sellcyber

Founder

Need salesperson perspective on business model

Hi,

I'm thinking about starting a company where we will run outbound campaigns to mid-market companies offering cyber security consultation. The appointments booked will be passed onto our partners, who will do the assessment themselves (not white label). Need advice and recommendations from sales people point of view about this business model. Thanks

🧠 Advice

🔐 Cybersecurity

🙅‍♀️ Objections

22 comments

Sort by:

poweredbycaffeine

WR Lieutenant

☕️

So you’re an appointment setting firm?

You provide no more value than the other hundred firms like yours already on the market.

What makes you different?

ThatNewAE

Big Shot

Account Executive - Mid enterprise

I was about to say this - there are one too many freelancers as well doing the "appointment setting" role these days!

jefe

Arsonist

🍁

Yup. This is NOTHING new.
Might make a few bucks but it most likely won't turn into anything big.

Beans

Big Shot

Enterprise Account Executive

Do you have partners lined up?
Sounds like you plan on running third party BDR/SDR work, a lot of companies are against that in my experience.

CuriousFox

WR Officer

🦊

😏

DataCorrupter

Politicker

Account Executive

Agreed. I've only heard people say that'll never outsource BDR/SDR functions, they'd rather hire their own team. Those who do work with them tend to do it as a last resort.

Diablo

Politicker

Sr. AE

It sounds like an outsourced company that generates leads. Will you have multiple partners/clients? How many people on team will target prospects for the same client?
Best is to pitch to the prospects you are calling on behalf of ‘partner’s name’, make sure you have an email for the partner company domain :)

sellcyber

Contributor

Founder

I am more leaning towards positioning it like " We help you connect and consult with cyber security firms that match your need and have expertise in your industry " than outsourced lead gen as it is too saturated.

poweredbycaffeine

WR Lieutenant

☕️

Why you? What expertise do you have to play matchmaker?

DataCorrupter

Politicker

Account Executive

In order for that to be successful, you need to have a really strong roster of mid-market companies execs at your disposal already... do you have that? If not, then you're not match-making, your lead generating.

kittychachas

Valued Contributor

VP/Director of Sales

First few questions that pop into my head:
What’s the need?
What pain are you solving for?
What do you know about their industry?
Why would anyone agree to meet with your partners?

poweredbycaffeine

WR Lieutenant

☕️

Who are these questions for?

kittychachas

Valued Contributor

VP/Director of Sales

GDO

Politicker

BDM

lead gen always seems like a risky business to me. Do you get paid / lead or when a deal follows. What is your expertise or why would you do better than an internal SDR or other lead gen companies?

braintank

Politicker

Enterprise Account Executive

I wouldn't work for you

CuriousFox

WR Officer

🦊

Jesus replies in Sandstorm

LambyCorn

Arsonist

A mfkn E

not exactly a saturated market but not short either. good biz model if successful!

Revenue_Rambo

Politicker

Director, Revenue Enablement

This just reminds me of Knocked Up when they learn about the existence of Mr Skin website.

pirate

Big Shot

Account Executive

Would offer the service for vendors directly. You might want to focus on EMEA as the market

ChumpChange

Politicker

Channel Manager

This isn't new and to be honest, the competition for this is pretty steep since they're other companies/agencies out there that do the same thing but are not locked into a single niche like CybSec. Can you make a living? I think so. Can you scale and build it where it powers itself... that's the bigger question.

Justatitle

Big Shot

Account Executive

how do you differentiate from the 500 others doing this?

AnchorPoint

Politicker

Business Coach

What am I missing... are there not a million of these already???