Hispasec

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Professionalism, effectiveness, results

Our Challenge

With its cybersecurity services to companies and public bodies, specializing in IT security audits and electronic fraud control, Hispasec works tirelessly to ensure the security of its clients’ information systems.

Through its own cybersecurity operations center SOC operating 24×7, 365 days a year, it offers high-value solutions aimed at early detection of vulnerabilities, generating a security strategy that ensures the protection of information and helping organizations to understand and improve the management of cybersecurity risks. Hispasec has played a fundamental role in the history of cybersecurity in Spain since its foundation 25 years ago. It has a global character in its DNA, offering services around the world proactively in countries such as Germany, Morocco, Chile, Colombia, Peru and Mexico, among others, which denotes its commitment to internationalization as a growth strategy.

With the aim of boosting business opportunities in Spain and growing in the Latin American and Moroccan markets, Hispasec decided to hire naifman’s B2B Business Consulting and Sales Outsourcing service for technology companies in April 2020.

Here’s how we approached this challenge and the results both teams have achieved so far.

Professionalism, effectiveness, results

Our Solution

To meet Hispasec’s needs and enrich its sales force with quality business opportunities, we developed commercial strategies tailored to the specifics of each market to be prospected: Spain, Chile, Colombia, and Morocco, taking into account our client’s experience in some of these markets and the different industries it serves.

With a powerful personalization strategy based on an active mapping of sectoral, company, regulatory and situational news, the naifman team implemented several sales strategies in hybrid format, contacting decision makers via email and phone, using a 100% customized sales pitch according to the needs of each market and company.

As a result of this collaboration, Hispasec, in addition to winning significant international projects, has made its investment and the trust in naifman profitable. Hispasec has established comercial contacts with 202 companies in key sectors such as finance, education, mining, aerospace and healthcare, among many others, in the aforementioned markets.

Some of the elements that have contributed to the success of our strategy are:

  • In-depth study of key markets: Analysis of the European, South American and Arab market context, taking into consideration their technological maturity, socio-economic and cultural context, as well as their willingness to collaborate with foreign partners. This was reflected in the commercial messaging and our approach to leads.
  • Mapping of potential clients: Elaboration of lists of companies of interest to our client, categorized by market, sector, size and turnover. Proactive validation, communicating the next steps to follow.
  • Definition of the target profile: Within each company, identifying the correct contacts to convey Hispasec’s value proposition and connect with the organization.
  • Personalization of the content: adaptation of the message according to the market to be explored, generating closeness with the interlocutor.
  • Native team: Providing the client with a team of business consultants from Spain, Chile, Mexico, and Morocco for greater effectiveness in each market.
  • Business meeting setup: Implementation the lead generation strategy, generating (to date) 202 business meetings between the Hispasec team and CIOs, CTOs and CEOs interested in learning about cybersecurity solutions. 
  • Opportunity follow-up: Providing support and advice in following up on commercial proposals, streamlining operations, and entrusting naifman with tasks that allow them to focus on their core business.
 

Hispasec] History & Passion for Cybersecurity

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We have experience working with both national and international companies, always adapting to the needs of our clients.