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Success Story
Strategic Account Intelligence: Enhancing Cybersecurity Engagement in Enterprise Accounts
Impact
0%
increase in client retention rates by identifying and engaging with key decision-makers and influencers
0%
increase in revenue from key accounts and a 44% enhancement in conversion rates through uncovering new opportunities
0%
increase in strategic meetings and a 27% uplift in partnership opportunities
300
+ key accounts covered successfully under intelligence services demonstrating the scalability and effectiveness of the solution
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Client
A Global Leader in Application Security solutions
Products
Application Security Solutions
Industries
Cybersecurity
target geo
Global, with a focus on major enterprise accounts
business objective
A leading cybersecurity company aimed to enhance its Account Based Marketing (ABM) strategy to better engage with over 400 enterprise accounts across various industries. The goal was to identify and understand key decision-makers and influencers within these organizations, tailoring cybersecurity solutions to meet specific needs and drive significant revenue growth.
CONTEXT
A leading application security firm faced significant challenges in engaging key accounts, attributed to the complex organizational structures and varied needs prevalent across different industry segments. Their imperative was to pinpoint the appropriate stakeholders and comprehend the competitive landscape to refine their outreach and engagement strategies. The firm’s objective centered on enhancing their Account Based Marketing (ABM) program by acquiring deeper insights into the organizational dynamics and specific security requirements of their target accounts.
Our solution
- Intelligence Reports (IRs): Delivered comprehensive 360-degree reports including:
- Corporate Structure Analysis: Identified key decision-makers crucial for cybersecurity and application security initiatives.
- Stakeholder Relationship Mapping: Sphere of Influence (SOI) maps showing key stakeholders and their interactions, crucial for establishing reporting and collaboration frameworks for security standards and tools adoption.
- Strategic Account Mapping: Utilized advanced marketing automation and analytics to refine Ideal Customer Profiles (ICP) and implement a lead scoring system, enabling targeted engagement with key accounts and uncovering additional potential contacts.
- Custom Content Blocks: Created tailored content that aligns with the client’s product offerings and challenges in target accounts, used in microsites for hyper-personalized engagement.
- Fortnightly Action Plans (FAPs): Provided bi-weekly insights for enhancing stakeholder engagement and identifying new opportunities, supported by AI and human intelligence.
- Scalable Engagement: Established a routine output for mapping and delivering actionable intelligence across 30 key accounts weekly, supporting the client’s global expansion and industry-specific targeting efforts.
OUR METHODOLOGY
- Stakeholder Mapping: Identified and mapped stakeholders by function and hierarchy, analyzing collaboration within DevSecOps and application security groups.
- Target Universe Expansion: Conducted scans to identify key decision-makers, budget holders, and influencers for precise targeting.
- Opportunity Size Assessment: Evaluated the commercial potential of key accounts, analyzing factors like size and existing security measures.
- Opportunity-specific Sales Roadmap: Developed influence maps for key stakeholders to streamline decision-maker engagement.
- Continuous Monitoring: Implemented ongoing tracking to capture updates in organizational structures and market conditions.
- Client Feedback Integration: Regularly collected and analyzed client feedback to refine engagement strategies and align with evolving market needs.
Outcome
- Increased Client Retention: Achieved a 34% increase in client retention rates by identifying and engaging with key decision-makers and influencers.
- Revenue and Conversion Impact: Achieved a 28% increase in revenue from key accounts and a 44% enhancement in conversion rates through uncovering new opportunities and implementing precision targeting and tailored engagement strategies.
- Scalable Intelligence: Successfully expanded intelligence services to an additional 300+ key accounts, demonstrating the scalability and effectiveness of the solution.
- Strengthened Relationships: Built stronger relationships with key stakeholders, resulting in a 41% increase in strategic meetings and a 27% uplift in partnership opportunities.
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