8 Qualified Meetings Per Month With Mid-Market IT Directors
A managed detection and response provider targeting 500-2,000 employee companies generated consistent pipeline in 47 days
Reply Rate
Meetings Booked Monthly
Positive Reply Rate
Time to First Meeting
The challenge
This MDR firm had strong technical capabilities but struggled to reach IT directors at mid-market companies. Their previous cold email vendor delivered 1.2% reply rates and inconsistent meeting quality -- most calls were with junior analysts who lacked budget authority. They needed a system that could break through to senior decision-makers at companies with 500-2,000 employees in financial services, healthcare, and manufacturing. Their sales cycle required educated buyers who understood the difference between EDR and MDR, making targeting precision critical.
Who we targeted
- IT Directors
- Chief Information Security Officers
- VP of Information Technology
- Directors of IT Security
“We had two qualified demos booked within the first three weeks of launch.”
Our approach
We built messaging around two specific pain points: alert fatigue from legacy SIEM systems and the cost of hiring 24/7 SOC analysts. Our initial list targeted IT directors and CISOs at companies with 500-2,000 employees in regulated industries. We used personalized email highlighting recent security incidents in their sector, followed by LinkedIn connection requests with industry-specific context. Every positive reply triggered a phone call within 60 minutes to qualify budget, timeline, and current detection capabilities before booking a technical demo.
The results
The campaign generated 9.3% reply rates -- 3x higher than their previous vendor. We booked 8 qualified meetings in the first 60 days, with an average deal size of $84,000 annually. The speed-to-lead calling proved essential: 6 of the 8 meetings came from prospects who replied outside business hours and were reached by phone the next morning. Three deals progressed to proof-of-concept stage within 90 days. The client extended from the Starter to Growth plan in month two to expand into additional verticals.
Timeline
47 days from launch to 8 qualified meetings
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