Building a Modern Sales and Marketing Engine for Caleum
Challenge
Caleum is an established Czech cybersecurity company delivering advanced IT security solutions and services for large organizations. Over more than a decade of continuous growth, the company has built a solid reputation for reliability, expertise, and long-term client partnerships.
As the cybersecurity market becomes increasingly dynamic — shaped by regulations such as NIS2, GDPR, and DORA, and by the arrival of new competitors — Caleum’s leadership recognized both new opportunities and the need to adapt.
To ensure continued growth and strengthen its market position, the company sought a partner to help explore new strategic directions and support their implementation.
Solution
We started with a comprehensive analysis of Caleum’s business, covering sales operations, customer relationships, and overall market positioning. Together with the leadership team, we identified the key areas with the highest potential for development and long-term stability.
Our work focused on:
Renewal and expansion of the sales team.
Sales management support and process optimization.
Redefinition of the value proposition and product portfolio.
Strengthening of competitive advantage and differentiation.
Introduction of consulting services alongside technical delivery.
Creation of a marketing strategy and launch of regular campaigns.
Implementation of ABM (Account-Based Marketing) and lead generation processes.
During the first year, these initiatives led to a significant expansion of the SQL lead base and a stronger sales pipeline.
In the following phase, we continue to support and develop the sales team, including the involvement of our outreach and consulting specialists to help generate and close new business opportunities.
Result
Caleum now operates with a clearer commercial structure, refined value proposition, and improved alignment between business strategy, sales, and marketing.
The company has strengthened its position in a fast-evolving cybersecurity market while maintaining the trust and stability that have been the foundation of its success for more than a decade.
Our collaboration continues to evolve — combining strategic consulting, practical execution, and daily cooperation to ensure Caleum’s long-term growth and readiness for future challenges.
