Selection and segmentation
1,245 companies with more than 400 employees, grouped by sector and size, with the decision-makers at each account identified.
ABM 1:Few · Managed cybersecurity
A ten-month ABM campaign combining calls, email nurturing, webinars and a personalised direct mail action to generate meetings that meet BANT criteria.
The campaign, in four figures
The challenge
Secure&IT wanted to open conversations about its managed security service with large companies in utilities, transport, healthcare, finance, manufacturing and construction.
These are busy people who receive many proposals. The campaign needed an account-based approach, relevant content for each sector and a team that called with context.
Pilot goals
What we did
TMR prepared the campaign with Secure&IT during onboarding (goals, segmentation, script, CRM and sector content) and then ran it with a dedicated BDR team.
1,245 companies with more than 400 employees, grouped by sector and size, with the decision-makers at each account identified.
10,567 calls to qualify each decision-maker, understand their projects and propose a meeting when there was a fit.
34 sends and 17,182 impressions, with an average open rate of 53–60%, and scoring that shows who reads each email.
Webinars on threat intelligence and on NIS2, DORA and the AI Act, plus an in-person session in Madrid.
The 19 accounts with the highest scoring received a backpack, a card with a QR code and a personalised video from Secure&IT's CEO.
Direct mail
From the 126 companies with the best scoring, we chose 19 whose decision-makers had opened at least 90% of the emails. Each received a corporate backpack and a personalised card with a QR code.
The QR code led to a video in which Secure&IT's CEO addressed the decision-maker by name. The video was created with artificial intelligence from a digital twin of the CEO, and the card said so.
Result: 5 leads from 19 accounts, a 26% conversion rate.
Hi [name],
We've prepared a video* for you showing how we help organisations like yours manage cybersecurity and compliance.
Discover your personal message*Video generated with artificial intelligence.
Recreation of the card (translated), with recipient details anonymised.
The results
In 150 working days, the campaign spoke with 207 decision-makers and generated 23 leads with a meeting, almost four times the minimum of 6 BANT leads committed for the pilot.
By March 2026, 17 of those meetings had taken place and the rest were scheduled or pending for the second and third quarters. Most leads came from retail, manufacturing and construction.
Other: hospitality (2), healthcare, logistics, professional services and finance. Source: final campaign report (March 2026) and TMR lead tracking.
The approach
ABM 1:Few lets each group of accounts get its own message. Email scoring shows who to call and when, and direct mail is reserved for accounts that have already shown interest.
We design and run ABM campaigns with BDRs, content and direct mail, and measure every step.
Transparency notice: the text on this page was produced with the help of artificial intelligence and reviewed by the TMR team (EU Regulation 2024/1689, art. 50).