Customer Story
How a Hybrid Outreach Strategy Unlocked 250 Sales-Qualified Leads from Finance Decision-Makers
Some campaigns are routine.
This wasn’t one of them.
A leading cybersecurity solutions provider approached Right Pace Tech Media with a clear ambition: reach senior finance leaders, earn their attention, and convert it into real sales conversations. They didn’t want “interest.” They wanted sales-ready leads – and fast.
The mandate was bold: 250 SQLs in 30 days – targeting one of the most time-poor and heavily gatekept audiences in B2B.
Headquarters
New York, NY
Company Size
5000+ employees
Industry
Manufacturing
About the Company
This leading cybersecurity solutions provider has built its reputation helping financial organizations secure their systems, data, and digital operations. Known for its robust product suite and strong customer trust, the company had the expertise and credibility – what they lacked was a scalable engine to consistently start conversations with the right senior stakeholders.
The finance sector, especially at Director and CXO levels, is one of the toughest audiences to break into. Traditional outreach wasn’t enough.
They needed a partner who could blend digital touchpoints with human conversations to open doors that email alone couldn’t.
The Challenge
The client wasn’t looking for lead volume – they needed high-intent, sales-qualified leads from one of the hardest segments to engage: finance decision-makers.
Their biggest hurdles were:
❌ Reaching Senior Finance Leaders: Busy, guarded, and resistant to generic outreach
❌ High Volume + Short Timeline: 250 SQLs within a strict 30-day delivery window
❌ Channel Fatigue: Email-only campaigns were no longer enough to stand out
❌ Consistency of Messaging: Multiple touchpoints risked message dilution if not orchestrated carefully
They needed a campaign that could capture attention digitally and convert through real human engagement – without losing speed or quality.
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The Turning Point
Right Pace Tech Media didn’t pitch a channel.
We built a hybrid engine that combined the strengths of both.
“Email opens the door.
Voice earns the conversation.”
Our approach was simple but intentional:
- Warm Up Through Email: Introduce value-driven content tailored to finance priorities
- Human Engagement for Conversion: Tele-marketing layered in to build trust, qualify, and move to sales-readiness
- Multi-Touch Consistency: One narrative, different formats – repeated, reinforced, and personalized
- BANT-Led Qualification: Only leads meeting strict criteria were passed to sales
- Front-Loaded Pacing: Daily delivery with early momentum for real-time optimization
This wasn’t a “spray & pray” campaign.
It was a precision-led orchestration designed to respect the senior audience’s time — and earn their interest.
The Results
Within 30 days, the campaign delivered:
✨ 250 Sales-Qualified Leads – 100% meeting required criteria
📈 Strong Engagement from Director-level and above finance stakeholders
🧠 High Conversion Potential with BANT-verified interest and timelines
The hybrid approach didn’t just hit the target – it set a new benchmark for how finance decision-makers respond when digital + human touchpoints work together.
The Shift We Created
Before Right Pace Tech Media
→ “Finance leaders aren’t responding.”
After Right Pace Tech Media
→ “We’re speaking to decision-makers who are ready for next steps.”
The campaign proved one thing:
Hybrid isn’t optional anymore – it’s the new standard for winning attention in crowded B2B markets.
