Fidelis – Sales Pipeline Support

Fidelis is a Cybersecurity company headquartered in the US that provides the industry’s only integrated, automated network and endpoint detection and response platform.

The Challenge

The vendor needed a partner that understood the challenges of working with a high-end technology ‘start-up’ in a highly competitive sector.
The client was looking for a company with a proven track record in both following up on inbound inquiries as well as identifying and contacting new personas within specific target accounts.
They had a requirement to work with a flexibility partner with the ability to scale up to new geographies and swap regions/languages on demand.
The need for a proactive team who could work closely with both the Fidelis marketing and sales team.

The Goals

Build awareness and educate new accounts about Fidelis, its products and services.
Understand the customer’s requirements and giving them compelling reasons to engage with Fidelis across both Network + Endpoint solutions.
Support for the regional sales teams to develop their pipeline by targeting and profiling specific accounts.
Work alongside the Fidelis’ sales and marketing teams to nurture long-term opportunities on an account basis.

The Solution

Operatix provided a flexible team that evolved with the changing requirements from Fidelis to follow-up inbound inquiries in core regions across EMEA and the Middle East.
Account mapping and profiling enabled Operatix to qualify contacts generated that were then passed to sales for immediate follow up.
Regular reporting and result analysis to drive maximum new meetings to provide sales pipeline growth.

The Result

months overachieved

regions

consecutive programs

Fidelis is running its 5^th consecutive program with Operatix, across 3 different regions (UK, DACH, Middle East)
Operatix overachieved their set target in 16 months out of 18
The team at Operatix were instrumental in building a firm foundation for sales and marketing success in EMEA

The Operatix team is doing an excellent job in supporting our Sales and Marketing team in achieving their targets. The lead generation process is vital for Fidelis to accelerate our sales cycles and win more business and this is the reason why we choose a company like Operatix that we can rely on.

Maggie Fonseca

EMEA Marketing Director - Fidelis