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 helped

The Network Sunday Salespro team researched companies with over 1,000 employees in five key industries that were requested by Netography. 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 email campaigns and sent LinkedIn invitations to connect. 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 addition, dedicated team members researched top prospects to create personalised bespoke messages.

Results

Salespro sourced over 2,000 target companies, and 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. Salespro worked closely to create interest in 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 of sales opportunities.

Salespro collaborated with all client stakeholders to find new methods to obtain the highest possible ROI from the database of companies and contacts whilst running at campaigns to generate in-person meetings at conferences.