Cybersecurity & IT Management: targeted lead generation strategy for resellers and system integrators in Italy
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)
Do you want to launch a lead generation campaign to promote IT, security, or infrastructure solutions?
With Geocom One, you find the right partners and turn potential into concrete appointments
Lead Generation for SAP ERP solutions: tangible results in complex industrial sectors
Lead Generation for SAP ERP Solutions
Concrete results in complex industrial sectors
Concrete results in complex industrial sectors
A technology consulting firm active in the resale and integration of SAP ERP solutions chose Geocom One to activate a multichannel B2B lead generation campaign, aiming to connect with company decision-makers interested in evaluating advanced ERP solutions. The target included medium-large companies in packaging, HVAC, chemical, textile, steel, energy, and large industrial groups sectors.
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Project Goals
• Promote the competitive advantages of SAP ERP solutions
• Reach key figures in high-complexity sectors
• Generate qualified appointments with prospects potentially in replacement or upgrade phase of their management system
• Stimulate interest also towards digital events (webinars, innovation day)
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Strategy Implemented
1. Geomarketing and database analysis
→ Georeferencing and segmentation of target companies, including information on management systems in use
2. Personalized email marketing
→ Tailor-made messages for sector and role, with CTA for appointments or informative webinars
3. Proactive contact management
→ Follow-up phone calls to qualify interest, manage recalls and schedule meetings with the sales team
4. Pipeline management: active, to recall, future interest
→ Advanced subdivision of outcomes to enhance subsequent actions
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Results Achieved
• Qualified leads in key industrial sectors
• Appointments scheduled with high-value prospects
• Enriched database with information on current management systems
• Interest generated for future events and medium-term follow-up
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Value Generated for the Client
• Structured and tailor-made approach for different sectors
• Qualified pipeline useful both short and medium term
• Concrete support to the sales force for opening new SAP opportunities