RiskIQ – Increase Qualified Sales Engagements

RiskIQ is a cyber security company that helps organizations proactively defend against external threats that target their websites, mobile applications, brands, customers and employees. Leading financial institutions, insurance providers and consumer as well as B2B brands use RiskIQ to protect themselves and their users from code level threats, malware, phishing, rogue mobile applications, social media attacks or fraud. Risk IQ is headquartered in San Francisco and backed by growth equity firms Summit Partners and Battery Ventures.

The Challenge

  • RiskIQ was relatively new to the EMEA market, establishing its first European office in London.
  • RiskIQ’s core offering provides value across various departments and lines of business, so initial discussions need to be at a senior level.
  • Requirement for C-level introductions and pipeline development within a specific profile of accounts.
  • Delivering consistent results across geographies and languages within a limited budget.

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

The Solution

  • Build a scalable team to meet and exceed meeting and pipeline goals of Risk IQ
    • Started pilot program in the DACH (German) region.
    • Added on UK after 3 months and doubled resources in DACH
    • Added on France at the end of the initial 6 month program
  • Deliver an agreed monthly number of qualified sales engagements with Chief Information Security Officers and other senior personas.
  • Build a strong communication process with the Sales and Marketing team at RiskIQ to track meeting outcomes and resultant pipeline.

The Result

  • RiskIQ closed their first deal through Operatix within a month from the initial sales engagement being set.
  • Ongoing relationship further to the initial 6 month pilot.
  • Operatix scaled quickly and moved into multiple regions without affecting the current program.
  • Weekly communication process providing two-way feedback.

Our requirement was not the traditional one of BANT lead generation. Operatix were able to accommodate our request and build a team and process to deliver what we need in this stage of our growth.

EMEA Marketing Director

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