How Saporo generated qualified B2B cybersecurity appointments thanks to more than 10 outbound campaigns

Saporo, a publisher of cybersecurity solutions, wanted to validate its product-market fit across several targets and outsource its B2B sales prospecting to obtain as many qualified appointments as possible.

Over the course of more than 10 campaigns, devlo identified and pre-qualified 4,500 companies in France, the United States, the Middle East, and the DACH and Benelux regions, then contacted the most relevant decision-makers (CISOs, cybersecurity managers, IT infrastructure managers) to schedule meetings with Saporo.

79% opening26% response4.1% interest1st campaign: 81% open, 54% response, 16% interest

Saporo

Cybersecurity

Case study

Campaign details

Key results

Observed KPIs

79% open rate

19% click-through rate

26% response rate

4.1% interest rate

First campaign: 81% open rate, 54% response rate and 16% of organisations interested in a meeting

41 %

of responses

4 %

of interest

4'500

companies identified and pre-qualified (more than 10 campaigns)

Our solutions

1) Targeting accounts and selecting the most senior decision-maker

Our prospecting agency has identified companies that match the characteristics of Saporo's Ideal Customer Profile (ICP).

For each company, our lead generation team screens the most qualified decision-makers to select the one with the highest level of seniority.

2) Account-based strategy for the following campaigns

For subsequent campaigns, an Account-Based Strategy was introduced.

This approach consists of identifying and prospecting the second best decision-maker in companies where the first prospect contacted has not responded.

3) Weekly and monthly reporting

Our client received weekly and monthly reports on the progress of each campaign. This has enabled them to understand which geographical areas, which business sectors and which functions are more attractive than others.

Customer context

Saporo helps organisations better protect their Active Directory by reducing excessive user access.

Over the course of more than 10 campaigns, devlo has identified and pre-qualified 4,500 companies in France, the USA, the Middle East, and the DACH and Benelux regions in order to contact the most relevant cybersecurity decision-makers and schedule meetings with Saporo.

Challenge / objective

Saporo was faced with three simultaneous objectives: to validate the compatibility of its product with the market with several Ideal Customer Profiles (ICP), to obtain a maximum number of qualified appointments with a minimum of time and resources, and to improve its processes thanks to the lessons learned from the prospecting campaigns.

First of all, it was essential for our client to validate the product-market fit of its product with several Ideal Customer Profiles (ICP) active in the field of information security, IT infrastructure, cyber security, etc. In other words, several targets were conceivable and it was a question of determining the most interesting one. In other words, there were several possible targets, and the question was which one would be the most interesting.
Secondly, as our client had limited time and resources, he was looking for as many qualified appointments as possible. He was looking for a trusted partner to outsource all his B2B sales prospecting.
Thirdly, our client needed to improve its processes and learn more from the sales people assigned to its prospecting campaigns.

Targeted PCI

Security and IT managers (CISO), cybersecurity managers, IT infrastructure managers

Devlo's approach

devlo took charge of lead generation, sales prospecting, needs assessment and appointment setting to help Saporo generate qualified appointments in the field of cybersecurity.

The campaign was conducted in French, English and German, with weekly and monthly monitoring of campaign progress.

Campaign results

After more than 10 campaigns, during which thousands of decision-makers in the world's largest companies have been contacted, the following success indicators have been observed:

The KPIs highlighted in the banner also received 41% of responses and 4% of interest.

79% open rate
19% click-through rate
26% response rate
4.1% interest rate

Why this campaign worked

The following points can be drawn directly from the information provided on the page:

The targeting covered several functions related to information and infrastructure security in order to identify the most relevant KPIs.
For each company, the selection of the most senior decision-maker reinforced the relevance of the initial contact.
The account-based strategy enabled a second decision-maker to be activated when the first contact failed to respond.
Weekly and monthly reports have helped Saporo to identify the most attractive geographical areas, sectors and functions.

Customer testimonial

"I'm convinced that devlo is a dream partner for start-ups looking to validate the market suitability of their product and obtain as many qualified appointments as possible with very little time and resources. In particular, the professionalism shown by founder Charles throughout the entire process, from generating leads to structuring the campaign and obtaining appointments. It was a very pleasant and efficient collaboration. To give you an idea of our first campaign with devlo: 81% open rate, 54% response rate and 16% of organisations interested in a meeting with Saporo. That's very effective, especially in a sector as complex as cybersecurity."

Olivier Eyries · Co-founder and CEO, Saporo

Key findings

Contact

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Results

79% open rate
19% click-through rate
26% response rate
4.1% interest rate
First campaign: 81% open rate, 54% response rate and 16% of organisations interested in a meeting

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