Customer Story
How a Growing MSP Turned Missed Opportunities into a Scalable BANT-Qualified Pipeline
Some partnerships start with a transaction.
This one began with a problem the client was tired of repeating.
A leading Managed Service Provider in Bangalore had a strong product, a capable sales team, and a clear vision. Yet, despite everything-their calendar stayed empty. Sales wasn’t the issue. Getting in the room with the right people was.
Their agency partner recommended bringing in Right Pace Techmedia – “the folks who don’t just generate leads, they open doors.”
Headquarters
Sacramento, CA
Company Size
10,000+ employees
Industry
Computer and Network Security
About the Company
Fortinet, the client, is a global leader in cybersecurity solutions, headquartered in Sunnyvale, California, with its major R&D and operational hub in Bangalore, India.
They are a leading enterprise software solutions provider with operations in Bangalore, India. The company serves large and mid-market organizations across India, delivering stack-integrated solutions built for scale, security, and IT efficiency. Their teams are known for strong delivery standards and a customer-success mindset, which has fueled steady adoption across regulated and fast-growing sectors alike.
For this engagement, the client partnered with Right Pace Techmedia to accelerate BANT-qualified appointment generation. The aim wasn’t volume for its own sake, but sales-ready conversations that met strict fit, authority, need, and timeline criteria-so the client’s sales team could focus on converting real opportunities, not screening leads.
The Challenge
The client didn’t just want meetings. They wanted meetings that mattered.
Their concerns were clear:
❌ Leads came in, but few were sales-ready
❌ Internal bandwidth was stretched – no time to research or nurture
❌ Unqualified meetings drained the sales team’s energy
❌ Agencies “promised volume,” but no one owned conversion-focused quality
They needed someone to filter, validate, and only pass what the sales team should spend time on.
Not 100 leads.
They wanted 25 high-intent conversations with real buyers who had Budget, Authority, Need, and Timeline.
Let’s Build The Pipeline Behind
Your
today
Join the agencies and enterprises that trust Right Pace Techmedia to keep their funnels full and their brands ahead.
The Turning Point
Right Pace Techmedia started with one belief:
“If a lead doesn’t move your pipeline forward, it shouldn’t reach your sales team.”
So we built the engine from scratch.
We didn’t begin with scripts.
We began with understanding the buyer’s world.
- Mapped the ICP for both users and decision-makers
- Built a clean, enriched & verified database – no shortcuts
- Crafted different messaging tracks for different roles
- Aligned outreach across email + calling for real conversations
- Trained agents on contextual buying behavior, not tele-sales tactics
- Implemented A-to-A (Agent-to-Analyst) validation before handover
- Reset the definition of success:
→ If it isn’t BANT, it isn’t booked.
This wasn’t appointment setting.
This was pre-sales done right.
The Results
In just 8 weeks:
✨ 25 BANT-Qualified Appointments Booked
🗓️ 18 Completed Meetings + 6 rescheduled for demos
📈 Pilot results triggered a 3× scale-up of the project
Deals don’t close in a day,
but the client closed new accounts directly from these meetings – and more are in pipeline.
The win wasn’t just the numbers.
It was the confidence the sales team gained when they saw meetings show up on their calendar with high-intent, informed prospects ready to talk solutions – not “just exploring.”
The agency partner who introduced us?
They now position RP Tech Media as their go-to execution arm for high-quality BANT programs.
The Shift We Created
Before Right Pace Techmedia
→ “We hope these leads convert.”
After Right Pace Techmedia
→ “Our sales team is excited to join the calls.”
