Multiplied Impact Run

Run bold campaigns like “SIEM Revolution,” rally partners, and use AI to accelerate pipeline.

Engaged for Relevance Walk

Launch Folloze experiences to fast-track tailored buyer journeys.

You’ll see how Panther’s lean marketing team:

Scaled Precision Crawl

Target top-fit accounts, hijack competitor keywords with 6sense intent, and win the clicks that matter.

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The Play: From Search to Switch

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Scaled Precision Crack the code on intent-driven targeting

Crawl

● Targeted 1,150 high-fit accounts using 6sense intent signals.

● Hijacked competitor searches (e.g., “Splunk pricing”) with ads that drove traffic to Folloze boards to capture clicks and start conversions.

Splunk vs. Panther

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● Launched Folloze boards in minutes, no dev required, every touchpoint intent-aligned.

● Expanded competitive coverage from Splunk to 3+ rivals, tailoring Folloze experiences at scale.

Walk

Engaged for Relevance Deliver personalized buyer journeys at speed

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Multiplied Impact Turn competitor pressure into pipeline acceleration

Run

● Reached 400+ accounts via omni-channel plays (search, display, Reddit)

● Deployed bold “SIEM Revolution” with ads, DOOH, events, and guerilla activations driving traffic to Folloze boards for personalized engagement.

● Activated partners to accelerate migrations and conversions.

Watch Sizzle Reel →

https://docs.google.com/file/d/1FTqQvcgNjfrOSIYsCNqf6p_PGZGvkZEk/preview

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The AI Advantage How AI streamlined build time, accelerated personalization, and orchestrated multi-touch journeys.

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Campaign Ideation The AI Advantage

Turn insights into high-impact campaign ideas.

AI-powered research uncovered competitor intel, creative concepts, and buyer insights. Folloze boards became the hub to translate these insights into action.

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Account Intelligence The AI Advantage

Spot the right accounts, engage at the right time.

With Folloze feeding 6sense alerts, the team identified in-market accounts and delivered AI-personalized experiences that educated, nurtured, and converted.

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Experimentation The AI Advantage

Scale what works, test what’s next

Panther’s next step is expanding into AI-driven ABX experimentation, combining Folloze Content AI and 6sense Sales Copilot to amplify execution.

● Folloze Content AI curates tailored experiences for every visitor and scales campaigns to thousands of accounts.

● 6sense Sales Copilot pinpoints the best opportunities, guiding sellers to engage with precision.

Together, they unify sales and marketing to orchestrate connected, personalized journeys that accelerate pipeline.

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Agentifying Campaign Planning & Execution

The AI Advantage

Folloze is reimagining how marketers plan, launch, and optimize campaigns with an AI agent ecosystem that makes personalization effortless and execution instant.

https://docs.google.com/file/d/1yXG709fBXxtih5JOoOXkq7bnwX_E3bcH/preview

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Impact & Learnings

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Precision targeting + AI personalization delivered measurable impact.

Key Results

Folloze + 6sense helped Panther drive breakthrough performance across the funnel.

● +300% increase in accounts with website visits from competitive research.

● +12% lift in known engagement and +17% more opportunities created.

● +220% more accounts progressed to Decision and +71% reached Purchase.

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Lessons Learned

Precision, personalization, and scale drive competitive wins. Panther’s journey shows how combining 6sense intent with Folloze personalization creates a repeatable playbook for competitive displacement.

Scaled Precision Crawl

Quantify competitive intent with 6sense and capture demand with personalized Folloze landing experiences.

Engaged for Relevance Walk

Expand reach through omni-channel plays and Folloze boards that test new messaging.

Multiplied Impact Run

Scale competitive takeouts, multi-thread buying units, and accelerate revenue with Folloze-powered outreach.

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Meet Us @ the Folloze Booth 1. Download the updated Folloze + 6sense

Playbook

2. Schedule a guided build session

3. Connect with our team for strategy sessions