How a cybersecurity team built their own lead-gen engine in 4 months
Three technical founders. Zero marketing structure. A lot of potential.
This team of cybersecurity pros reached out with a clear ask:
“We’re great at what we do. We just don’t know how to sell it.”
They needed a simple, sharp system for attracting the right clients, something they could actually run themselves.
The challenge
The team was starting from scratch. No clear offer, no defined customer profile, no marketing plan.
They had deep technical skills and strong opinions about security. But they were missing the business layer: the part where you figure out who to talk to, how to talk to them, and what to say.
Here’s what they wanted to fix:
Too much tech-speak, not enough client-speak
No ideal customer profile or segmentation
No clear structure for outreach or campaigns
No way to measure or improve what they were doing
And no desire to outsource everything just to get started
What we did?
This wasn’t a handoff. It was a transformation.
1. Strategy sessions
We kicked off with two deep-dive calls to define their ICPs, outline messaging pillars, map objections, and translate what they do into what clients care about.
I explained core concepts in simple language: segmentation, positioning, buyer POV, and we made real-time decisions together.
2. Campaign kit
We built LinkedIn outreach flows, messaging scripts, and templates designed for their specific use cases. Every part was tailored to what they could realistically manage in-house.
3. Coaching & feedback
As they tested their outreach and started conversations, I stayed close, reviewing results, giving async feedback in chat, and helping fine-tune tone and targeting.
4. DIY system
At the end of our four months, they had a full plan in place:
Messaging kit
Lead-gen flow
Automations
Follow-up process
Tools and templates
Everything was packaged so they could keep running it on their own, no bottlenecks, no outside help required.
What happened next?
They started with zero structure.
They left with a clear system, one they actually use.
They now know exactly who they’re talking to, how to write for them, and how to reach them. The process is theirs. The leads are coming in, and they don’t need me anymore.
Which was the goal all along ;)
Want a system like this for your business?
If you're technical but lost on how to turn that into pipeline, I can help.