Case study
Enterprise cyber security SaaS, case study
Account based outbound that helped an enterprise cyber security vendor create $2.64M in qualified pipeline from senior security and risk stakeholders.
The client
Who we worked with
An enterprise cyber security software company selling into complex buying groups with longer procurement cycles.
The challenge
What made this difficult
Low volume was acceptable but every meeting needed to be senior, qualified, and tied to an active initiative.
Complex multi stakeholder buying groups
Long procurement cycles
Every meeting must be tied to an active initiative
The approach
How we executed
Targeting
Named account list with strict qualification criteria tied to active security initiatives.
Messaging
Talk tracks designed for CISOs, Heads of Security, and risk stakeholders.
Execution
Phone first outreach with follow ups designed to support internal championing.
Expansion
Stakeholder expansion within accounts to support multi threaded deal progression.
Results
What this campaign delivered
Contract length
6 months
Meetings per month
2
Average contract value
$220,000
Pipeline created
$2,640,000
$2.64M pipeline from account based outbound into enterprise security buyers.
Methodology
Why it worked
Account based approach ensured every conversation was strategic
Phone first outreach reached senior security decision makers
Follow up supported internal championing across buying groups
Fit check
This approach is best suited for
Enterprise software companies with $100K plus deal sizes
Vendors selling into complex, multi stakeholder buying groups
Teams where meeting quality matters more than meeting volume
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