Full Breakdown: How We Helped A B2B Cyber Security SaaS Company Go From $2M/Yr To $7M/Yr In 9 Months

Full Breakdown: How We Helped A B2B Cyber Security SaaS Company Go From $2M/Yr To $7M/Yr In 9 Months
This case study details how we helped a Cyber Security SaaS Company grow annual revenue from:
$2M → $7M in just 9 months.
 This is for leaders of B2B SaaS companies that want to grow commercial revenue and predictably secure high-value, long-term contracts without waiting for referrals or relying on market demand.
Executive Summary:
Partnership Overview:
We partnered with a B2B Cyber Security SaaS company specialising in the financial sector, in the US to address common security vulnerabilities. The challenge was establishing credibility and trust within the highly competitive and risk-averse financial sector. Despite the clients proven track record, the cybersecurity SaaS product initially faced hesitation from prospects accustomed to traditional security solutions. Financial institutions, known for their rigorous standards, required concrete proof of our product's reliability and effectiveness.
The Challenge:
The company had previously struggled with ineffective outbound measures from agencies and consultants, leading to a stale pipeline and very little revenue growth. Traditional methods, including hiring a marketing agency or a sales consultant, had not delivered the desired results.
Our Approach:
Our firm, specializing in sales growth for SaaS companies, applied our proven outbound strategy. We streamlined the sales process, targeting quality leads, and optimizing the sales cycle.
Results:
In 9 Months, we more than tripled the company's revenue to $7 million. Our approach led to consistent high-value contracts, improved close rates, and a more efficient sales cycle. We also established a solid sales function to sustain future growth while landing Fortune 500 clients.
“The Lead Acquisition team are true partners. They understand growth for B2B companies”
- VP of Sales
Client Context & Challenges
Background:
Our client, a B2B Cyber Security SaaS company, serviced a diverse range of sectors including Healthcare, Finance, Manufacturing & More. They operated with a simple criteria: they took on any client who could afford their minimum yearly commitment of $45,000. The team was largely technical, consisting of 75-100 members.
Sales Function Collapse:
Previously, the company had a nearly complete sales operation, led by a Head of Sales and supported by Sales Development Representatives (SDRs). The CEO discovered a nearly empty sales pipeline, a situation exacerbated by the sales team's inactivity in anticipation of the deal's closure. As a result, the entire sales team was fired. The subsequent attempt to hastily rebuild the sales pipeline through external cold-calling, hiring consultants and outreach services which got minimal results.
Revenue Impact:
Post-dismissal of the sales team, the company's revenue generation, previously reliant on its sales function, plummeted to $2 million per year. They were still able to get some projects through referrals and their reputation. Accustomed to an active sales function, this sudden shift to a passive, wait-and-see approach created internal operational challenges and frustration.
Goals & Immediate Needs:
The founder's long-term goal was to prepare the company for sale, understanding that potential buyers would value a predictable client acquisition process. 
Despite having an exceptional technical team and a strong client referral base, the lack of a consistent sales pipeline presented a major obstacle to this goal. In the short term, the immediate objective was to secure substantial projects and establish a consistent flow in the sales pipeline.
High-Level Strategy
Understanding the Challenge
We started by digging into the client's past and present projects, focusing on factors like project scope, timelines, client satisfaction, and project value. This helped us identify where they had the most experience and which projects were most profitable. Interviews with the client's CTO, VP of Operations, and CEO gave us insights into their processes and the hurdles they were facing. A key discovery was their wide net in the market, targeting Healthcare, Finance, Manufacturing, and Telecom. This jack-of-all-trades approach was spreading them thin and putting them head-to-head with over 30,000 competitors.
Strategy for High-Growth Selling in a Vacuum
We worked with the CEO and VP of Operations to shift from a "we can do anything for anyone" mentality to becoming a niche-player, without limiting future growth opportunities. The goal being to stand out in the ocean of software development companies.
Go-To-Market Strategy
Post-identification of the niche, we crafted a new Go-To-Market (GTM) strategy. This strategy was centered around the newly identified niche, ensuring that our messaging, service offerings, and business development efforts were all aligned to effectively target this sector. Answering the question: "How do we ensure we are perceived as the best option within that niche?"
Outbound Engine Development
With the GTM strategy in place, we built an outbound engine to predictably book sales meetings within the sector.
Sales Process Documentation and Development
After closing two deals through the outbound engine, we documented the entire sales process from lead generation to deal closure. This playbook provided structure for future growth.
Sales Lead
Lastly, we found & placed a new Head of Sales, someone who knew this niche inside and out as well had the experience to drive the sales function effectively.
Implementation: Selling in a Vacuum - Niche
Choosing the Right Niche: Why FinTech?
We took the humility pill and understood that trying to be the best option for all 4 industries was an elusive goal. The narrower our focus the easier it's going to be to dominate. So, we decided to focus on one area where our client already had a strong track record: financial sectors, and more specifically, FinTech. Our client had previously worked with big names in Financial Markets, giving us confidence in this direction.
To ensure the viability of the Fintech niche, we conducted a mini-campaign, sending approximately 2000 targeted emails over two weeks aimed at the Financial Industry. Fintech stood out with a distinct need for our client's services, likely influenced by their need for cyber compliance.
We targeted a specific group within Fintech: large-small businesses and small-medium businesses. These companies are big enough to afford our client's services but small enough to make decisions quickly, avoiding long sales cycles. They were also a good fit for our new minimum yearly commitment of $25K.
Expansion Strategy
Focusing on Fintech was smart, but we didn't want to limit ourselves. Our plan is to gradually step into adjacent areas within the financial sectors. This way, we could use our growing expertise and reputation in Fintech as a stepping stone to win new projects and explore new markets.
Results
Specialising in FinTech for specific business sizes drastically reduced our competition, and made it easier to stand out. Resulting in making it easier to grow the sales pipeline, close new projects without price comparison because we were perceived as the best option for Large-small and Small-Medium FinTech Companies.
Implementation: Go-To-Market Strategy
Now we were 1 of a maybe a handful other competitors that specialized within FinTech. But specializing isn't enough, we needed to be perceived as the best option for large-Small & small-Medium FinTech Companies that wanted anything cyber software or technology. How do you do that?
Transformational Case Studies
These are case studies that tie positive movements in the client's KPIs and the client's experience into a persuasive argument. The ideal format for these case studies is in-depth, in-person client interviews lasting 7-10 minutes. And ideally they showcase 1 of 2 things:
Skill in tackling complex FinTech issues.
Collaborations with widely recognized FinTech organizations.
They had both, it was light out. Two of their FinTech clients, including a Fortune 1000 FinTech organization, agreed to participate.
Deployment
Outbound Campaigns - Lead Generation: 
We split each video into short,snappy, under-a-minute edits that became our spearheads in cold emails. Outbound(email) doesn't work without case studies. It might have in the past, but we've seen a 5-7X increase in positive reply rate compared to no case studies. Do with that information what you will :)
Sales Cycle Acceleration
One of the biggest contributors to sales cycle length is trust or more specifically perceived likelihood of achievement. That's why buyers ask for references, case studies, and past work. They're inadvertnly questioning if you can deliver on the promises. So, the whole 10-minute full-length case studies were effective between meetings. What we did with these case studies was to compress the trust-building phase of the sales cycle. Prospects no longer needed multiple interactions to gauge our client's credibility. The case studies expedited this process, allowing for quicker progression to the decision-making stage. In essence, these videos acted as a 24/7 references, silently working in the background, addressing concerns, and building confidence. By the time the next meeting rolled around, much of the groundwork in establishing trust had already been done, leading to a more streamlined and efficient sales process.
Implementation: Outbound Engine Development
We picked outbound as the main method to grow sales pipeline because you can precisely target specific pain points on an individual level. For example, a CTO is triggered differently than an HR manager.
Campaign #1: Mid-Sized Fintech North America & Europe
We targeted organisations with 200 to 5,000 employees across North America and Europe. The focus was narrowed to CTOs, CIOs, and their direct reports – because they influence technology decisions and investments.
We then started an email campaign, sending out 300-450 emails daily. These emails layered those short case studies from above with the specific pain points of each role.
Call Incentivizer: Since we had less than 12,000 people to target we needed to increase conversion rates, we introduced a 'Call Incentivizer' strategy. By offering mini-gifts, we were able to entice these CTOs and CIOs into initial sales discussions.
We were booking of 3-4 sales meetings per week within a month of the campaign's initiation.
Campaign #2: Fortune 500 Fintech Companies
This campaign ran simultaneously with CM #1, we decided we needed more logos at the F500 level.
We tailored cold emails to the personal drivers of decision-makers—VPs, CTOs, and CIOs, since their personal career achievements often precede wider organizational goals in their priorities at this level. People are inherently selfish.
To pique their interest, we offered a tech gift to incentivize an initial meeting. Considering each project's value was expected to be at least $75,000, it made sense.
Implementation: Sales Process and Sales Lead Recruitment
Sales Process
The journey to develop this sales process wasn't straightforward. We lost around 20 opportunities trying to make this framework nearly from scratch. Most existing B2B sales processes are tailored for SaaS companies focused on solving one predetermined problem, which simplifies their approach. Since we were using cold email, potential clients didn't have any prior knowledge or trust, plus we were selling relatively high-value custom cyber software solutions.
The journey to develop this sales process wasn't straightforward. We lost around 20 opportunities trying to make this framework nearly from scratch.
Most existing B2B sales processes are tailored for SaaS companies focused on solving one predetermined problem, which simplifies their approach. Since we were using cold email, potential clients didn't have any prior knowledge or trust, plus we were selling relatively high-value custom cyber software solutions.
Here is what it looks like:
Interested Reply: The process begins with receiving a positive response to our cold email. Typically, these replies suggest a meeting time, like "I'm free at 3pm Tuesday next week." Then we send a calendar invite to set up a meeting.
Marketing Collateral: Since our leads come from cold email, they have never heard of us and therefore don't trust us. Before and between meetings, we sent over transformational case studies, relevant whitepapers, and decks, all crafted during the Go-To-Market phase. This maximized our perceived competence.
Discovery & Problem Identification: This meeting is led by a Solutions Architect with discovery experience. He tries to find out the highest priority technology challenges of potential clients, assess their budget, understand the urgency of their needs, and clarify their decision-making process, while telling them if we could help solve the challenge.
Solution Alignment: In what we refer to as the 'Solution Alignment' step, the Solutions Architect collaborates with technical resources like Project Managers to develop a solution concept that addresses the client’s needs while piquing interest and curiosity.
Strategy Sessions: This involves 1-2 meetings totaling 2-4 hours. We have the CTO and Solutions Architect collaborate with seniors on the client side, usually IT Heads, VPs, and rarely C-Suite (depending on company size). Clients love this stage because it's highly collaborative, and you essentially co-create a solution plan that solves the challenge(s), which implicitly gets their buy-in.
Custom Solution Presentation: In this phase, the salesperson and the CTO present the proposed solution to the client’s key decision-makers and influencers to demonstrate the value and effectiveness, as well as increase the perceived likelihood of achievement (since the majority of software projects fail to achieve the desired outcome). If all goes well, we start to talk about proceeding (by when, how likely, and dependencies).
Business Case Development: The salesperson and a business analyst collaborate with a key client representative, to develop a business case. This outlines the benefits, potential impact on KPIs, and alignment with the client's problem, which helps the client get internal approval.
Commercial Proposal & Negotiations: This involves drafting and negotiating the commercial proposal to reach a mutual agreement on project scope, timeline, pricing, etc.
Deal Won/Lost: Signing or not.
This is the sales process we used to sell custom cyber security software deals as high as $210K in a relatively short sales cycle.
Sales Lead Recruitment
When it came to recruiting the right Sales Lead for our client, we knew we couldn't just post a job and hope for the best. The top players aren't usually scrolling through job boards; they're out there crushing it in their current roles. So, we decided to do outbound headhunting.
We took the playbook from our outbound engine(step 2), tweaked the messaging, and aimed it at finding our star Head of Sales.
Criteria for the Ideal Candidate
Experience: A minimum of 10 years in sales, with at least 5 years in a senior sales leadership role.
Industry Expertise: A proven track record in the FinTech or financial sectors.
Skill in Scaling Operations: Experience in scaling outbound sales operations.
Result: 
Within two months of starting this process, we had a list of 363 candidates who fit our criteria. After combing through the list and having a bunch of conversations, we found the one – a Head of Sales who not only checked all our boxes but was also ready to take on the challenge.
Results & Impact
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