Cybersecurity & IT Management
Targeted Lead Generation Strategy for Resellers and System Integrators in Italy
Targeted Lead Generation Strategy for Resellers and System Integrators in Italy
Supporting the commercial growth of a vendor operating in the field of cybersecurity and IT management through a targeted Lead Generation campaign aimed at resellers and system integrators. Geocom One implemented a strategy based on Contact Management and Geomarketing, with the goal of securing qualified appointments with key decision-makers in the IT sector.
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Target
• Server resellers
• IT support and networking companies
• Contacts reached: Business Owners and Technology Decision-Makers
• Geographic area: Italy
• Total companies analyzed: 663
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Activities
• Database segmentation: selection of companies compatible with the proposed IT solutions
• Outbound Contact Management: calls, personalized emails, follow-ups
• Georeferencing of prospects by region
• Creation of two separate campaigns for different solutions:
o Cybersecurity (Kaspersky)
o IT Monitoring & Infrastructure (SolarWinds)
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Results
General
• 663 companies mapped and contacted
• Identification of key decision-makers
• Qualified lead rate: 4% overall
Kaspersky Focus
• 30% of companies located between Lombardy and Lazio
• Leads generated: 4% of total contacts
• Notes collected on security needs, current providers, and openness to change
SolarWinds Focus
• 50% of prospects also located in Lombardy and Lazio
• Qualified leads aligned with the benchmark (4%)
• Interest related to monitoring tools, asset management, and remote support
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Value
• Active and updated database for commercial activities
• Trackable leads with notes useful for the sales team
• Optimized geographic segmentation for future campaigns
• Concrete insights into the IT priorities of the target (security, infrastructure monitoring, support)