Turning a Three-Day Event Into Enterprise Pipeline in LATAM

SentinelOne is a global cybersecurity company providing advanced endpoint protection and threat detection. While well-established in North America, the company needed to grow its pipeline and brand presence in LATAM - a region where a dominant incumbent already had deep relationships with enterprise buyers. SentinelOne's internal team did not have the bandwidth to execute the targeted, high-touch outreach required to make a real dent in the region, especially around high-stakes industry events.

Breaking into LATAM meant more than showing up. SentinelOne was competing against an entrenched competitor, targeting senior security leaders - CISOs and senior directors - who already had vendor relationships in place. The company was investing in major regional events, but without dedicated pre-event outreach, on-site support, and disciplined post-event follow-up, that investment risked producing badge scans instead of pipeline. They needed someone embedded enough to represent the brand credibly on the ground and move fast enough to convert event momentum before it went cold.

Sellerate embedded an SDR into SentinelOne's team to run the full event motion around Mind the Sec, the largest cybersecurity event in LATAM. Pre-event, the SDR ran targeted outreach to drive booth attendance and secure on-site meetings in advance with enterprise CISOs. On the ground in Sao Paulo for three days, the SDR engaged directly with C-level executives and leveraged SentinelOne's CISO keynote to attract high-value prospects. Post-event, fast personalized follow-up turned conversations into qualified pipeline. This was not a one-off - Sellerate supports SentinelOne across multiple regional and virtual events, handling registration, persona targeting, and post-event qualification as an ongoing part of their pipeline engine.

Events produce pipeline when outreach starts before the event.

Targeted pre-event outreach meant SentinelOne's SDR arrived with meetings already scheduled - not hoping for foot traffic.

An embedded SDR on the ground changes the equation.

Having someone physically at the event, representing SentinelOne's brand and capturing real-time intel, meant conversations turned into qualified follow-ups within 48 hours - not weeks.

One event, full-funnel results.

A single three-day event produced 120+ CISO engagements, seven enterprise opportunities, and a six-figure closed-won deal - demonstrating that the model works even in markets with an entrenched competitor.