The Vault Breaker
Bold thinking. Unexpected angles. Went off-script.
B2B SaaS company losing enterprise deals to a competitor despite having the stronger product
Built to feel interactive, scroll-through, and designed for the buyer, not the product team
The case study is not a document. It is a scrollable website built like a social media experience
Bold thinking. Unexpected angles. Went off-script.
The STAR breakdown.
Vaultline had the stronger product. The champion was sold. The committee was not. Deals were going to the competitor at the final stage because the champion had no way to bring the right story into every room they walked into after the demo. The problem was not the product. It was buyer enablement.
Build a PMM asset that addressed the buying committee problem and presented the strategic reasoning behind it at portfolio quality. Choose a format that matched the audience and the problem, not just the brief.
Marienis made an unconventional format decision. Instead of a traditional case study document, she built a social media-style website: interactive, scroll-through, designed to feel like content a buyer would actually engage with rather than a PMM deliverable they would skim.
The asset itself was a business case deck built specifically for the CFO, addressing the financial and risk dimensions of the buying committee's decision. Two pieces, two jobs: the site carried the strategic story, the deck armed the champion for the hardest conversation in the room.
A portfolio-ready submission that one mentor called "extremely creative, strong research, and application given the limited direction." The format decision was bold enough to stand out in a field of traditional PMM deliverables. Winner of Most Innovative, 2nd Place at PMM Jam 2026 Beta.
In their own words.
"Specific to this scenario and think she nailed it. Really like that she focused on buyer enablement."
"Extremely creative execution of the case study."
"I think you did a good job of assuming the brand voice based on industry research and feedback. Felt very real and relevant."
"Extremely creative, strong research, and application given the limited direction. Analysis of the situation and your reflection shows clear strategic thinking."
See it for yourself.
Marienis submitted two pieces: the interactive social media-style case study site and the CFO-focused business case deck. The site is fully interactive, scroll through it as intended.
Interactive site not loading? Open it directly here.