Opening doors at the accounts that matter most
Account-based outreach aligned with sales, focused on the enterprises most likely to buy managed security.
- Client profile
- Managed detection and response provider selling to BFSI and healthcare
- Region
- India and the Middle East
- Timeline
- 5-month pilot
Where they started
Security buyers are sceptical by training. They ignore generic outreach, they check credentials, and they involve several stakeholders, from the CISO to compliance and IT operations, before they take a meeting.
The provider’s ideal accounts were a short list of regulated enterprises, yet its marketing was built to attract anyone searching for “managed security”.
What we did
- 01
Define 100 accounts together
Built the named-account list with sales using firmographics, regulatory pressure and trigger events such as audits, incidents and new compliance deadlines.
- 02
Create credible, specific content
Produced a research-style brief on regulatory expectations for the sector, plus short, technical plays for the CISO, the compliance head and IT operations.
- 03
Orchestrate across channels
Combined personalised LinkedIn outreach, targeted ads to the account list and tailored email, so each stakeholder met a consistent message several times.
- 04
Review accounts weekly with sales
Tracked engagement per account, handed warm accounts to sales with context, and retired plays that did not earn replies.
What success looks like
- A single, shared target-account list that sales and marketing both work
- Messaging written for each stakeholder in the buying group
- Account-level reporting that shows engagement, not just leads
- A repeatable ABM playbook ready to extend to the next 100 accounts
Numbers you can check
- An account counts as engaged after two or more meaningful touches from different contacts
- Meetings and opportunities attributed only when the CRM shows the account was on the list
- Reply and meeting rates reported per play, so weak ones can be dropped quickly
More case studies
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