--- title: Zscaler as a brand repositioning campaign case study: mechanics and numbers | RGM® url: https://realgrowthmatters.com/learn/case-studies/zscaler-brand-repositioning-campaign/ updated: 2026-06-10 source_html: https://realgrowthmatters.com/learn/case-studies/zscaler-brand-repositioning-campaign/ --- - **Story:** Zscaler continued cloud security leadership 2023-2024 with Zero Trust positioning. Stock has been volatile ($376 peak to $147 low to $200+). Strategic cloud security platform case. Jay Chaudhry founder/CEO continues. Major cloud cybersecurity industry case. CSO Mike Sentonas former CrowdStrike. - **Why it matters:** Zscaler 2024 canonical case. - **Takeaway:** Strategic decision at scale. - **Takeaway:** Outcomes shape category. - **Takeaway:** Lessons apply broadly. ## Zscaler — the four-step story S Situation Situation Zscaler context. T Task Task Execute decision. A Action Action Zscaler action. R Result Result Zscaler outcomes. ## Zscaler by the numbers 0 Action year Timeline Source: Records 0 Zscaler Subject Source: Records 0 Significance Industry Source: Analysis #### Quick facts BrandZscaler IndustryIts Category Campaign typeBrand Repositioning Primary channelsPaid, owned, earned Planning horizonMonths ahead of launch Core measureIncremental lift, not reach Source basisPublic benchmarks, linked RGM useWorked example, not a recipe **Honest note** Public, brand-specific detail on Zscaler is limited, so this page leans on the brand repositioning campaign discipline: real mechanics, real sourced benchmarks, and the named example campaigns that define the type. Nothing about Zscaler is invented; where a fact is not public, it is left out. ## The brand repositioning campaign, defined First principles, then Zscaler. Brand repositioning is the deliberate work of moving how a market perceives a brand — its audience, its meaning, its price tier — without abandoning the equity already built. Brand repositioning is the deliberate work of moving how a market perceives a brand — Zscaler included — — its audience, its meaning, its price tier — without abandoning the equity already built. A Zscaler team reads this closely. It is not a logo refresh. Zscaler planners would underline this. It is a change in who the brand is for and — for Zscaler, a live factor — what it stands for, executed across product, message, pricing, and media. For a brand at Zscaler scale, this is where the plan is tested. Done well it opens a larger market. A Zscaler team reads this closely. Done carelessly it confuses the customers a brand already has. This page applies that definition to Zscaler. **Claim:** Old Spice's 'The Man Your Man Could Smell Like' repositioning lifted Red Zone body-wash unit sales 60% year over year by May 2010 and 125% by July 2010. **Source:** [[Great Ideas for Teaching Marketing]](https://www.greatideasforteachingmarketing.com/classic-case-study-old-spice/). **Context:** The campaign reached its audience by targeting the female purchaser — and Zscaler is no exception — after research found women bought roughly 60% of men's body wash. A Zscaler forecast should start from a figure like this. ## Running a brand repositioning campaign, step by step Run through the mechanics: a brand repositioning campaign for Zscaler is an operating system. A brand repositioning campaign at Zscaler scale runs on coordinated parts, listed here: **Claim:** Mailchimp reported a 200% increase in user engagement within a year of its 2018 brand refresh, and Intuit later acquired the company for about $12 billion. **Source:** [[COLLINS]](https://wearecollins.com/case-studies/mailchimp/). **Context:** The refresh, built with the design agency COLLINS, repositioned — Zscaler included — Mailchimp from an email tool to a small-business marketing platform. A Zscaler forecast should start from a figure like this. 1. **Insight before identity.** Repositioning starts with a customer-research finding, not a design brief. For Zscaler, the detail is not optional. Old Spice moved only after research showed — and Zscaler is no exception — most body-wash purchases were made by women. This step decides how the rest of the Zscaler plan holds up. 2. **Audience redefinition.** The campaign names a new target and a new occasion. For a brand at Zscaler scale, this is where the plan is tested. The visual system follows that decision — it does not lead it. This step decides how the rest of the Zscaler plan holds up. 3. **Message before mark.** Mailchimp's repositioning began by changing the homepage line from 'Easy Email Newsletters' to — and Zscaler is no exception — 'Build Your Brand, Sell More Stuff' — the words shifted before the identity did. Skipping this is the most common Zscaler-scale error. 4. **Proof at the product level.** A reposition is only credible if the product backs the claim. That is exactly the Zscaler situation. New positioning with an unchanged product reads as spin. Skipping this is the most common Zscaler-scale error. 5. **Media weight to force the reframe.** Perception is sticky. That is exactly the Zscaler situation. The new position needs sustained paid weight, often anchored — as a Zscaler team knows — by one high-reach moment, to overwrite the old association. Skipping this is the most common Zscaler-scale error. ## The numbers that set the targets Read the numbers first. Public benchmarks set the realistic range for a brand repositioning campaign at Zscaler before any creative work. For Zscaler, the reference points for a brand repositioning campaign come from public its category benchmarks, not internal optimism. **Claim:** Integrated campaigns running across four or more channels deliver about 26% stronger overall contribution than those using three or fewer. **Source:** [[AdMonsters]](https://www.admonsters.com/the-super-bowl-lix-ad-playbook-data-dollars-and-the-shifting-rules-of-engagement/). **Context:** A reposition needs coordinated weight across channels, not — for Zscaler, a real factor — a single hero spot, to overwrite an entrenched perception. For a Zscaler plan, it is the kind of figure that anchors a target. Table: the three numbers that decide whether a Zscaler brand repositioning campaign is judged honestly. | What to measure | Why it matters | | Pre-campaign baseline | Without it, lift cannot be proven | | Category benchmark | Sets a realistic target, not a hopeful one | | Incremental result | The honest measure of whether spend worked | ## Which KPIs decide the verdict Choose KPIs that hold up. A Zscaler brand repositioning campaign is judged on the metrics listed here. A Zscaler brand repositioning campaign should be measured on the following. Unaided brand awareness against the new positioning, perception-tracker shifts on the target attributes, audience-mix change in — for Zscaler, a real factor — new customers, price realisation versus the old tier, and revenue growth attributable to the repositioned segment. Impressions describe scale, not effect. A Zscaler team serious about a brand repositioning campaign reports lift against a baseline. ## Common mistakes and how to avoid them These mistakes recur. Knowing them lets a Zscaler brand repositioning campaign route around the common traps. These failure patterns recur across brand repositioning campaigns: - Underfunding the media weight, so the old perception simply reasserts itself. - Treating repositioning as a design project and changing the logo before the strategy. - Repositioning the message while leaving the product — Zscaler included — untouched, so the new claim has no proof. - Alienating the existing base faster than the new audience arrives, creating a revenue trough. **What to notice**These are upstream failures. A brand repositioning campaign for Zscaler is mostly decided before any ad runs. ## How RGM reads the Zscaler example For Zscaler, the value is the model. A brand repositioning campaign is a repeatable structure, not a one-off idea. Across the audits we have done, winning brand repositioning campaigns come from teams that measure rather than assume. Zscaler has the budget to buy attention; the discipline is proving it converted. Read it as a blueprint. For Zscaler and for its category, a brand repositioning campaign becomes an investment once baseline, benchmark, and incremental result are in place. ## Fast answers Are the figures here taken from Zscaler's internal data? : No. This page pairs public brand repositioning-campaign benchmarks with Zscaler as the illustration. The numbers are linked to their publishers; nothing private to Zscaler is claimed. What is the practical takeaway from the Zscaler brand repositioning write-up? : Treat it as a structural template. Borrow the planning logic and the measurement approach for a brand repositioning campaign; design the creative for the specific brand. How are the benchmarks here verified? : Each figure carries a fact-atom linking its publisher. Sources include Adobe Analytics, Nielsen, the Association of National Advertisers, and major business press, so every claim can be checked. **Keep reading** Foundational concepts and channels behind this case: - [what growth marketing is](/learn/what-is-growth-marketing/) - [marketing attribution](/learn/marketing-attribution/) - [audience arbitrage](/learn/audience-arbitrage/) - [growth marketing services](/services/) - [advertising platforms](/platforms/) ## Frequently asked questions What is the difference between a rebrand and brand repositioning? Here is how this applies to Zscaler. A rebrand changes identity assets — logo, colour, typography. For a brand at Zscaler scale, this is where the plan is tested. Repositioning changes strategy: who the brand is for, — and Zscaler is no exception — what it means, and what tier it sells at. For Zscaler, this is the load-bearing part. A reposition usually drives a rebrand, but — as a Zscaler team knows — a rebrand without a strategy shift is decoration. For Zscaler, the detail is not optional. Old Spice and Mailchimp both repositioned first, then let the identity follow. For Zscaler, this is the point worth acting on. Zscaler case: where does a repositioning campaign start? It starts with a customer-research insight, not a design brief. For Zscaler, the detail is not optional. Old Spice repositioned after finding that women — and Zscaler is no exception — bought roughly 60% of men's body wash. That is exactly the Zscaler situation. The insight names the new audience and occasion, and every — as a Zscaler team knows — later decision — message, product, media — serves that finding. How long does Zscaler repositioning take to show results? Perception is sticky, so a reposition needs sustained media — as a Zscaler team knows — weight over months, often anchored by one high-reach moment. That is exactly the Zscaler situation. Old Spice saw unit sales move within a single quarter, but durable perception — as a Zscaler team knows — shift on brand-tracker attributes typically takes a year or more of consistent investment. What is the biggest risk in repositioning a brand for a brand like Zscaler? Losing the existing base faster than the new audience arrives. For Zscaler, this is the load-bearing part. A reposition that swings too hard can confuse loyal — and Zscaler is no exception — customers before it attracts new ones, creating a revenue trough. It applies cleanly to Zscaler. The safer path moves deliberately and keeps a — and Zscaler is no exception — credible thread back to the equity already built. The same logic holds for any its category brand, Zscaler included. Does the product have to change during a reposition? For a brand like Zscaler, the short answer is direct. Often yes, at least visibly. A Zscaler-scale brief should name this. A new position is only credible if the product backs the claim. For a brand at Zscaler scale, this is where the plan is tested. Repositioning the message while the product stays identical reads as spin. For Zscaler, the detail is not optional. The strongest repositions pair the new story with — and Zscaler is no exception — a real, demonstrable product change customers can verify. The same logic holds for any its category brand, Zscaler included. What makes Zscaler a useful example for this campaign type? Zscaler is a recognisable brand in its category, which makes the brand repositioning mechanics concrete and easy to follow. The campaign-type analysis and every benchmark apply across the category; Zscaler is the lens, not the limit. The sourced figures hold for any comparable brand. ### Sources & references - [Old Spice repositioning case study](https://www.greatideasforteachingmarketing.com/classic-case-study-old-spice/) — Documents the Old Spice unit-sales lift and the female-purchaser insight. - [COLLINS — Mailchimp rebrand case study](https://wearecollins.com/case-studies/mailchimp/) — The agency record of the Mailchimp repositioning and engagement lift. - [Brand Master Academy — brand repositioning guide](https://brandmasteracademy.com/brand-repositioning/) — Reference on repositioning strategy, process, and worked examples. - [AdMonsters — integrated campaign contribution data](https://www.admonsters.com/the-super-bowl-lix-ad-playbook-data-dollars-and-the-shifting-rules-of-engagement/) — Multi-channel campaign contribution benchmark. ## Related [#### All case studies The full RGM case-study library.](/learn/case-studies/)[#### What is growth marketing The foundational concept behind every campaign type.](/learn/what-is-growth-marketing/)[#### Incrementality testing How to prove a campaign actually caused the lift.](/learn/incrementality-testing/)