The customer: A mid-range UK supplier of IT security solutions that had been using Rhetorik’s NetFinder enterprise and contact database in the UK and Ireland.
The problem: Because of a heightened demand for endpoint security solutions when Covid-19 hit Europe, our client felt the timing right to increase email campaigns in select EMEA territories where it had limited brand awareness. But it didn’t have enough identified prospects.
The solution: Already a satisfied user of the NetFinder database in the UK, our client turned to Rhetorik’s NetFinder+ database to expand its proven approach geographically. In selected new territories, Rhetorik identified high-potential vertical markets and accounts of the appropriate size.
In addition, NetFinder offered filtering on more than 1,000 unique on-premise or cloud security products ranging from firewall apps to endpoint security solutions. This filtering enabled the customer to target based on whether its solutions would likely displace or complement the existing stack. The Go-To-Market involved testing the approach in four new territories, with a roll-out to other territories depending on the response.