Overview
Fortra (formerly HelpSystems) has long been a leader in security and automation, evolving to tackle modern cybersecurity challenges head-on. By delivering cutting-edge solutions in data security, infrastructure protection, managed services, and threat intelligence, Fortra acts as a trusted ally, enabling organizations to operate securely in a constantly shifting threat landscape.
However, despite its robust cybersecurity offerings, Fortra faced a critical challenge: an inefficient prospecting and outbound sales process that hindered its ability to engage high-intent buyers quickly.
The Challenge
Fortra’s Marketing team successfully generated leads, but sellers needed a more agile way to identify and engage high-value prospects independently.
“Our Business Development Representatives (BDRs) and Account Executives (AEs) needed a way to cut through the noise and zero in on their ideal potential customers with ease. Without a powerful search functionality, prospecting took too long, making it difficult to engage high-value opportunities efficiently.”
The inefficiencies in their outbound process led to:
- Lengthy Research Cycles – Without a single, unified platform, sales teams wasted time searching multiple sources for decision-makers and account intelligence.
- Limited Prioritization – Identifying in-market prospects and prioritizing outreach based on real intent signals was challenging, leading to missed opportunities.
- Underutilized Resources – While marketing-led leads were strong, sellers lacked efficient tools to find and qualify new prospects beyond those leads.
- Manual Workflows – Excessive manual effort in research and lead generation took time away from strategic selling activities, leaving high-value accounts untapped.