How Tanium builds pipeline with ADAPT’s Edge events and roundtables

For cyber security platform Tanium, success in the ANZ region depends on reaching a highly specific audience: large enterprises and senior decision-makers with complex environments and long sales cycles.

According to Michele Clarke, Senior Marketing Manager ANZ, no partner has been more effective in helping Tanium reach that audience than ADAPT.

ADAPT powers go-to-market strategies with unrivalled ANZ market intelligence.

Across an annual program of industry conferences and bespoke private events, ADAPT brings together over 2,000 of the region’s most influential executive leaders from the ASX200.

We collect over 21,500 unique data points from local C-level executives via comprehensive surveys, custom research projects and industry events.

Learn more about our services for technology vendors and how to be an ADAPT Edge event partner.

A full-funnel program that builds relationships and accelerates deals

Tanium’s engagement with ADAPT spans both Edge events and private roundtables, forming a continuous program of meaningful executive interactions.

These formats allow Tanium to engage with new contacts, then reconnect with them and others from their organisation throughout the year.

“We may meet someone for the first time at the Edge event in a one-on-one of the one-on-one meetings, but then we may also have them at a roundtable,” said Michele.

Quality conversations that fuel pipeline growth

Beyond structured meetings, ADAPT’s format fosters high-value, spontaneous interactions that open new conversations and deepen existing ones.

For Tanium, this has directly supported pipeline goals quarter after quarter.

“We had various senior executives just having a wander around and we managed to have a quick chat with them and let them know that we were looking forward to having a chat later on,” Michele explained.

“They brought across their CISO… so it was really valuable to have that interaction outside of the one-on-ones as well.”

These informal conversations often complement the deeper insights gained in scheduled meetings, strengthening Tanium’s position within key accounts.

Strategic planning, local insight and a seamless experience

Michele credited ADAPT’s structured planning, local intelligence and end-to-end delivery as key to each campaign’s success.

Working closely with customer success managers and analysts ensures alignment on audience, message and value.

“We have a very good briefing session with the analyst and all of our people and our guest speaker so everyone’s on the same page,” she said.

You’ve done an amazing job to make sure that we put together a really good, robust discussion that the audience is going to walk away with great value.”

Having a highly capable and responsive partner has enabled Michele to focus on strategic outcomes while trusting execution is handled seamlessly.

Consistent value across campaigns and cycles

Each event contributes to both deal acceleration and new account activation, supporting Tanium’s long-term goals in a scalable way.

The program helps bring in qualified opportunities across the spectrum from net-new logos to high-priority enterprise accounts.

“We’ve had a good couple of wins… and recently went into a whole new group of accounts that we’ve never touched before. So it really worked well.”

With a growing team and expanding targets, Tanium continues to rely on ADAPT to drive impact where it matters most.