Silverfort: Building a New Sales Pipeline in North America
Silverfort protects enterprises from data breaches, cyber attacks and insider threats by preventing credential compromise and misuse across the entire corporate network and cloud infrastructure.
As such, their primary customer base is in the US and Silverfort needed an effective way to reach decision makers. These are mainly Chief Information Officers (CIOs), Directors of Information Technology, CISOs, and Directors of Information Security from Fortune 1000 companies.
In order to engage with them, Silverfort hired Northfield as the partner to build a US sales pipeline for Silverfort’s in-house business development team.
sales opportunities generated
“I’d strongly recommend Northfield as a sales development partner who can put your product in front of the right decision makers in the US.”
The Northfield Lead Gen program
As part of its Lead Gen program, Northfield researched potential clients, found their contact details, developed marketing assets and used various channels to reach out. Each campaign was followed by a detailed report with key success metrics and additional data like email open and click-through rates.
The main goal of the program was to set up meetings with prospects for Silvefort’s internal sales team while building market intelligence in the US.
The key for this program was leveraging Northfield’s existing network and modern toolset when presenting Silverfort’s product in front of decision makers.
Results, ROI & future plans
Northfield developed a scalable lead generation process which resulted in more than 100 opportunities with decision makers at potential clients for Silverfort’s in-house sales team.
These were C-level executives from large corporations including names like IBM, Ernst & Young, T-Mobile, PwC, KPMG, 3M, American Express and the San Francisco International Airport.
As a result, Silverfort’s in-house sales team managed to close several key deals at a higher conversion rate compared to previous efforts.