Hey, you know how frustrating it is when you put all that effort into running outbound campaigns, and they just don’t work out? I’ve been there too. Just like many of us in the cyber security field, I used to think that counting demos booked was the real sign of success. But, honestly? That way of thinking led me down some wrong paths and caused all sorts of headaches. Let me tell you more about it…

Relying solely on the “Meetings Booked” metric will lead to symptoms of poorly performing outbound campaigns, such as:

Low Conversion Rates: The demos are happening, but we’re not converting those leads into customers. Something’s just not clicking, and we’ve got to find out what it is.

High Churn Rate: Customers are churning faster than we can keep up with. We’re missing something in our approach, and it’s impacting our growth.

Ineffective Targeting: Our targeting’s off too. We’re attracting the wrong crowd and wasting precious resources in the process.

Lack of Engagement: Post-demo engagement is almost nonexistent. We need to find ways to connect with our prospects on a deeper level.

Long Sales Cycles: And then these long sales cycles are just slowing us down. We need to figure out how to speed up the process without compromising quality.

No Marketing Education: Here’s something that’s really been bothering me – my sales team has to explain our product to every new prospect from scratch. There’s zero marketing education happening beforehand. It’s like we’re starting at square one every time, and it’s wearing the team thin. I really think we need to address this with a coordinated strategy between sales and marketing. How about we sit down, and I’ll share my thoughts on how we can make this work more seamlessly? We’ve got to turn this ship around, and I know we can do it together. What do you say? But fear not, my cyberwarrior friend! I’m here to share a game-changing secret with you (or mildly disruptive). By tapping into data-driven KPIs, you can unleash the true potential of your outbound campaigns and unlock doors you never knew existed.

The CISO Dilemma: Standing Out in a Sea of 100 Daily Outreaches

Imagine being a CISO, receiving over 100 outreaches every single day. That’s a crowded inbox, to say the least! But wait, let’s flip the coin and look at this from our standpoint, as revenue leaders in the cyber security industry.

We’re the ones behind many of those outreaches. We’re striving to break through that noise, hoping our pitch doesn’t just become another unread email in a CISO’s overflowing inbox. It’s like trying to be heard at the world’s loudest concert.

The demos are happening, yes, but what’s next? How do we turn that initial contact into something tangible, something that results in a handshake and a partnership?

We’ve all been there, chasing high numbers of demos, believing that was the key to success. But we’ve missed something crucial. We’ve overlooked the fact that every other company is doing the same thing. We’ve become one of those hundred outreaches, fighting for attention.

But what if we could stand out? What if we could be the one email, the one pitch that resonates and finds its way to the top of that pile?

That’s where KPIs come in, our beacon in this chaotic storm. By focusing on the right metrics, and on what truly matters, we can craft campaigns that speak directly to the CISOs, address their pain points and offer real solutions. It’s not about throwing more into the sea of outreaches; it’s about precision, relevance, and alignment.

KPI: Goal Diversity Score:

(Qualitative) : Goal diversity involves defining clear and strategic objectives for your outbound campaigns. Rather than focusing solely on booking demos, consider broader goals that align with the overall marketing progression, such as relationship-building and brand awareness.

Example: A leading cyber security company aims to launch a new AppSec solution. Instead of targeting immediate demos, their outbound campaign focuses on educating prospects through webinars, blog posts, and gated content. This approach cultivates a relationship with the audience and positions the company as a thought leader in the AppSec space.

How to improve your Goal Diversity Score?

KPI: Reply Rates (trivial -I know..it gets better)

Reply Rate = (Number of Prospects Who Responded / Total Number of Prospects Contacted) x 100
Explanation: Reply rates measure the effectiveness of your outbound campaign in engaging prospects and eliciting responses. A high reply rate indicates that your messaging resonates with the target audience, sparking curiosity and interest.

Explanation: Suppose your SDR team conducted 300 outreach emails to CISOs within the cyber security industry. Out of those, 50 CISOs responded, either showing interest in a product demo or requesting more information. The reply rate would be (50 / 300) x 100 = 16.67%.

How to improve your Reply Rate? – 3 easy steps..

1. Improve Your Social Appearance

LinkedIn Profile as a Funnel: Think of your LinkedIn profile as a sales funnel. It should attract and guide potential clients to take action. A professional profile picture, compelling headline, and detailed summary that speaks directly to your target audience can make a big

2. Write Human-Sounding Messages

Keep It Short and Sweet: Write like you’re sending a text message, not a formal email. Be direct and to the point. Josh Braun recommends a 2-word subject line and a 60-word email. It’s more engaging and feels personal.

3. Approach from the Right Roles

Keep It Short and Sweet: Write like you’re sending a text message, not a formal email. Be direct and to the point. Josh Braun recommends a 2-word subject line and a 60-word email. It’s more engaging and feels personal.

Status Matters: People like to feel that their status is being raised. If someone too junior reaches out, it might cause people to avoid responding. However, if a senior role, founder, or CEO reaches out, you’ll see a much higher response rate. It’s about making the connection feel valuable and worth their time.
By focusing on these key areas, you’ll be well on your way to boosting your reply rate on LinkedIn. It’s about making connections that resonate and feel genuine, and these strategies can help you do just that.

KPI: Accuracy of Targeting Formula:

% of Relevant ICP (Ideal Customer Profile) / Total Outreach Pool X 100
The accuracy of targeting gauges how effectively your outbound campaign reaches the right audience. It goes beyond basic demographics to consider pain symptoms, past interactions, and customer history. A high accuracy rate ensures you’re investing time and resources in engaging prospects with genuine potential.

Example: A global cyber security company aims to expand its market share among GRC (Governance, Risk, and Compliance) teams. By leveraging data-driven insights, they identify GRC analysts in companies that have recently faced a security breach. With this precise targeting, the campaign achieves a higher conversion rate compared to generic outreach.

KPI: Conversion Rate Formula:

Total Number of Conversions to Goal / Total Number of Outreach X 100
Explanation: The conversion rate measures how many prospects take the desired action, as defined by the campaign’s goals. It could be securing a meeting, registering for a webinar, or signing up for a content download.

Example: A cyber security company conducts an outreach campaign promoting its cloud security solution. The conversion rate is calculated based on the number of prospects who schedule a meeting to discuss the solution further. A higher conversion rate indicates the campaign’s effectiveness in driving valuable interactions.

But what if the goal of the campaign is to sign them up for a webinar? in this case, there will be hardly any immediate impact on the number of meetings booked but the circle of reach has expanded and some hand-raisers joined the pool!

KPI: Booking Rate Formula:

Total Number of Bookings / Total Number of Qualified Leads X 100

The booking rate focuses on prospects who express genuine interest in the product or service. It measures the percentage of qualified leads who schedule meetings or request additional information. Check the conversion rate between Booking Rate to Show up rate. There is usually an inverse relation between the two. Lot’s of people book meetings > fewer show up and vice versa

KPI: Show-Up Rate Formula:

Total Number of Meetings Attended / Total Number of Scheduled Meetings X 100

Example: The show-up rate measures the effectiveness of your outbound campaign in getting prospects to attend scheduled meetings or events. A high show-up rate indicates strong engagement and interest in the value you offer.

Download this cheatsheet

Example: A cyber security company hosts a webinar on the latest trends in cloud security. The show-up rate is calculated based on the number of attendees compared to the total number of registrants. A higher show-up rate demonstrates the campaign’s ability to attract and retain the audience.

KPI: Win Rate Formula:

Total Number of Won Deals / Total Number of Opportunities X 100
Explanation: The win rate assesses the effectiveness of your outbound campaign in converting opportunities into closed deals. It reflects how well your team nurtures leads through the sales funnel and successfully wins business.

I will first address the question – what are we trying to win?

Whether you’re a cyber security startup selling a SaaS offer of $100,000-$500,000 or a $500 / month offer you will have the same exact issue – building trust.

Would you agree that building trust for a smaller ticket size would be easier than for a large ticket size? of course!

That is why I always encourage my clients to have a low ticket offer, such as an audit, a workshop, a limited trial usage etc. That way the path to building trust shortens, you become a vendor faster.

KPI: List Utilization Formula:

Total Number of Interactions per Prospect / Total Number of Prospects X 100
Explanation: List utilization measures how well your outbound campaign engages prospects within your target list. It evaluates the frequency and depth of interactions with each prospect, indicating the effectiveness of your messaging.

Example: A cyber security startup sends personalized video messages to prospects, showcasing the benefits of their innovative endpoint security solution. The list utilization is calculated based on the number of interactions, such as email opens, video views, and website visits, compared to the total number of prospects. A higher list utilization signals an impactful outreach strategy.

KPI: Return on Investment (ROI) Formula:

(Total Revenue Generated – Total Campaign Cost) / Total Campaign Cost X 100

Explanation: ROI quantifies the financial return from your outbound campaign relative to the cost invested in it. It’s a critical metric for determining the campaign’s overall success and its contribution to the company’s bottom line.

Explanation: A mature cyber security firm invests in a multi-channel outbound campaign targeting GRC analysts in financial institutions. The ROI is calculated based on the revenue generated from closed deals minus the total cost of the campaign, divided by the total campaign cost. A positive ROI indicates that the campaign generated more revenue than it cost to execute.

With these nine key performance indicators at your disposal, you now have a powerful toolkit to measure and optimize your cyber security outbound campaigns. By focusing on more than just the number of demos booked, you can make data-driven decisions to refine your strategies, improve targeting, and increase conversions. Remember, the world of cyber security is highly competitive, and standing out in the inboxes of busy CISOs and other decision-makers is no easy task. By continually monitoring these KPIs and iterating on your approach, you’ll be well on your way to driving exceptional results and staying ahead of the curve in this rapidly evolving industry.

Keep honing your outbound skills and delivering value to your prospects. The cyber security battlefield awaits, and with the right KPIs guiding your way, success is within reach!