A customer is an IT security software company with headquarters in the USA. They have developed a security software platform that allows organizations to protect unstructured data. But the business like this needs not only the best in class product and services, but also sales and marketing efforts to get a steady flow of new customers.

And the question is - how to get high-quality leads from large enterprises for an information security vendor? What best practices should be used? How to start negotiations with chief security officers (CSO) and chief information officers (CIO)?

Here is the case study of our project where you can find some answers.

The goal assigned to our agency was the appointment of business (remote and face-to-face) meetings with representatives of the largest companies.

Our services included lead generation and appointment making with prospective customers, direct mail and gaining attendees to events, Account Based Marketing and data lists gaining.

The lead generation team consisted of the project manager, 2 lead generation agents and one direct mail specialist.

It is important to highlight that some suspents have had a long pre-nurturing cycle before they have turned into leads. It has taken us up to 6 months to arrange some of the meetings because of the specifics of IT budgeting and large enterprises strategical planning.