Boosting market presence for a leading cybersecurity provider

Gathering new logos and building up a reputation within a saturated cybersecurity marketplace

In order to build upon their success and further establish themselves as a leader in the information security space, WhiteHat aimed to add quality, net new logos to their Rolodex.

With an established internal team focused on their own accounts, they needed a partner to come in and support sales development efforts in specific areas and markets. This team had to be flexible and scalable, all while delivering high-quality leads. Additionally, they requested:

The partner aligns its processes and data management to WhiteHat’s CRM and maintains a level of transparency while executing its outbound call cadence.

The partner helps refine and develop pipeline within WhiteHat’s Ideal Customer Profile (ICP) – book meetings for demo-ready prospects while simultaneously providing actionable intelligence for their marketing team.

What we did

• WhiteHat selected dD’s Strategic Outbound service to plan and execute the above objectives, and ultimately generate pipeline revenue and net new logos.

• dD Certified Sales Development Rep (SDR) to execute prospecting efforts and self-source contacts within WhiteHat’s ICP (along with a full suppression of their internal database).

• A comprehensive management layer to plan, analyze, and compile reports on the program’s progress and consult on future campaigns.

• Proprietary dD Sales Development Process that identifies key target accounts (matched to an ICP) and effectively adds contacts, generates pipeline, and passes qualified sales-ready opportunities to the WhiteHat team.

• WhiteHat kicked off a pilot program consisting of ICP development, messaging optimization, account mapping & contact addition, and lead generation/qualification. After the success of their initial roll-out, WhiteHat made the decision to add an extra headcount to support their efforts and has been able to scale the program up or down depending on need.

How we made an impact

WhiteHat remained a demandDrive customer for over four years since their initial extension and notes their trust in demandDrive’s ability as a “plug and play” sales development partner.

Depending on need, the team was able to shift their total number of reps as well as their focus – whether it be territory, market segment, or vertical.