Xage Security Boosts Industrial Sales Pipeline with Leadium’s Game Changing SDR Strategy

Client's Challenges‍

Xage Security faced significant challenges in scaling their sales efforts, especially in penetrating highly specialized and regulated industries such as Oil & Gas, Utilities, and Renewable Energy. As a company with a pioneering zero trust cybersecurity solution designed for industrial and critical infrastructure sectors, their technology was well-positioned to solve complex security issues. However, their internal team lacked the capacity and specialization in sales development to efficiently reach decision-makers in these sectors.

The industrial cybersecurity market is particularly difficult to navigate due to long sales cycles, highly technical buyer personas, and stringent regulatory environments. Xage needed to communicate the value of its Blockchain-protected Security Fabric to both technical and executive stakeholders, requiring a specialized sales approach. Furthermore, with limited internal SDR resources, Xage struggled to generate a steady flow of high-quality leads. This gap left their sales pipeline underdeveloped, hindering their ability to capitalize on early funding rounds and delaying market expansion​

 Their internal team faced several challenges:
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• Limited internal sales development resources, delaying market penetration.
• Struggles with generating leads in niche industries with complex infrastructure needs.
• Difficulty in targeting the right audience within mid-sized to large organizations.
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Leadium Solution

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Leadium implemented a tailored SDR (Sales Development Representative) program that directly addressed Xage’s challenges by generating leads and engaging key decision-makers within the target industries. Understanding the complexity of Xage's solutions and the importance of targeting operations and IT departments within industrial firms, Leadium crafted a focused outbound strategy. This included developing customized messaging that resonated with C-suite executives, VPs, and Directors, highlighting Xage’s unique value in securing operational technology (OT) environments through identity-based access control and zero trust remote access​​.
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The outreach strategy combined a deep understanding of the industrial sector’s pain points—such as securing geographically distributed assets and managing compliance—with a robust, multi-touch engagement process. Leadium’s SDRs executed email and phone campaigns, delivering personalized pitches that aligned Xage’s cybersecurity advantages with the operational needs of potential clients. This approach not only increased visibility for Xage within key target industries but also resulted in substantial growth of their sales pipeline and early success in securing contracts​​.

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Here’s how Leadium made a difference:
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• A tailored outreach campaign was built to target industries such as Oil & Gas, Utilities, and Renewable Energy​​.
• Leveraged an in-depth understanding of industrial cybersecurity concerns, crafting messaging around Xage’s Blockchain-protected Security Fabric and identity-based access control​​.
• Conducted a multi-touch outbound SDR campaign to connect with operations-focused decision-makers at targeted companies.
• Developed personalized sales scripts emphasizing Xage’s cybersecurity advantages and their impact on operational safety and compliance​.
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Results
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1. 50% improvement in demo-to-conversion rate.
2. Leadium's efforts resulted in a multi-million-dollar contract opportunity with a Fortune 500 Oil & Gas company.
3. 50 new qualified opportunities were added to the sales pipeline within the first three months​.
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Outcomes
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• Highly targeted leads resulted in Xage achieving greater visibility among industrial firms, accelerating sales.
• Pipeline growth of 40%, directly impacting their early-stage funding success.
• Delivered a scalable outreach strategy that allowed Xage to allocate internal SDR resources more efficiently​​.
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