How did you select this vendor?
Blake and I met on LinkedIn, and from there, we had a few phone calls to align our skills for a solution we could offer IT manufacturers (I personally have a background in this industry vertical).
Describe the project in detail.
For targeting, we did outreach calls about a “network endpoint security event.” Since the DiscoverOrg lists had no previous nurturing, we scrubbed down the contacts those with roles in security and networking and titles including “Administrator,” “Engineer,” “Analyst,” “Manager,” and “Director.” Tier 1 included about 500 titles. During Tier 2, we included all IT titles but removed junior roles related to “support,” “help desk,” and “specialist.”
We then deployed sequenced messaging (email, phone, and video) for networking/security titles who would be influential—yet technical enough to attend—with SLED-specific themes (state, local, education agencies). As for messaging, we wrote email sequences, video scripts for the technical presenter, and call scripts. There were 4–6 touch-points during the 8-days, depending on engagement.
Outbound calls were done with Connect and Sell/DialBot, and we used Outreach.io for the email sequences. We also took over the LinkedIn profile of the technical presenter and prepared video messaging and a connection request strategy for 1:1 social engagement and speaker network growth.
What was the team composition?
I worked directly with Blake, with some sales operations support from Jackie (Inside Sales, OutboundView).