Operatix-sales accelerationVectra Network2_EU16

The Company

 

Vectra Networks is headquartered in San Jose/USA and provides an exclusive technology based on artificial intelligence to automate real-time cyber-attack detection and response. Vectra’s solution won several awards in the Cyber Security space such as Black Hat’s Most Innovative Emerging Company for 2016 according to Dark Reading.  

 

The Challenges

 

The vendor was expanding its market coverage to the EMEA Market and needed a partner with the ability to quickly scale and deliver results across different regions in the European market;

The client was coming to market with an extremely innovative product and needed support in creating urgency at the right level in their target accounts from a cold start;

They needed a company that understands the concept of Account-based and persona-based selling with the ability to articulate the value proposition at the C-level setting up Face-to-Face sales engagements.

 

The Goals

 

Rapidly generate qualified sales engagements for the Client’s field sales team by engaging with C-level prospects in the UK market and DACH Region.

Identify high-value opportunities within a specific list of target accounts in large enterprise companies from a cold start by articulating the value proposition using a multi-touch, multi-channel approach.

Increase brand awareness and gain more exposure in the client’s target markets.

 

The Solution

 

Operatix was responsible for delivering an agreed monthly number of qualified sales engagements with IT security decision makers and budget holders across the UK and DACH region;

The Operatix research methodology was used to identify, profile and target the relevant target-personas across a pre-determined list of accounts exclusively in large enterprise companies across both regions;

The Operatix team developed a high level message to influence ‘C’ level to be articulated 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

 

Expansion to the DACH Market after an effective program delivered in the UK

100% of targets achieved in the 12 months of on-going partnership, across both regions UK and DACH

Nearly $ 1 million generated in pipeline

Several opportunities moved into POC and progressed into closed deals

 

Derek Eid – WW Territory Development Manager – Vectra Networks

“Outsourcing our lead generation to Operatix in the European market was a very wise decision as it saved us the time and risks that are involved when hiring an internal resource. Thanks to Operatix team’s professionalism and cooperation as well as the good communication between us, I’m confident in saying that it was a great decision to have Operatix working as an extension of our sales team.”

WW Territory Development Manager