{"id":128632,"date":"2026-09-29T08:50:02","date_gmt":"2026-09-29T12:50:02","guid":{"rendered":"https://mercurylabsmarketing.com/__callbox_upstream/cms/?page_id=128632"},"modified":"2026-09-29T09:48:33","modified_gmt":"2026-09-29T13:48:33","slug":"cybersecurity-multichannel-lead-generation-grow-pipeline","status":"publish","type":"page","link":"https://mercurylabsmarketing.com/__callbox_upstream/cms/case-studies/cybersecurity-multichannel-lead-generation-grow-pipeline/","title":{"rendered":"$3.6M+ Qualified Pipeline Added in 120 Days for a Cybersecurity Solutions Provider"},"content":{"rendered":"\n<h2 id=\"h-the-client\" class=\"wp-block-heading\">The Client</h2>\n\n\n\n<p class=\"wp-block-paragraph\">The Client is a US-based cybersecurity and digital identity solutions provider serving enterprise and mid-market organisations across North America. It operates under a larger parent company with an established global customer base.</p>\n\n\n\n<h2 id=\"h-the-challenge\" class=\"wp-block-heading\">The Challenge</h2>\n\n\n\n<p class=\"wp-block-paragraph\">The Client entered a four-month growth push with three distinct lead pools but no unified outreach system to work them efficiently. Event attendees from a major sponsored conference, dormant cold leads, and a target list inherited from its parent company each required a different engagement approach.</p>\n\n\n\n<p class=\"wp-block-paragraph\">Converting warm event contacts before intent faded was time-critical, while re-engaging cold prospects demanded persistent, personalised nurturing. Without dedicated outreach capacity, the Client risked leaving significant pipeline potential untapped across all three segments.</p>\n\n\n\n<h2 id=\"h-the-callbox-solution\" class=\"wp-block-heading\">The Mercury Labs Solution</h2>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">To help the Client accelerate its sales pipeline across three lead segments, Mercury Labs deployed a tailored Multichannel Lead Generation program.</span></p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><span style=\"font-weight: 400;\">Account-Based Multi-Channel Lead Management, leveraging Voice, Email, Chat, Web, and Social Media.</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\">Sales Enablement and support, including Product Training, Account Setup, and Back-office Sales Support.</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\">Access to Tools &amp; Subscriptions for Smart Engage and HubSpot CRM.</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\">Strategic Account Management, incorporating Strategy Building, Reporting, and Product Knowledge.</span></li>\n</ul>\n\n\n\n<h3 id=\"h-the-goals\" class=\"wp-block-heading\"><strong>The Goals</strong></h3>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">Mercury Labs aimed to:</span></p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><span style=\"font-weight: 400;\"> Expand the Client&#8217;s brand presence among enterprise security and IT decision-makers across North America.</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\"> Uncover active pain points and buying intent across event attendees, cold leads, and parent-company targets.</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\"> Deliver qualified opportunities and sales-ready pipeline within a defined 120-day window.</span></li>\n</ol>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">The program unfolded in three main stages:</span></p>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Account Research and Selection</strong></p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><span style=\"font-weight: 400;\"> Mercury Labs applied AI-powered ICP targeting to align all three lead pools with the Client&#8217;s firmographic and technographic criteria.</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\"> A consolidated, Client-approved account list was finalised before outreach commenced.</span></li>\n</ol>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Account and Prospect Profiling</strong></p>\n\n\n\n<ol class=\"wp-block-list\">\n<li><span style=\"font-weight: 400;\"> Buyer personas were built using firmographic, technographic, and role-based data relevant to cybersecurity purchasing decisions.</span></li>\n\n\n\n<li><span style=\"font-weight: 400;\"> Priority contacts included CISOs, VPs of Security, IT Directors, and Compliance leads.</span></li>\n</ol>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>Multi-touch, Multi-channel Outreach</strong></p>\n\n\n\n<p class=\"wp-block-paragraph\"><span style=\"font-weight: 400;\">Each segment received a customised nurture path executed across phone, email, LinkedIn, and web, with event attendees prioritised for rapid follow-up and cold leads placed on longer re-engagement sequences. Smart Engage CRM coordinated all touchpoints, ensuring no contact fell through the gaps.</span></p>\n\n\n\n<h2 id=\"h-results\" class=\"wp-block-heading\">Results</h2>\n\n\n\n<p class=\"wp-block-paragraph\">Within 120 days, Mercury Labs delivered 112 SQLs, 478 MQLs, and $3.6M+ in qualified pipeline for the Client across North America. An additional 2,370 LinkedIn connections expanded the Client&#8217;s footprint among enterprise security and IT decision-makers.</p>\n","protected":false},"excerpt":{"rendered":"<p>A Los Angeles-based cybersecurity solutions provider needed to convert event attendees, cold leads, and a parent-company target list into a measurable sales pipeline across North America. Mercury Labs delivered 112 SQLs, 478 MQLs, and $3.6M+ in qualified pipeline within 120 days through account-based multichannel outreach.</p>\n","protected":false},"author":21,"featured_media":128636,"parent":3796,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"template-single-case-study.php","meta":{"_acf_changed":false,"footnotes":""},"categories":[],"tags":[1220],"class_list":["post-128632","page","type-page","status-publish","has-post-thumbnail","hentry","tag-case-study-3"],"acf":{"cb_acf_hero":{"h1_title":"","headline":"","description":"","image":false,"video":"","video_header":false,"cta_link":"","cta_link_hs":"","cta":"BOOK A MEETING"},"has_contact_form":false,"dark_themed_form":false,"has_review_section":false,"top_level_page":false,"leadgen_apac":false,"leadgen_au":false,"cb_asset":"https://mercurylabsmarketing.com/external/casestudies/CS_$3.6M-Qualified-Pipeline-for-Cybersecurity-Client-in-120-Days.pdf","cb_web_property":"MAIN","cb_acf_relational":{"case_study":"","cs_industry_image":false},"cb_acf_testimonial":"","cb_regional_pages":false,"cb_acf_ctas":{"contact_form":"","banner_image":false,"goto_form_button":"BOOK A MEETING"},"cb_acf_post_alt":{"alt_post_title":"","alt_post_image":false,"alt_post_excerpt":"","alt_post_image_url":false},"form_redirect_url":"","cb_banner_announcement":false,"hubspot_form_guid":"6c1dda45-65a3-49f4-9de6-7bc157f6abbb","cs_gated_content":"<h2>The Client</h2>\n<p>The Client is a US-based cybersecurity and digital identity solutions provider serving enterprise and mid-market organisations across North America. It operates under a larger parent company with an established global customer base.</p>\n<h2>The Challenge</h2>\n<p>The Client entered a four-month growth push with three distinct lead pools but no unified outreach system to work them efficiently. Event attendees from a major sponsored conference, dormant cold leads, and a target list inherited from its parent company each required a different engagement approach.</p>\n","cs_campaign_type":"","cs_campaign_types":[{"value":"0","label":"Lead Generation"},{"value":"1","label":"Appointment Setting"}],"cs_campaign_duration":"4","cs_client_industry":"Cybersecurity / Identity Verification","cs_client_location":"Los Angeles, USA","cs_client_hq":"Los Angeles, USA","cs_client":{"name":"","website":"","lob":""},"cs_target_location":"North America (NAM)","cs_target_industry":"Financial Services, Telecommunications, eCommerce, Healthcare, SaaS / Technology","cs_target_dm":"CISO, VP of Security, VP of IT, Director of Risk & Compliance, CTO","cs_results":[{"label":"SQLs","value":"112"},{"label":"MQLs","value":"478"},{"label":"LinkedIn Connections","value":"2,370"}],"cs_highlights":[{"highlight":"Successfully executed a 4-month program for a cybersecurity and digital identity solutions provider."},{"highlight":"Increased brand awareness and engagement across Voice, Email, LinkedIn, and Web channels simultaneously."},{"highlight":"Enabled the Client to build valuable connections with key decision-makers \u2014 including CISOs, IT Directors, and Compliance leads \u2014 enhancing sales outreach across three distinct prospect segments."}],"cs_challenge":{"cs_challenge_category":["Pipeline Growth","Improved Targeting","Augment Marketing"],"cs_challenge_category_long":"The Client entered a four-month growth push with three distinct lead pools but no unified outreach system to work them efficiently. 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