Endpoint Security Vendor – Channel Activation Case Study

An established endpoint security vendor, with European headquarters and global coverage.

The Challenge

  • The vendor needed a partner to help aggressively increase pipeline figures in the UK market.
  • As a 100% channel business, they had a requirement to accelerate partner activation
  • The client needed an agency that could pro-actively reach out to potential customers and set up initial sales engagements with high level IT decision-makers within various verticals.
  • The vendor had a very well-known brand in its headquarters region however needed to increase brand awareness across the UK.

The Goals

  • Deliver a pre-determined number of high 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 which has quite a disruptive message.
  • The main objective was to penetrate SME’s / mid-size companies with a focus on end-users (200 – 5000 employees)

The Solution

  • The Operatix account mapping and profiling methodology was used to identify the correct set of prospects with decision making power in the sales process.
  • Operatix applied their account-based selling approach delivering an agreed monthly number of qualified sales engagements across the UK and Ireland.
  • The qualified sales engagements were passed on to the client’s field sales team that by identifying a business opportunity involved their trusted channel partners to progress the deals through the funnel.
  • The Operatix team worked directly from the client’s CRM system providing clear and on-going visibility on activity levels and results to the client’s sales and marketing team.

The Result



of leads progressed into next steps



pipeline generated

  • 84% of the sales accepted engagements generated by Operatix progressed into next steps in the sales process.
  •  The meeting sat rate and quality of meeting delivered exceeded the client’s expectations.
  •  A 6-figure pipeline was generated by the client’s sales team from the initial sales engagements set up by Operatix.

“Operatix managed to get us highly qualified sales engagements with decision-makers within well-known brands, delivering a 6-figure pipeline in a short period of time.”

Head of Marketing
UK & Ireland

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