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Cyber Wins

Cyber Wins

How a Security Firm Closed Deals in Kuwait

Background

A leading cybersecurity company in Kuwait specializes in data management solutions, providing Backup, Disaster Recovery, and Infrastructure as a Service (IaaS). As a trusted partner of Cohesity and Nutanix, they deliver top-tier infrastructure solutions to IT leaders across SMEs and enterprises in Kuwait.

Challenges

Despite offering cutting-edge solutions, the company faced a significant hurdle in its sales process:

  • Limited Sales Resources – With only one Account Executive managing the entire sales cycle, from prospecting to closing, bandwidth constraints slowed growth.
  • Scaling Outreach – Reaching IT leaders in both SMEs and large enterprises required a more structured and proactive sales approach.

Solution

Solution

To accelerate sales efforts, the company partnered with Pipeline Gurus to implement a dedicated outbound sales strategy:

  • Onboarded Two SDRs – A specialized team was deployed to handle prospecting, outreach, and initial qualification of leads.
  • Optimized Sales Efficiency – With the SDRs managing outreach, the Account Executive could focus on closing deals and driving revenue.
  • Targeted Infrastructure & IT Leaders – Leveraging Cohesity and Nutanix’s value propositions, we engaged decision-makers across Kuwait’s IT landscape, from SMEs to enterprises.

Results

The impact of this structured sales approach led to significant wins:

100+

meetings booked

Creating a strong pipeline of opportunities.

30+

proposals sent

Increasing deal velocity and engagement.

2

contracts signed

Securing high-value agreements and expanding market presence.

Conclusion

By integrating a high-performance outbound strategy, the cybersecurity company unlocked new opportunities in Kuwait’s IT sector. With a specialized SDR team and a streamlined sales process, they maximized their market reach and established a stronger foothold in the infrastructure and cybersecurity space.

 

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