Network Observability
Case Study
cPacket is a leading network observability platform that empowers organizations worldwide to safeguard their operations against both planned and unplanned downtime.
Their cutting-edge technology equips network, application, and security teams with the tools to proactively identify and address issues before they can impact business operations negatively.
Notably, cPacket extends this crucial support to critical infrastructure clients, including esteemed organizations such as Morgan Stanley, London Stock Exchange, and Uber.
$40+m Pipeline Revenue Generated
$5m+ Revenue Generated
At a Glance:
200-500 MQL's per Webinar
Over 570 High Quality Qualified Meetings from SDR Service
The Challenge
cPacket had a sizeable and growing sales team and needed large volumes of high quality meetings, very quickly, in order to support them effectively.
Two options were considered; they could invest in developing an in-house SDR team, or look to an external specialist for this as a service. Given the time pressure, getting an SDR team off the ground and scaling it appeared to present more risk in comparison to working with Xcellerate Labs, from both a cost and time perspective.
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Whilst the business had some assumptions on who their target customers were, these had not yet been tested and validated, so it was also necessary to clearly define and understand their Ideal Customer Profiles.
"We are so glad we chose to work with Xcellerate Labs - the results have been fantastic! We regularly get over 500 Attendees for our digital events which provide a great source of leads"
"Xcellerate Labs helped us to really hone in on and define our ICP so we could be very targeted in reaching out to prospects effectively"
The Solution
Xcellerate Labs worked with cPacket to map out their Total Addressable Market and identified a potential audience of over 150,000 individuals globally.
A precision targeted network was quickly established, of over 30,000+ prospects, that fit the Ideal Customer Profile which formed a strategic foundation for outreach efforts.
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Omni-channel campaigns were launched into this network leveraging various communication channels, supported by two highly trained Sales Development Representatives (SDRs) to engage with and convert the leads generated from the campaigns, into high quality, qualified meetings.
Results:
- Between 200 and 500 MQL's generated monthly via webinars
- 568 Qualified Meetings delivered by SDR as a Service
- Over $40m generated in pipeline revenue