Endpoint Security Vendor – Channel Activation Case Study

An established endpoint security vendor, with European headquarters and global coverage.

The Challenge

The vendor needed a partner to help aggressively increase pipeline figures in the UK market.
As a 100% channel business, they had a requirement to accelerate partner activation
The client needed an agency that could pro-actively reach out to potential customers and set up initial sales engagements with high level IT decision-makers within various verticals.
The vendor had a very well-known brand in its headquarters region however needed to increase brand awareness across the UK.

The Goals

Deliver a pre-determined number of high qualified sales engagements in key-verticals from a cold start.
Help the sales and marketing team to increase pipeline figures and prove ROI from outreach activities.
Educate prospects about the solution which has quite a disruptive message.
The main objective was to penetrate SME’s / mid-size companies with a focus on end-users (200 – 5000 employees)

The Solution

The Operatix account mapping and profiling methodology was used to identify the correct set of prospects with decision making power in the sales process.
Operatix applied their account-based selling approach delivering an agreed monthly number of qualified sales engagements across the UK and Ireland.
The qualified sales engagements were passed on to the client’s field sales team that by identifying a business opportunity involved their trusted channel partners to progress the deals through the funnel.
The Operatix team worked directly from the client’s CRM system providing clear and on-going visibility on activity levels and results to the client’s sales and marketing team.

The Result

of leads progressed into next steps

figure

pipeline generated

84% of the sales accepted engagements generated by Operatix progressed into next steps in the sales process.
The meeting sat rate and quality of meeting delivered exceeded the client’s expectations.
A 6-figure pipeline was generated by the client’s sales team from the initial sales engagements set up by Operatix.

“Operatix managed to get us highly qualified sales engagements with decision-makers within well-known brands, delivering a 6-figure pipeline in a short period of time.”

Head of Marketing

UK & Ireland