The in-house SDR team had not delivered enough qualified opportunities and was shut down.
CLIENT RESULT / Cybersecurity SaaS
Outbound had failed four times. A narrower strategy turned it into enterprise pipeline.
After an internal SDR team and three agencies failed to create consistent traction, SalesSourcers rebuilt the campaign around senior cybersecurity buyers, tighter segmentation and meeting quality.
INDUSTRYCybersecurity SaaS
HEADQUARTERSNew York, United States
COMPANY SIZE11-50 employees
WEBSITEcypago.com ->
sales meetings61
pipeline opportunities$630K+
priority buyerCISO
time to meetings bookedDay one
Results reflect the campaign records and client materials supplied to SalesSourcers.
THE COMMERCIAL SITUATION
Outbound had been written off, but the earlier campaigns lacked precision.
Cypago needed access to CISOs, Heads of Cybersecurity and other senior security leaders. Broad activity and generic outreach could not earn attention in a technically demanding market.
Three outsourced agencies had also failed, leaving outbound activity close to non-existent.
The company needed conversations with senior security leaders. More loosely qualified meetings would not help.
THE CAMPAIGN DESIGN
Earn credibility with security buyers and pick the right accounts before any outreach.
Before outreach
How the market was prioritised.
- 01
Signals used
Security leadership changes, compliance hiring, public GRC initiatives, audit pressure and companies with complex cloud or vendor-risk environments.
- 02
Account logic
Filter for senior cybersecurity ownership and organisations where compliance automation could create measurable operational savings.
- 03
Outreach angle
Open with the risk or workload signal, then qualify whether the buyer owned the compliance or security operations pain.
During the campaign
How the campaign was run.
- 04
Narrow the ICP
Prioritise CISOs, Heads of Cybersecurity and relevant GRC leaders inside suitable accounts.
- 05
Build technical fluency
Train the SDR on the product, security context, common objections and buyer priorities.
- 06
Prioritise quality
Use fit, role and timing to decide where calling and personalised follow-up should concentrate.
- 07
Coach from calls
Use conversation feedback to sharpen the message and improve how the offer was positioned.
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CLIENT QUOTEOur outbound sales was pretty much non-existent until SalesSourcers arrived. We were happily surprised with the level of success this partnership delivered. The ROI has been phenomenal.
THE COMMERCIAL IMPACT
A previously unsuccessful channel became a consistent route to senior security buyers.
The campaign generated 61 sales meetings, more than $630K in pipeline and $120K in closed revenue. It also removed the immediate need to rebuild another internal SDR team.
Immediate traction demonstrated that the market would respond to a more focused approach.
Meeting quality improved by concentrating on the decision-makers most relevant to the platform.
The company established a repeatable path into a market that had resisted previous outbound attempts.
WHY IT WORKED
What turned activity into qualified pipeline.
Diagnose the failure
The earlier campaigns failed because the market and the execution were wrong, and both could be rebuilt.
Earn technical trust
Senior security buyers require relevance and fluency before they will accept a commercial conversation.
Focus on fewer accounts
A smaller, better-prioritised market produced more useful meetings and stronger pipeline.
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