US IT Services & Cybersecurity Provider is a Seattle-based IT services firm specializing in cloud migration and cybersecurity solutions. Their target buyers are CIOs, IT directors, and security managers at mid-size enterprises in North America. They engaged PrompX to connect with more high-level IT decision-makers and stand out in a crowded field of IT consultancies, ultimately to boost qualified sales meetings and pipeline.
Challenges
Commodity perception: The client's offerings (cloud & IT support) risked being seen as commodities; outreach often failed to differentiate their expertise from countless competitors.
Reaching busy CIOs: Top IT executives are inundated with vendor emails and often delegate initial talks to lower staff, making it hard to engage true decision-makers directly.
Long sales cycles: Enterprise IT projects involve lengthy assessment and budgeting. The client needed a steady influx of prospects to avoid lulls, but struggled to do so consistently.
Scaling outreach: The internal sales team had limited bandwidth and data to systematically prospect beyond a small known network.
"The quality of conversations we're having now is night and day. PrompX didn't just set meetings, they helped us reach the right people with the right message. We've closed more business in the last quarter than all last year."
- CEO, US IT Services and Cybersecurity Provider
Our Approach
1. Ideal client profiling
PrompX and the client defined an ideal client profile (industry, tech stack, size). Using this, PrompX's research team built a list of 250 companies likely to undergo cloud upgrades or security compliance projects, handpicking IT and security leadership contacts at each.
2. Thought leadership angle
Emails and LinkedIn messages positioned the client's executives as thought leaders. Outreach included a personal invite from the client's CTO to download a brief cloud migration checklist or security tip-sheet - providing immediate value and differentiating the client from generic sales pitches.
3. Success story snippets
Cadences included mini-case studies in follow-ups - e.g., "Helped a retailer cut cloud costs 30%." These 2-3 sentence success snippets gave credibility and sparked curiosity without requiring a full case study read.
4. C-level targeting with tact
Outreach to CIOs was concise and insight-driven ("We found 3 legacy apps in your stack that typically benefit from XYZ cloud approach"). PrompX simultaneously engaged their directors/VPs with more detailed messaging, increasing the odds that someone internally responded and championed a meeting upward.
5. Aggressive but respectful follow-up
Each prospect received up to 5 touches over 8 weeks. PrompX's SDRs never sent generic "just checking" emails - each follow-up offered a new tidbit (e.g., a relevant industry news on cybersecurity) to keep engagement high without annoying prospects.
Key Metrics
→ 62 meetings with qualified IT and security decision-makers were booked in 6 months, vastly improving the client's reach (previous six months yielded <10 outbound meetings).
→ The campaign achieved a 48% engagement rate - nearly half of targeted contacts opened, clicked, or replied, showing the thought leadership content struck a chord.
→ 7 new contracts were signed ($600K total new revenue) directly from PrompX -facilitated meetings, including two multi-year managed service deals.
→ Many prospects that didn't immediately convert entered the client's pipeline. The estimated ROI of the campaign was 10× based on pipeline value vs. outreach cost, even before all deals closed.
→ The client's brand recognition got a boost: prospects often referenced the useful checklist or case snippet in meetings, proving outreach content made a memorable impression and set the client apart from competitors.
Key Takeaways
1. Differentiate with value
Sharing expert insights and mini success stories grabbed the attention of jaded IT execs and set the client apart from other vendors.
2. Engage multiple levels
Targeting both C-level and mid-level stakeholders ensured the message found a champion, dramatically improving chances of a top-level meeting.
3. Sustained pipeline building
A steady, persistent outreach effort filled the funnel with opportunities, so the client wasn't reliant on a few long-shot deals, resulting in a healthier, more predictable pipeline.
Ready to Get Started?
Ready to elevate your IT services sales pipeline? PrompX will help you reach the CIOs and IT leaders who need your solutions.
PrompX Team
IT Services & Consulting Success Story