Coro is a modular cybersecurity platform for small and mid-sized businesses. I was Director of Product & Corporate Marketing.
The gap
We had no customer case studies and very little content for buyers already evaluating the product. Education was an important segment: schools often had large user bases and very small IT teams. We also had a spring education campaign planned around the period when schools set budgets for the following year.
Before the interview
Before contacting a customer, I aligned Sales, Customer Success, and Marketing on who would ask, what we would ask, and how often the same customer could be approached. I did this to protect the customer relationships all three teams depended on and to give the interviewer a clear brief.
The case study
We then interviewed Taos Academy, a charter school with a sole IT director. The conversation focused on the security workload and how the school managed its security posture.
Why the process came first
Sales, Customer Success, and Marketing often rely on the same satisfied customers. I set the rules before the interview so we could use customer references carefully and avoid repeated asks or poorly prepared outreach.
