The Company

 

Mountain View-based HyTrust provides solutions that automate security controls for software-defined computing, networking, and storage workloads to achieve the highest levels of visibility, granular policy control, and data protection.

 

The Challenges

 

  • The vendor needed a partner to help aggressively increase pipeline figures in the EMEA Market, specifically in the UK, Nordics, BeNeLux and DACH Region.
  • The main objective was to penetrate enterprise companies with a focus on Infrastructure and help customers move towards the cloud.
  • HyTrust is very well known in the finance sector and needed an agency that could help increase their presence in other industries.
  • The client needed a partner that could pro-actively reach out to potential customers and set up engagements with high-level decision-makers within various verticals.

 

The Goals

 

  • Deliver a pre-determined number of highly 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 and position Hy Trust as a partner to help clients move towards the cloud.
  • Bring feedback and clarity to the client’s team on the prospects’ impressions regarding the solution.

 

The Solution

 

  • Operatix applied their account-based selling approach to penetrate key-accounts, delivering an agreed monthly number of qualified sales engagements across EMEA.
  • The Operatix account mapping and profiling methodology was used to identify the correct set of prospects with decision making power or influence in the sales process.
  • Operatix’ team designed specific messages to influence the different levels of decision makers in the process, tailoring the communication according to each job function.
  • Operatix worked in synergy with the client’s sales and marketing team providing clear and on-going visibility on activity levels and results as well as feeding back the prospect’s perception about the solution.

 

The Results

 

  • Several meetings progressed into next steps in the sales process.
  • The team were able to quickly apply the Operatix methodology to the Client’s value proposition resulting in a message that gained resonance at both the ‘C’ level and more operational level
  • The meeting sat rate and quality of meeting delivered exceeded the client’s expectations.
  • The client was impressed on how quickly Operatix’ team managed to build a highly compelling pitch around a complicated message and to develop the ability to handle objections and still get meetings scheduled.
  • The team at Operatix were instrumental in helping penetrate different industries supporting Hy Trust to diversify its client portfolio
I chose Operatix to help drive HyTrust’s demand gen due to a combination of factors:  persistence of approach, professional methodology and overall familiarity with our space were all key.  Availability of qualified, detailed leads to call down was important as well, so that we did not have to source any lists.

Patrick Conte - Senior Vice President & General Manager, International Business – Hy Trust

 

Senior Vice President & General Manager, International Business