From Dials to Deals: How GCL Delivered £240K in Revenue for a Leading Cyber Security Provider
In a world where inboxes are full and attention spans are short, cutting through the noise is no easy task. This is especially true for the enterprise IT and cyber security market. But that’s exactly what we did, using B2B telemarketing as part of a joined-up strategy!
Over a 12 month period, GCL partnered with a UK-based IT Managed Services and Cyber Security provider to support their outbound demand generation strategy.
The target market was high-value enterprise organisations across the UK and Ireland.
…and the result? A pipeline packed with opportunity, and £240,000 in closed-won revenue!
The Challenge: Scaling Conversations in a Competitive Market
Our client had a strong offering; critical IT support, trusted security expertise, and enterprise-grade solutions. But like many in the industry, they faced a familiar challenge… how to generate consistent, high-quality conversations with the right people at the right time.
The client approached us with their struggles and we worked together in order to tailor a B2B telemarketing campaign, targeted to their needs.
We assigned one full-time SDR (Sales Development Representative) to work exclusively on their campaign. This meant no bloated teams and no guesswork. Just focused, accountable outreach backed by a proven process.
The Numbers: What One SDR Achieved in 12 Months
With just one dedicated SDR over a 12-month period, here’s what we delivered:
- 21,600+ attempted dial-outs
- 1,400+ decision maker conversations
- 216 marketing-qualified leads (MQLs) – Sales pipeline opportunities
- 96 qualified sales appointments – confirmed Teams meetings with key decision makers
- £1.2M in pipeline generated
- £240,000 in closed-won revenue
Not only are these statistics a great campaign result, but the qualified sales appointments included huge brands such as Tesco, Natwest, Bank of America, GAP Group and ABN AMRO.
That’s not just outreach, that’s outcomes!
What Made It Work?
Focused Targeting
We didn’t chase every logo, we honed in on accounts with the right fit: enterprise IT leaders, security stakeholders, and transformation decision-makers.
Conversational Outreach That Converts
Every call, every message, every follow-up was crafted with empathy and intent. We focused on their problems, not just our client’s solutions.
Tight Feedback Loops
We worked as an extension of the client’s sales team; sharing insights, adapting messaging, and fine-tuning strategy in real time.
Consistent Delivery and Consistent Results
With one full-time SDR delivering consistent activity across the year, we created momentum and turned this into measurable business growth.
In Summary
In an industry where sales cycles are long and trust is everything, outbound prospecting still works, as long as it’s done in the right way.
This case proves that even a single SDR, when deployed strategically, can create powerful revenue impact. It’s not about volume, it’s about value conversations with the right people.
How Can GCL Help Your Business?
At GCL, we don’t just make calls, we build pipelines, spark conversations, and help businesses grow!
We have over 35 years of experience within the B2B demand generation sector and have experienced the evolution of B2B telemarketing.
With a highly-skilled, multilingual team, we craft conversations and build relationships to ensure the best possible outcome for our customers.
If you have any questions, or would like some more information on how we could help your business, feel free to contact us today on 0121 452 2020 or email us on info@gclb2b.com.
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