--- title: "Vorlon: a new security category | ONEGTMLAB Case Study" description: "Agentic Ecosystem Security · Category definition, 160+ signal stack, 4 battlecards, website revamp, and founder-led growth engine built end-to-end." canonical: https://www.onegtmlab.dev/case-studies/vorlon-security-defined-a-new-security-category-and-built-the-full-gtm-engine-to-own-it --- # Vorlon: a new security category | ONEGTMLAB Case Study # Vorlon Security defined a new security category and built the full GTM engine to own it Agentic Ecosystem Security · Category definition, 160+ signal stack, 4 battlecards, website revamp, and founder-led growth engine built end-to-end. ![](/_astro/6a2278ca1ebd72967e7b49e8_onegtm-vorlon.hPV3S3xs_Z1fvEza.webp) 160+ Buying signals detected and mapped 335 Qualified ABM ICPs activated 04 Deal-stage battlecards built 5.7M Founder impressions in 365 days 01 Unified category narrative defined ![](/_astro/69fcbd65f33bf327b198b10e_vorlon-cs-img.CgWJPHTq_Z1EsxOV.webp) Website vorlonsecurity.com INDUSTRY Cybersecurity / Agentic AI CATEGORY Agentic Ecosystem Security STAGE Series A ENGAGEMENT Ongoing TOOLS ![](/_astro/6a031df3f06395bdc1997cfa_clay-3x.dBpCtAGP_1pkp8r.webp)![](/_astro/6a031df36cae55224e88ddc8_heyreach-3x.CmjXJT3G_1MulOw.webp)![](/_astro/6a031df3cf09160690b18c71_clearclue-3x.BTma3ITF_OqSIr.webp)![](/_astro/6a031df3b5fe0ad6d3f62033_hubspot-3x.CUPy5wYb_Z1yKyec.webp)![](/_astro/6a031df3b5b187f056ffaa11_linkedin-3x.XG9zV-Cu_Z11Ihn9.webp) SERVICES GTM Engineering Product Marketing Founder-Led Growth Category Definition Competitive Intel [ Book a Strategy Call ](/book) GTM Engineering Product Marketing Founder-Led Growth Category Definition Competitive Intel "Here's the deal. It's really hard to find a growth agency that gets it. So many different skills and experience areas need to come together to move the needle product marketing, go-to-market engineering, and an ability to understand current business processes, personalities, and programs. My experience with OneGTMLabs has been terrific. I recommend them without hesitation, which I can't say about 90% of agencies I've worked with over my 20-year marketing career." ![](/_astro/6a0b25eb199b374721d753d7_elias-terman.D7pvYLu6_Z2eerYX.webp) Elias Terman VP of Marketing, Vorlon ![](/_astro/69fcbd65f33bf327b198b10e_vorlon-cs-img.CgWJPHTq_Z1EsxOV.webp) ![](/_astro/6a0b25eb199b374721d753d7_elias-terman.D7pvYLu6_mL5ux.webp) Result Defined the "Agentic Ecosystem Security" category 4 clear pillars, positioned vs SSPM/DLP and AI governance 160+ buying signals live across 8 categories: CRM, SIEM, Identity, Cloud Infra, ITSM 335 qualified ABM ICPs activated CEO LinkedIn rebuilt with an 8-stage inbound-led outbound engine generating 5.7M impressions in 365 days Overview Five different sales stories. Zero competitor intel. A founder LinkedIn collecting dust. Vorlon Security had built genuinely differentiated technology in the agentic AI security space but their GTM had no foundation. Messaging was written for generic security buyers, not CISOs evaluating agentic AI risk. The sales team was telling five different stories. Competitors like Astrix, Zenity, Obsidian, and Reco AI were completely unmapped. And the founder's LinkedIn a powerful warm pipeline channel was completely unused. They needed a category defined, a signal stack built, a website rewritten, battlecards created, and a founder growth engine launched all of it, simultaneously. We built every layer, in sequence, so each one unlocked the next. THE CHALLENGE Before vs. After Before ONEGTMLAB Messaging for generic security buyers not CISOs evaluating agentic AI risk Sales team telling 5 different stories with no shared positioning or category Competitors Astrix, Zenity, Obsidian, Reco AI completely unmapped zero battlecards No outbound infrastructure, no ICP scoring, no signal detection Founder LinkedIn unused no content engine, no warm outbound system After ONEGTMLAB Category defined: "Agentic Ecosystem Security" 4 pillars, positioned vs SSPM/DLP 160+ signals live across 8 categories 335 qualified ABM ICPs activated and sequencing 4 battlecards built for Astrix, Zenity, Obsidian, Reco AI deal-stage objections handled Website fully rewritten for CISO buyers evaluating agentic AI risk CEO LinkedIn rebuilt: 8-stage inbound-led outbound routing warm signals into HeyReach What We Built ## Three integrated systems. One unified story. GTM Engineering & Signal Stack 160+ buying signals across 8 categories. 335 ABM ICPs activated. ClearCue for 6 competitors. RSA 2026 booth scan live. HubSpot-Clay instant signal-to-outreach. Product Marketing & Positioning Category: Agentic Ecosystem Security. Website rewritten for CISOs. 4 battlecards (Astrix, Zenity, Obsidian, Reco AI) for deal-stage objections. Founder-Led Growth Engine CEO profile rebuilt. 8-stage inbound-led outbound system live. All warm signals enriched and routed automatically. 5.7M impressions in 365 days. What We Built One category. Five channels. Compounding. 160+ Buying signals detected and mapped 335 Qualified ABM ICPs activated 04 Deal-stage battlecards built 5.7M Founder impressions in 365 days 01 Unified category narrative defined Vorlon Security had built genuinely differentiated technology in the agentic AI security space but their GTM had no foundation. Messaging was written for generic security buyers, not CISOs evaluating agentic AI risk. The sales team was telling five different stories. Competitors like Astrix, Zenity, Obsidian, and Reco AI were completely unmapped. And the founder's LinkedIn a powerful warm pipeline channel was completely unused.