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Client Story
Lead Generation: Reviving Pipeline Performance in the Cybersecurity Sector
Impact
0%
Increase in conversion from ABM plays across mapped accounts.
0%
Revenue growth from key accounts within 6 months.
0%
Boost in strategic meetings, driven by persona-aligned engagement.
300
+ key accounts covered successfully under intelligence services demonstrating the scalability and effectiveness of the solution
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Client
A Global Application Security Leader
Products
Application Security Platforms
Industries
Cybersecurity
target geo
Global (Focus on North America & EMEA Enterprise Accounts)
business objective
Faced with stagnating growth across key enterprise accounts, the client – a global cybersecurity company – needed to revamp their account engagement approach. Poor segmentation, role misalignment, and outdated decision-maker data were resulting in low conversion rates and missed pipeline targets. The goal: to unlock high-value growth by identifying true buying groups, mapping spheres of influence, and driving better alignment between outreach and account maturity.
Our solution
- Segmentation Rebuild: Redefined Ideal Customer Profiles across 400+ Tier 1 accounts based on application security maturity, vertical focus, and buyer roles (CISO, AppSec leads, DevSecOps).
- Decision Maker Mapping: Mapped functional relationships across application security, engineering, and infrastructure teams – identifying real influence networks using SOI (Sphere of Influence) models.
- Engagement Activation: Developed targeted playbooks for each segment, integrating hyper-personalized content blocks that addressed account-specific risk postures and security needs
- Weekly Stakeholder Intel Packs: Delivered bi-weekly executive-ready briefs highlighting account movements, new stakeholders, and emerging opportunities – enabling faster, smarter campaign decisions
Outcome
- +44% increase in conversion from ABM plays across mapped accounts.
- 28% revenue growth from key accounts within 6 months.
- Scalable Intelligence Deployment across 300+ additional accounts.
- 41% boost in strategic meetings, driven by persona-aligned engagement.
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