The Company

 

Immersive Labs is a young start-up headquartered in Bristol-UK that provides Cyber Security training through its Cloud based virtual labs.

 

 

The Challenges

 

  • As a young company, the client needed a partner to help achieve their growth objectives delivering high quality leads in their key-sectors across the UK.
  • The client didn`t have the capacity to build up an inside sales team and required an outsourced partner with the ability to quickly scale and accelerate pipeline results.
  • The company had a focus on target accounts across both mid-market and enterprise organizations in the UK, with specific focus on large MSSPs, Government & Defence and law enforcement sector.
  • They had a need for a partner that understands the concept of Account- based and persona-based selling with the ability to articulate the value proposition at both the ‘C’ level and at a more operational level.

 

The Goals

 

  • Identify high-value opportunities with target prospects from a cold start by articulating the value proposition using a multi-touch, multi-channel approach.
  • Generate brand awareness, educate prospect about the platform and gain more exposure in the client’s target markets.

 

The Solutions

 

  • The Operatix research methodology was used to identify the relevant target -personas across various departments and line of business.
  • The Operatix team was responsible for delivering an agreed monthly number of qualified sales engagements with both IT and line of business in enterprise and mid-market companies across the UK.
  • Messages to influence both ‘C’ level and technical personas were developed to articulate in their context.
  • The Operatix team worked closely with the Client’s Sales Team providing ongoing visibility and analysis of activities, interaction with prospects and pipeline generated.

 

The Results

 

  • 140% of the target achieved during the pilot program
  • 40% of meetings progressed immediately into opportunity stage
  • Pipeline generated so far exceeded the expectations by 100%
  • Deal closed from a lead generated by Operatix in the pilot program
  • The client doubled the program after the pilot period, due to the great results delivered.

Sam Gillon – Head of Sales – Immersive Labs

"I have never had a good experience with a lead generation company in my whole career, so I’m extremely impressed with what Operatix has done. That comes down to the quality of the meetings, volume of leads as well as the way that the whole process is structured, very diligent and detailed. Everything that Operatix produced has quality and was exactly what we were looking for."

Head of Sales