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Client Story
Strategic Account Intelligence: Converting Influence to Revenue in Complex Security Accounts
Impact
0%
Faster progression from stage 2 to stage 4 in strategic accounts.
0%
Improvement in win-rates through influencer-first engagement
0%
Reduction in prospecting time through insight-driven segmentation and prioritization
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Client
A Global Cybersecurity Solutions Provider
Products
Enterprise-grade Security Platforms
Industries
Cybersecurity Endpoint, Network, Identity & Threat Intelligence)
target geo
North America, EMEA, APAC
business objective
Facing stalled conversions in mid-to-late pipeline stages, the client – a global cybersecurity provider – aimed to increase win rates within 600+ enterprise accounts. Their focus was on surfacing the real decision networks across InfoSec, DevSecOps, and compliance units, aligning their GTM with live stakeholder dynamics and emerging organizational structures
Our solution
We delivered an intelligence-led approach tailored for cybersecurity’s multi-layered stakeholder environment:
- Stakeholder Discovery & SOI Mapping: Mapped 600+ enterprise orgs to uncover influence paths across Identity, AppSec, DevSecOps, Risk, and Compliance. Built actionable Sphere of Influence (SOI) charts showing real decision-making flows.
- Sales Intelligence Reports (IRs): Delivered 360° views of accounts – capturing decision hierarchies, emerging themes (XDR, SASE, SBOM), and identifying hidden buyers shaping PoC and RFP cycles.
- ICP Realignment & Targeting: Recalibrated Ideal Customer Profiles using change signals across 30+ security segments (e.g., new mandates, M&A, budget shifts), enabling precision outreach to high-propensity accounts.
- Persona-Centric Outreach Assets: Created role-specific messaging frameworks and insight-led summaries to support BD and SDR efforts across diverse buyer groups (AppSec, Risk, GRC, Engineering).
Outcome
- Lift in Pipeline Acceleration: 38% faster progression from stage 2 to stage 4 in strategic accounts.
- Boosted Deal Velocity: 29% improvement in win-rates through influencer-first engagement
- Increased Strategic Conversions: Expanded wallet share in 112 enterprise accounts; 42% attributed to SOI-led targeting
- Higher BD Efficiency: Reduced prospecting time by 35% through insight-driven segmentation and prioritization
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