Cyber Wins
Cyber Wins
How a Security Firm Closed Deals in Kuwait
Background
A leading cybersecurity company in Kuwait specializes in data management solutions, providing Backup, Disaster Recovery, and Infrastructure as a Service (IaaS). As a trusted partner of Cohesity and Nutanix, they deliver top-tier infrastructure solutions to IT leaders across SMEs and enterprises in Kuwait.
Challenges
Despite offering cutting-edge solutions, the company faced a significant hurdle in its sales process:
- Limited Sales Resources – With only one Account Executive managing the entire sales cycle, from prospecting to closing, bandwidth constraints slowed growth.
- Scaling Outreach – Reaching IT leaders in both SMEs and large enterprises required a more structured and proactive sales approach.
Solution
Solution
To accelerate sales efforts, the company partnered with Pipeline Gurus to implement a dedicated outbound sales strategy:
- Onboarded Two SDRs – A specialized team was deployed to handle prospecting, outreach, and initial qualification of leads.
- Optimized Sales Efficiency – With the SDRs managing outreach, the Account Executive could focus on closing deals and driving revenue.
- Targeted Infrastructure & IT Leaders – Leveraging Cohesity and Nutanix’s value propositions, we engaged decision-makers across Kuwait’s IT landscape, from SMEs to enterprises.
Results
100+
meetings booked
30
proposals sent
2
contracts signed
Conclusion
By integrating a high-performance outbound strategy, the cybersecurity company unlocked new opportunities in Kuwait’s IT sector. With a specialized SDR team and a streamlined sales process, they maximized their market reach and established a stronger foothold in the infrastructure and cybersecurity space.
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