Cybersecurity products are notoriously hard to demo. Firewalls inspecting live traffic, SOC platforms correlating incidents, SASE deployments spanning cloud and branch: none of it can be faked, and none of it fits into a scripted slide deck. Every serious buyer wants to get their hands on the product, configure it, break it, and see how it holds up under real conditions before they commit.
This case study explores how one of the world’s largest cybersecurity companies solved that challenge at scale. Using CloudShare, its field and channel teams run hands-on test-drive workshops that put nearly 27,000 prospects and partners a year inside real product environments across four sales regions and a fast-growing virtual program. That includes not just direct prospects but channel partners, who need the same hands-on fluency to sell effectively.
The results speak for themselves:
over 115,000 in-environment user hours delivered,
an 86% attendance rate across all sessions (climbing to 99% for virtual instructor-led sessions),
and 152% growth in prospect reach in LATAM alone.
All of this while scaling the program’s geographic footprint and catalog without a proportional increase in headcount.
Learn more about how their hands-on product experience became a genuine revenue engine, and the machine built to run it.
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