Network Detection and Response
Netography at a glance
Netography provides organizations with unparalleled network detection and response capabilities to defend against global threats not found by existing technologies. With the cloud’s power & flexibility, Netography helps companies gain visibility into on-premises, cloud & hybrid network environments to eliminate blind spots.
Netography customers benefit from an added security layer that does not rely on signatures to detect & remediate threats without deploying expensive hardware or software.
Their Challenge
Netography helps organizations find threats in their networks that other technologies miss, but they needed to accelerate building their sales pipeline and win new clients.
Their marketing department needed assistance adding to their target list of companies in the US and UK. They also needed a partner to find additional senior titles within companies that relate to cybersecurity.
Furthermore, Netography opted to reach out to buyers in their target markets at scale. To achieve their business development objectives required a simultaneous campaign across both the UK and US markets using a multi-channel approach of LinkedIn messenging and email outreach.
How we are helping
The Network Sunday SalesPro.io team researched to find companies with over 1,000 employees in five key industries that were identified by the client. SalesPro then targeted key senior cybersecurity titles within companies and built a database of over 6,000 contacts that are within just under 2,000 targeted companies.
Contacts in targeted companies were enrolled in an email campaign and sent LinkedIn invitations to connect in LinkedIn. SalesPro developed LinkedIn and email message templates and managed the entire outreach process to secure exploratory meetings. The first step was to create interest for prospects to want to have a meeting with the client representative. Once interest to meet was established, the SalesPro team took care of all the details needed to schedule meetings with prospects for the client representative.
SalesPro actively managed all aspects of the outreach and tracked all contacts that showed some level of interest and updated their status in the sales pipeline as Market Qualified Leads (MQLs). Then the SalesPro team continued reaching out to prospects with bespoke messages that resulted in progressing the Leads from MQL level to an exploratory meeting. This involved a 4 message Contact process to all new LinkedIn connections and three email messages to the entire contact database.
As the Netography campaign matured over the first four months, SalesPro evolved the campaign to optimise the client’s ROI. Two important tactical refinements were made: one refinement was to create a special incentive to encourage prospects to have an exploratory meeting and the other was to use high levels of personalisation to help “get in the door” of key accounts. A landing page was created to promote a Free Risk Assessment in Foleon; a platform for publishing interactive content experiences. In addition, dedicated team members researched top prospects to create personalised bespoke messages.
Results
During the first four months of the campaign, SalesPro sourced over 2,000 target companies, and SalesPro contacted an average of four senior executives at each company. The outreach to the targeted contacts resulted in scheduling an average of two exploratory meetings per week.
The SalesPro.io Account Manager worked closely to create interest from prospects about Netography's Network Detection & Response offering and ensured that prospects who demonstrated engagement received the appropriate follow-up. This level of lead management has built a solid pipeline with sales opportunities.
As Netography's business development partner, SalesPro collaborates with all client stakeholders to find new methods to get the highest possible ROI from the database of companies and contacts created through the SalesPro campaign. In addition, Netography has called upon SalesPro to run a limited-time campaign to generate in-person meetings at an upcoming conference
Target Companies Sourced
Over 2,000
Contact List with Email
6730
Market Qualified Leads
1448
Exploratory Meetings
47
Sales Qualified Leads
12
Gus Cunningham
CMO
Netography
By partnering with Network Sunday, we've supercharged our sales pipeline and accelerated our time to close opportunities. Network Sunday is a valued partner and member of our team.
Business to Human (B2H) Marketing Solutions
Office Address
Network Sunday Mocatta House, Trafalgar Place, Brighton BN1 4DU United Kingdom Tel: +44 (0)1273 256 495