Overview

The AI automation platform we worked with was focused on helping enterprise teams orchestrate workflows across thousands of APIs.

Their customers include large organizations such as Auchan, and their sales process targets cybersecurity leaders like CISOs and SecOps teams.

But generating qualified pipeline for enterprise cybersecurity software is difficult.

Traditional outbound methods simply weren’t enough.

The problem

Before working with us they relied on traditional outbound built on ICP lists.

Their approach was typical:

build prospect lists

send cold outreach campaigns

manually personalize messages

But this created a fundamental problem. Most prospects had no buying intent.

Even their Growth Automation Manager said:

“Cold outbound felt too cold. We were reaching out to people without knowing if they were actually interested.”

To improve results, the team experimented with technical workarounds:

tracking followers of competitors

monitoring engagement on cybersecurity influencers

searching LinkedIn manually for niche keywords

But these signals were difficult to monitor and impossible to scale.

They needed a way to systematically detect buying signals.

The solution

We integrated our systems and targeting directly into their client acquisition process

Instead of relying on manual prospecting, the company built an automated intent-driven pipeline.

The system runs daily and automatically identifies new prospects showing relevant signals.

Signals Tracked:

We monitored several types of high-intent signals:

engagement on competitor posts

reactions to cybersecurity influencers

posts mentioning niche keywords such as

– SOAR

– security automation

– workflow automation

– agentic AI

The system also detects explicit pain signals such as discussions around “alert fatigue.”

These signals indicate that a prospect may already be exploring automation solutions.

Results

Using Lumio's signals, they dramatically improved the performance of their outbound campaigns.

Campaign performance

31–35% reply rate

21% of replies convert into MQLs

Even with deliverability limitations restricting sending volume, the system consistently generates qualified conversations.

Business impact

They sell enterprise software with:

~€25,000 average contract value

~18-month sales cycle

This means that a single deal generated from intent signals can pay for Lumio for years.

Why intent-based outbound works

The difference is simple. Instead of contacting random ICP lists, they reach out to prospects already discussing relevant topics.

Examples include:

security teams discussing automation challenges

engineers complaining about alert fatigue

professionals engaging with competitor content

This allows the team to start conversations at the moment interest already exists. Are you interested in what Lumio could do for you?