Enterprise Cybersecurity Vendor is a cybersecurity software and services provider based in San Francisco, focusing on enterprise threat detection. The client's target customers are CISOs and IT security directors at mid-market and enterprise companies in sectors like finance, healthcare, and retail across North America.
Challenges
Oversaturated market: CISOs receive daily pitches from security vendors, making it hard for the client’s outreach to break through the noise.
Long trust cycle: Enterprises are cautious in selecting security partners; without a big brand, they struggled to get prospects to agree to an initial call.
Technical vs. business focus: Some prospects cared about technical specs, others about business risk; prior outreach wasn’t addressing both effectively.
Deliverability issues: Heavy cybersecurity content triggered spam filters; past emails often went unopened or to junk, hampering reach.
"Our space is crowded with noise, but PrompX broke through it. They didn’t just set a high volume of meetings; they set the right ones. We met CISOs who actually had a need and were prepared for the conversation. The boost in our pipeline and the speed of moving deals forward has been remarkable."
- VP of Sales, Enterprise Cybersecurity Vendor Inc
Our Approach
1. Refined ICP & list building
PrompX tightened the ideal customer profile to companies showing security pain signals (e.g. recent breaches, new CISO hires, compliance mandates). We built a fresh contact list of CISOs, Security VPs, and IT Risk Managers via professional networks and conference attendee lists.
2. Value-first messaging
We crafted outreach that led with insight and value rather than product. Each initial email shared a brief security benchmark or threat statistic tailored to the prospect’s industry, showcasing the client’s expertise before any pitch.
3. Two-track personalization
Ran two parallel email tracks: one technical thread (from the client’s CTO, emphasizing tech-stack integration and security specs) and one business thread (from sales, highlighting risk reduction, compliance, and ROI). This dual-track messaging ensured each prospect received content suited to their priorities.
4. Multichannel orchestration
Coordinated outreach across email, LinkedIn, and phone. If an email was unanswered, an SDR engaged via LinkedIn (commenting on a prospect’s post or sending a connection request). We also timed our call for early morning/late afternoon when IT leaders are more available.
5. Deliverability fixes
Warmed up the email domains and kept content concise with minimal links. We varied send times and used plain-text initial emails to avoid spam triggers, significantly improving inbox placement.
Key Metrics
→ 70 meetings secured with high-level security executives (CISOs, Heads of IT Security) in 4 months, re-energizing the client’s sales pipeline.
→ Generated approximately $1.2 million in pipeline opportunities from these meetings, including several Fortune 1000 firms initiating proof-of-concept discussions.
→ Achieved a 30% positive engagement rate across email and LinkedIn, tripling the client’s previous 10% outreach benchmark.
→ Email open rates climbed to 45% after our deliverability improvements (up from 20%), ensuring our messages consistently reached inboxes.
→ The client's average sales cycle for these engaged prospects shortened by 20% as better pre-sales education and targeting meant leads moved to technical evaluation faster.
Key Takeaways
1. A focused, insight-led approach can stand out even in a saturated market, delivering value before pitching earned the attention of jaded cybersecurity executives.
2. Dual-track messaging ensured both technical and business stakeholders saw compelling reasons to engage, leading to higher meeting acceptance and faster-moving opportunities.
3. Technical fixes like domain warm-up and content tweaks significantly improved deliverability, proving that even strong messaging fails if it never reaches the inbox.
Ready to Get Started?
Struggling to break through to busy executives in a crowded tech sector? PrompX’s strategic outreach will help your message rise above the noise and land meetings that propel your sales forward.
PrompX Team
Cybersecurity Success Story