McAfee, the leading provider of security and vulnerability management software, wanted to seize opportunities created by security related government legislation and industry requirements.

Recent acts passed by congress (such as Sarbanes-Oxley, HIPPA, FISMA and Gramm-Leach-Bliley) represented significant opportunities for software providers who could clearly demonstrate a command of the issues and a solution to meet the requirements.

To clearly distinguish their offerings, McAfee wanted to elevate the level of discussion and capture qualified leads through a series of thought-leadership communications and events. Their goals were to establish credentials and credibility in the “compliance” market space and drive more prospects into the sales funnel. They also wanted to highlight McAfee’s consulting services and provide the sales force with knowledge and tools to facilitate compliance-related selling.

MossWarner researched and wrote a series of thought-leadership white papers discussing the requirements of key security legislation and guidelines (Sarbanes-Oxley, HIPPA, FISMA, Credit Card Industry, etc.). The white papers were used as a “value-add” premium to attendees of a hosted webinar series featuring McAfee executives. Content for the white papers was also used in the webinars themselves. MossWarner also developed sales education content on “Selling Compliance Solutions” to assist the sales force in closing deals.