Case Study

ColorTokens Drives Executive Pipeline in Australia

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The Client

ColorTokens Inc. is a Silicon Valley-based leader in Zero Trust cybersecurity solutions. With a comprehensive platform that delivers visibility, segmentation, and threat containment, ColorTokens empowers organizations to secure modern hybrid environments from the inside out. Their innovative technologies are trusted by enterprises globally across healthcare, finance, retail, and manufacturing sectors.

As ColorTokens continues its global expansion, a key focus area has been scaling their footprint in the Australian enterprise cybersecurity market.

The Challenge

With a mission to deepen engagement with large enterprise security stakeholders in Australia, ColorTokens sought to:

  • Increase qualified executive meetings with cybersecurity decision-makers
  • Accelerate pipeline growth in a new and strategically important region
  • Validate buyer intent through structured BANT qualification
  • Engage hard-to-reach senior personas within Australia's largest companies

Despite a strong value proposition, breaking into a crowded and trust-sensitive security market required a highly targeted approach with real-time responsiveness to buyer signals.

The Strategy

To achieve its ambitious goals, ColorTokens partnered with us to deliver an intensive 8-week outbound appointment setting campaign across Australia. The engagement focused on:

  • Email Outreach
    Customized content with industry insights and clear value propositions. Outreach to curated cybersecurity executive lists from enterprises with $500M+ in annual revenue
  • LinkedIn Outreach
    Precision connection requests and direct messaging to high-priority personas. Real-time engagement with buyer signals (posts, replies, and interactions)
  • Propensity Calling
    Advanced signal-based calling triggered within 48 hours of a propensity event. Events included: email opens/replies, form fills, LinkedIn engagement. Up to 750 calls to senior cybersecurity professionals over 8 weeks
  • Lead Funnel & Reporting
    Weekly CSV reports with full activity tracking. Insights included: meeting confirmations, lead feedback, and engagement outcomes

Target Personas

The campaign specifically targeted senior cybersecurity stakeholders including:

  • CISOs, CIOs, CTOs
  • Security Architects and Heads of SecOps
  • CFOs and Procurement Leaders in IT Security
  • DevOps, Cloud, and OT Security Architects

The Outcome

ColorTokens' focused, multichannel outreach strategy resulted in:

  • 16 BANT-qualified executive meetings secured
  • Access to senior decision-makers from large Australian enterprises
  • Accelerated market penetration in a high-value, competitive region
  • A proven appointment-setting playbook for expansion into other international markets

The Results

This appointment-setting campaign delivered a high-impact pipeline of sales-ready opportunities in a challenging market. The combination of signal-based outreach, tailored messaging, and aggressive follow-up led to a measurable ROI that positions ColorTokens for long-term success in the ANZ region.

By leveraging data, discipline, and speed, ColorTokens didn't just generate leads; they initiated conversations with the right people, at the right time, with the right message.

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