$4M+ Pipeline for a Cyber Security SaaS
on a Limited Budget
How Nexsales replaced Panaseer's disbanded BDR team and event-dependent pipeline with 31 SQLs and $4.01M in qualified opportunities — outperforming the team it replaced.
US-based cybersecurity SaaS company offering continuous controls monitoring for enterprise security, risk, and compliance teams across Financial Services, Healthcare, and other regulated industries.
BDR Team Gone. Events as the Only Pipeline Source.
Panaseer's 4-member internal BDR team was let go in a cost-cutting exercise, eliminating all outbound pipeline generation capability overnight.
The company's primary source for new clients was tradeshows and events — an expensive, unpredictable, and non-scalable acquisition channel.
Operating on a limited budget, the team needed a cost-efficient external partner who could replace and outperform their previous BDR output.
Expanding the programme was constrained by budget, making quality-over-quantity the only viable approach to pipeline generation.
revenue security software company scaling outbound on a limited budget
Cost-Efficient Cyber Security Pipeline Engine
Nexsales deployed a targeted mid-and-bottom-of-funnel programme anchored in risk and compliance messaging — reaching the precise GRC and Cyber Security leadership personas who needed what Panaseer offered.
ICP & Targeting Framework
- Targeted Financial Services & Insurance, Consumer Services & Retail, Media & Telecom, Healthcare, Energy, Aviation, Management Consulting, and Cyber Insurance
- Focused on companies with 2,500+ employees across the US
- Director, VP, and C-level contacts in Governance, Compliance, Risk, GRC, Controls, Cyber Risk Management
Control Visibility Messaging Campaign
- 'Manual control reporting is obsolete. Get audit-ready, real-time evidence across all your tools'
- 'Get complete, accurate visibility into your control landscape across every tool, team, and asset'
- 'Cut through the noise with risk-based, contextual insights that tell you what's truly critical'
- Channels: LinkedIn, Email, and Phone — three-touch cadence optimized for security leadership
Middle & Bottom-of-Funnel Delivery
- Generated both HQLs and SQLs — a wider funnel approach to maximise coverage within budget constraints
- In comparison to their internal BDR team, significantly higher quality leads were delivered to the sales team
- BI and data platforms used to score and prioritize accounts by cyber security budget signals
$4M+ Pipeline. Higher Quality Than the Internal Team.
Highly Qualified Leads (HQLs)
Sales Qualified Leads (SQLs)
in qualified pipeline created
"When budget is constrained, the answer is sharper targeting and higher quality — not fewer leads."
Panaseer's programme proved that a focused, consultative outbound engine can outperform an internal team — even at a fraction of the headcount cost.