When Gretchen from Okta joined us as a featured speaker during our co-hosted Cybersecurity Marketing Society event, she shared how virtual experiences have become a cornerstone of their field marketing strategy.
With over $8M in new pipeline, 60 meetings booked, and 40 new opportunities generated from just two events, the numbers speak for themselves—these aren’t just social hours. They’re business drivers.
“We’ve branded these as Whiskey & Wisdom because the format works,” said Gretchen. “The kits get people engaged, the mocktail option keeps it inclusive, and the follow-up is where the real results happen. We’ve turned what might be a forgettable webinar into a repeatable demand engine.”
The strategy behind their success:
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Sales-led outreach. SDRs use the kits as a natural touchpoint: “Just checking if you received your package—want to set up a time to talk?” This gives them a warmer way in.
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Built-in next steps. Every event ends with a “meeting-maker”—whether it’s branded whiskey stones or a specialty ice mold, the incentive is clear: book 30 minutes and get the gift.
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Customer voices. Instead of long vendor pitches, Okta spotlights customers like Waste Management and Dick’s Sporting Goods. “People want to hear from peers—not just us,” Gretchen emphasized.
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Curated content flow. Events are kept to about an hour, mixing short product segments with multiple tasting moments to keep energy high.
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Account expansion too. Beyond prospecting, Gretchen uses these sessions to reach multiple personas inside strategic accounts and spark land-and-expand conversations.
“The results are undeniable. Between the pipeline, the meetings, and the opportunities, these events don’t just fill the funnel—they accelerate it,” she added.
By partnering with Priority Experiences, Okta has turned virtual tastings into a scalable, repeatable motion that blends connection with conversion.
As Gretchen put it: “When it’s done right, a virtual event feels less like a sales call and more like a memorable experience. That’s what opens the door.”