Complete Results
Key Highlights
- Successfully delivered a consistent 4–5 qualified meetings per week cadence for a cybersecurity solutions provider over a 6-month ABM program.
- Maintained strict prospect qualification at every stage of the booking process, ensuring the Client's sales team received only meetings with genuine authority, an active security need, and an identifiable decision timeline — protecting pipeline quality and show rate throughout the program.
- Replaced the Client's ad hoc, referral-dependent pipeline with a structured, repeatable, multi-stakeholder appointment setting process — enabling week-on-week meeting volume.
About the Client
Headquarters
Sydney, Australia
Industry
Cybersecurity
Location
Australia
Target Audience
Decision Makers
Chief Information Security Officers (CISOs), IT Directors and IT Managers, Chief Technology Officers (CTOs), Chief Information Officers (CIOs), Head of Cybersecurity / Security Operations Managers, Risk and Compliance Officers
Industries
Financial Services and Banking, Healthcare and Life Sciences, Manufacturing and Industrial Government and Public Sector, Energy and Utilities
Locations
Australia, New Zealand
The Client
The Client is an Australia-based cybersecurity solutions provider specialising in managed security services, including endpoint protection, network security monitoring, and threat detection and response. Serving mid-market and enterprise organisations across the ANZ region, the Client helps businesses identify, contain, and remediate cyber threats before they impact operations or compliance standing.
The Challenge
Despite a strong solution portfolio and rising demand for managed security services across Australia and New Zealand, the Client was failing to convert market opportunities into a consistent flow of qualified sales meetings. Their in-house team lacked the structure, bandwidth, and multi-channel capability to run targeted outbound prospecting at scale — leaving the pipeline dependent on referrals and inbound inquiries that produced fewer than two qualified meetings a week, well short of what the sales team needed to hit its growth targets.