CYBERSECURITY FIRM
Zero Go-To-Market Infrastructure.
Scale
15k+ High-Intent Leads
Impact
~395 Leads / Month
Growth
Zero Starting Architecture
The Challenge
This company provides virtual CISO and fractional cybersecurity leadership. Strong service delivery, but zero go-to-market infrastructure. No brand strategy, no defined ICP, no systematic prospecting. Groundwork built the company’s entire go-to-market intelligence stack from scratch.
The Solution
A complete intelligence stack generation, from brand strategy & positioning to competitive differentiation and multi-tier ICP definition targeting, followed by AI-powered prospect identification.
The Execution Flow
01
Phase 1: Brand & ICP
- Developed complete brand identity and market positioning.
- Mapped three distinct tiers of Ideal Customer Profiles (ICPs).
- Segmented by industry, revenue, and cybersecurity maturity.
02
Phase 2: ConnectIQ Recon
- Deployed ConnectIQ to scrape thousands of potential accounts.
- Analyzed accounts directly against the newly defined ICP tiers.
- Filtered for high-intent signals (security hires, compliance flags).
03
Phase 3: Intel Enrichment
- Automated deep research loops on every high-priority lead.
- Mapped key executive decision-makers (CFOs, CEOs, COOs).
- Generated personalized outreach hooks based on public risk data.