20% revenue growth driven by a structured, goal-oriented strategy
The Challenge
ISARR is a UK-based security and resilience platform provider that helps organisations manage risk through software, insights, and dedicated service. As the business grew and evolved, so too did the need for a more structured, strategic approach to marketing.
When their marketing manager left in early 2021, it created an opportunity to take stock. Historically, lots of content and social media campaigns were produced. Yet a lack of a cohesive, goal-oriented strategy made it difficult to measure impact or return. A marketing audit revealed that despite this considerable activity, there was no real sense of what was working and where the best opportunities lay.
Rather than rush to replace the role like-for-like, the CEO saw a chance to reset. He looked to Barnham Marketing to refocus marketing around the needs of the business, align it with revenue goals, and create a more measurable, outcomes-driven approach.
How We Delivered
We began with a complete audit of ISARR’s marketing activity to understand what had been working, what hadn’t, and where the biggest opportunities lay. The findings informed a new 12-month marketing strategy that was designed to align with the business’s commercial goals and bring structure, focus, and momentum to its efforts.
At the heart of the plan was a targeted, account-based marketing approach. We built campaigns around specific sectors and use cases, supported by a steady flow of blogs, vertical-led case studies, solution-focused content, and webinar-led lead generation. LinkedIn became a core channel for amplification, helping raise awareness and build credibility with key decision-makers.
In addition to developing the strategy, we supported ISARR with the implementation of all the marketing activities. We worked side by side with ISARR’s internal team to ensure every marketing element, from messaging and content development to optimisation, was adapted to maximise new market opportunities.
ROI formed a core element of the plan. Weekly tracking of leads, opportunities, and revenue created helped ensure that every activity stayed accountable and that marketing was measured not by output, but by business impact.
What We Achieved
The new structured approach to marketing delivered excellent results. ISARR saw a clear uplift in both the quality and quantity of leads, with campaigns speaking more directly to the needs of decision-makers across their priority sectors.
This sharper focus helped drive 20% revenue growth and unlocked new opportunities in higher education and aviation, two sectors where the business has since expanded its presence. It also laid a strong foundation for a go-to-market strategy targeting the insurance space, with ISARR now well-positioned to test and scale into new verticals.
Our partnership with ISARR has continued to evolve over four years, with regular reviews and ongoing optimisation ensuring that marketing activities remain tightly aligned with business goals. With stronger measurement, improved efficiency, and clearer direction, marketing has become a key contributor to its growth, and not just a sideline support function.
Client Testimonial
For ISARR, the collaboration with Barnham Marketing was invaluable. It turned marketing into a focused, accountable part of the business that delivered ROI:
“Working with Barnham Marketing brought a real sense of clarity and commercial focus to our marketing efforts. Marion has been instrumental in helping us shift from fragmented activity to a strategy that actually supports the business and delivers results. The impact has been clear, and it’s made marketing a core contributor to our growth journey.”
Nick Beale, CEO ISARR
