HackerOne’s Global Expansion Powered by Leadium’s Precision-Driven Data & SDR Strategy

Client’s Challenges

HackerOne faced substantial challenges in managing and growing its SDR pipeline due to the complexity of its target audience and expansive global market. The company needed a highly specialized SDR approach to engage potential clients with precision across multiple sectors, including enterprise, federal, and commercial mid-market (MAJ and SMB) segments. Specifically, the cybersecurity field's highly technical nature required an SDR strategy that could efficiently target and engage a diverse array of roles, from DevOps Engineers and Application Security Managers in MAJ accounts to CISOs and Directors of Cyber Security in enterprise and federal sectors. This complexity was compounded by HackerOne’s strategic expansion in regions like EMEA, APAC, and the Americas, each requiring customized, region-specific outreach to meet HackerOne’s revenue and headcount criteria.

In addition, HackerOne aimed to streamline its SDR operations to alleviate its internal team from time-intensive lead qualification tasks. With HackerOne’s growth trajectory, internal SDR resources needed to shift focus from lead qualification to more productive customer interactions and advanced engagement strategies, which required an external partner capable of both validating data and enhancing lead volume.
‍

Their internal team faced several challenges: 
‍

• Geographic Coverage: Reaching and managing leads across major cybersecurity markets in EMEA, APAC, and the Americas required high data quality and region-specific strategies.
• Ideal Customer Identification: Finding and validating leads within the complex, security-focused customer profiles HackerOne serves. Specific roles, such as CISOs, Application Security Managers, and Directors of Information Security, were challenging to identify and engage within targeted mid-market (MAJ and SMB) and Enterprise and Federal accounts.
• Internal Team Efficiency: Freeing internal SDR resources from intensive lead qualification tasks, so they could focus on high-value engagements and outreach strategies.
  ‍

These challenges necessitated a scalable, data-driven approach that Leadium could deliver by developing validated lead lists and driving a structured outreach pipeline.
‍

Leadium Solutions

Leadium addressed HackerOne’s multifaceted needs with a targeted SDR pipeline solution that emphasized precise data curation, validation, and streamlined qualification. First, Leadium developed an advanced ICP (Ideal Customer Profile) analysis to identify high-priority leads matching HackerOne’s specific requirements for roles and regions. This targeted approach allowed Leadium to build accurate lead lists that included specific roles in cybersecurity, engineering, and technology, each segmented by geography and industry, ensuring that HackerOne’s sales team could seamlessly enter new regions like EMEA and APAC with an informed, data-driven strategy.

‍

‍

Moreover, Leadium implemented rigorous data validation techniques, ensuring HackerOne received qualified leads that not only matched desired roles but also met the size and revenue criteria for ideal customers. Leadium’s process cut lead qualification time by 35%, freeing HackerOne’s internal SDR resources to focus on higher-value activities, such as customer engagement and nurturing. By delivering over 72,000 validated leads across key geographies, Leadium empowered HackerOne to drive a robust, global outreach strategy, amplifying its ability to engage potential clients at a scale previously unachievable.
‍

Here’s how Leadium made a difference:
‍

• Detailed Targeting & ICP Analysis: Leadium curated a custom, precise list of security-focused titles across various levels, including Application Security Engineers, CISOs, DevOps Engineers, and Chief Architects. The data gathered aligned with HackerOne’s ideal customer profile, catering to the specific organizational hierarchies and departments, such as Technology and Engineering.
• Market Expansion Strategy: Leadium’s approach focused on delivering qualified leads that matched HackerOne’s revenue and employee size criteria, specifically targeting companies with over 201 employees and $5 million in revenue. With a lead generation goal in the tens of thousands, Leadium ensured robust lead volume with enhanced regional segmentation.
• Streamlined SDR Workflow: Through advanced qualification, Leadium reduced HackerOne’s lead qualification time by 35%, allowing internal SDR teams to allocate more time to direct customer interactions, improving their response rates and engagement quality.
• Advanced Validation for Data Quality: Leadium employed validation checkpoints across multiple data sources, significantly improving the quality and relevance of lead information. By continuously refining outreach lists, Leadium enabled HackerOne to reduce lead rejections and increase SDR conversion rates.
  ‍

Results

1. 30% growth in qualified pipeline leads within EMEA, APAC, and the Americas.
2. 35% decrease in lead qualification times for HackerOne’s internal SDRs.
3. High engagement with key target roles, boosting connection rates with enterprise-level decision-makers.
   ‍

Outcomes

• Enhanced data quality and alignment with HackerOne’s target profiles, enabling a 35% faster SDR cycle.
• Greater outreach capacity for HackerOne’s sales team, improving sales team productivity and efficiency.‍
• Market-specific insights enabling HackerOne to tailor its cybersecurity offerings effectively in priority regions.

‍