Case studies / Blackwall (prev. Botguard)
AI & cybersecurityLed by Haralds Gabrans ZukovsJan to Apr 2025London
A working CRM and an ABM engine in under 30 days.
Blackwall protects web infrastructure from bots, DDoS and traffic fraud. Enterprise traction and $45M+ raised, but no CRM, no account-based playbook, no repeatable pipeline.
Result 01<30 daysto a live HubSpot CRM and marketing automation
Result 02ABMframework built from scratch
Result 03$45M+raised by the company
The challenge
Build a structured demand engine fast, for a company with no CRM, no ABM playbook and no repeatable pipeline motion.
The approach
HubSpot CRM and automation live in under 30 days: scoring, stages, nurture, outbound integration.
The outcome
A working CRM and automation in under 30 days.
What Haralds did
The work
- HubSpot CRM and automation live in under 30 days: scoring, stages, nurture, outbound integration.
- ABM framework: ideal customer profile, tiered accounts, LinkedIn ads, personalised outreach to decision-makers.
- Left a documented playbook, workflows and templates the team runs alone.
Results
What it delivered
- A working CRM and automation in under 30 days.
- A demand playbook the team runs without us.
Why it matters: Speed. This is what the first 30 days with Norsta look like.
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