IT Security Telemarketing That Creates Genuine Sales Opportunities

Selling IT security solutions requires more than simply making large volumes of outbound calls.

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Cyber security is a complex and constantly evolving market, with businesses having different security requirements, technology estates, budgets, contract arrangements and renewal cycles.

 

24 I.S. Sales Intelligence provides B2B telemarketing and lead generation for IT security and cyber security businesses, helping vendors, resellers and technology providers identify prospects, engage decision makers and create qualified sales opportunities.

 

Our experience of the IT sector means we understand how technology propositions are sold and, importantly, how to have meaningful conversations with the people responsible for evaluating and purchasing IT security solutions.

 

Talk to us about your IT security sales requirements →

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10+ Years of Cyber Security & IT Reseller Market Experience

Deep Market Knowledge Built Over More Than a Decade

Our experience in IT security and cyber security is built on more than 10 years of working within the market for a leading UK IT reseller.

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During this time, we have developed an in-depth understanding of the cyber security threats facing businesses, the solutions used to address those threats and the commercial environment in which cyber security products and services are sold.

 

This experience means our team can have much more informed conversations with prospects. We understand that cyber security isn't simply about selling a particular software product or piece of hardware — it is about understanding the threat landscape, the customer's existing security environment, their requirements and the solutions they already have in place.

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IT Security Sales Starts With the Right Conversations

A successful cyber security campaign isn't simply about asking a prospect whether they are interested in your services.

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The objective is to understand the prospect's current situation and identify whether there is a genuine commercial opportunity.

 

Our campaigns can be designed to identify:

• Who is responsible for IT security?

• Who makes or influences the purchasing decision?

• What security solutions are currently being used?

• Who supplies those solutions?

• When are existing contracts or licences due for renewal?

• Are there any planned changes to the IT environment?

• Are there identified security concerns or projects?

• Is there a requirement for additional security services?

• Is there a budget or project timeframe?

• Would the prospect be prepared to speak with your sales team?

 

This intelligence can make the difference between a cold prospect and a genuinely actionable sales opportunity.

Experienced in the IT Reseller Environment

Our IT experience goes beyond simply selling an outsourced telemarketing service into the technology sector.

 

We have worked within the IT reseller environment, giving us an understanding of the relationships between:

 

Technology Vendors → Distributors → IT Resellers → End Customers

 

We've worked across propositions and licencing models including:

• Cloud security

• Network security

• Application security

• Endpoint security

• Training and consultancy

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This means we understand the commercial environment in which many IT security propositions are sold.

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We understand that a vendor may have a different objective from a distributor, and that a reseller may be looking for something entirely different from an end-user organisation.

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Cyber Security Lead Generation

We can provide targeted outbound campaigns designed specifically around your cyber security proposition.

 

Depending on your requirements, this might involve targeting:

• IT Directors

• CIOs

• CTOs

• Heads of IT

• IT Managers

• Infrastructure Managers

• Security Managers

• CISOs

• Business owners

• Procurement decision makers

 

We can work with your existing target-account lists or help identify and build appropriate prospect data.

 

The result is a more focused approach to finding organisations that may have a genuine requirement for your cyber security proposition.

 

New Business Development

Our IT security campaigns can be designed to identify new business opportunities rather than simply generate conversations.

 

For example, we can investigate whether a prospect:

• Has an existing security provider

• Is satisfied with their current arrangement

• Has recently changed provider

• Is considering alternative solutions

• Has an upcoming renewal

• Has a new security requirement

• Is undertaking an IT transformation project

• Has experienced changes within its organisation

• Is open to reviewing alternative suppliers

Where an opportunity exists, we can qualify it against agreed criteria before passing it to your sales team.

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Licence & Contract Renewal Opportunities

One of the particularly valuable areas of our IT experience is renewal-date identification.

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Technology products and services frequently operate around annual or multi-year contracts and licences.

 

Knowing that an organisation uses a particular security solution is useful.

 

Knowing that their contract is due for renewal in three, six or twelve months can be considerably more valuable.

 

Our sales intelligence approach can therefore be used to establish:

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What do they currently use?

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Who supplies it?

 

When is it due for renewal?

 

Who is responsible for the decision?

 

Are they likely to review alternatives?

This information can then be fed directly into your CRM and sales pipeline.

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Working With IT Vendors, Distributors & Resellers

Our experience means we understand that IT security sales campaigns can operate at different levels of the technology supply chain.

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Vendors

We can support vendors looking to increase demand for their technology through targeted end-user or reseller campaigns.

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Distributors

We can help identify opportunities and support channel development programmes.

 

IT Resellers

We can provide new-business prospecting, appointment setting, lead generation and renewal intelligence.

 

Managed Service Providers

We can help identify organisations that may be considering changes to their IT security or wider technology environment.

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From Data to Qualified Opportunity

Our approach can combine several elements of the sales process.

 

1. Build the Target List

Identify the organisations and decision makers that fit your ideal customer profile.

 

2. Research

Understand the prospect and establish the information required to have a meaningful conversation.

 

3. Engage

Use professional B2B telephone conversations to establish the prospect's current situation.

 

4. Qualify

Determine whether there is a genuine requirement and whether the prospect meets your agreed criteria.

 

5. Gather Sales Intelligence

Capture information such as incumbent supplier, technology in use, decision maker and renewal date.

 

6. Generate the Opportunity

Where appropriate, arrange a meeting or introduce the opportunity to your sales team.

 

7. Feed Information Back

Ensure the intelligence gathered is recorded and available to support future sales activity.

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Why Telephone Still Works for IT Security

Digital marketing can create awareness, but there are circumstances where a telephone conversation can uncover information that isn't readily available online.

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A well-trained caller can ask:

"Can I just check who is responsible for your cyber security arrangements?"

 

followed by:

"Are you currently using an external provider for that?"

 

and, where appropriate:

"When does your current arrangement come up for renewal?"

 

That can turn an anonymous target account into a prospect with a decision maker, incumbent solution, renewal date and potential requirement.

 

That's the essence of our Sales Intelligence approach.

IT Security Appointment Setting

Where a genuine opportunity is identified, our team can arrange an appointment directly with your sales team.

Appointments can be arranged via:

• Microsoft Teams

• Zoom

• Google Meet

• Telephone

• Face-to-face meetings

We agree the qualification criteria with you in advance, so that your salespeople aren't simply handed a list of names.

 

The objective is to provide properly qualified sales opportunities.

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A Flexible Extension of Your Sales Team

You don't necessarily need to recruit a large internal telemarketing department to develop your cyber security pipeline.

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24 I.S. can provide an extension of your existing sales operation, working alongside your salespeople and following your agreed proposition, target market and qualification criteria.

 

We can provide:

 

Campaign-based activity

 

For a specific product launch, market or proposition.

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Ongoing sales development

Regular activity to continuously generate new opportunities.

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Renewal intelligence

Identifying contract and licence renewal dates.

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Account-based prospecting

Systematically working through a defined list of target organisations.

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Appointment setting

Creating qualified meetings for your sales team.

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Our IT & Technology Experience

Our wider IT experience covers many of the areas that sit alongside cyber security, including network connectivity, storage solutions, IT services and software licensing.

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This gives our team a useful understanding of the terminology, commercial models and sales processes involved in technology sales.

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It also means we can have conversations that go beyond:

 

"Would you like to buy our cyber security solution?"

 

Instead, we can investigate how the prospect currently operates, what they use, who they use and when they may be reviewing it.

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That is where telemarketing becomes Sales Intelligence.

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Why Choose 24 I.S. for IT Security Lead Generation?

IT Sector Experience

We understand the IT reseller and technology sales environment.

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Cyber Security Knowledge

We can work with complex technology propositions and engage appropriate decision makers.

 

New Business & Renewals

We can support both new-business development and contract/licence renewal activity.

 

Targeted Campaigns

We work to defined target accounts, sectors, job roles and qualification criteria.

 

Sales Intelligence

We capture information that can help your sales team determine where and when to invest their time.

 

Flexible Resource

Use us for a defined campaign or as an ongoing extension of your sales operation.

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Let's Create Your IT Security Sales Campaign

Whether you're a cyber security vendor, IT reseller, managed service provider or technology business, 24 I.S. Sales Intelligence can help you identify the organisations, decision makers and opportunities that matter to your sales team.

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If you have a target market you'd like to penetrate, a new cyber security proposition to launch, or a requirement to identify upcoming licence and contract renewals, let's discuss how we could support you.

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Talk to 24 I.S. About IT Security Lead Generation

Create more conversations. Identify more opportunities. Build a stronger pipeline. Call us today on 01782 409788 and talk to our friendly team here - they will understand your world very well indeed!

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