Case Study – A cybersecurity firm
A cybersecurity firm builds a new pipeline
One always-on system replaced two reps spending half their time on prospecting.
Sector
Cyber Security
Reach
UK & International
Engagement
6 months
Return
Automated Pipeline
The Brief
ClearVault's two-person sales team was spending nearly half of their working week on manual prospecting, building lists, researching contacts, and writing outreach messages one at a time. Pipeline was inconsistent, effort was high, and the whole system collapsed whenever one person was unavailable.
They came to Propria to build the infrastructure that should have been there from the start: a system that would continuously generate pipeline, regardless of who was in the office.
The System We Deployed
The System
We built one integrated system around a single strategy spine, with each layer feeding the next.
The Spine
Strategy
We built a tiered ideal client profile for ClearVault, not a flat list of targets, but a structured hierarchy. Tier 1 accounts were ideal-fit companies showing active intent signals.
Tier 2 was strong-fit companies with lower signal. Each tier received different cadences, messaging, and levels of hands-on attention, concentrating effort precisely where it was most likely to return.
Layer - Outreach
Signal-based outreach
AI tracked every priority account for signals indicating buying intent, regulatory deadlines, IT leadership changes, companies expanding into new markets, and recent audit activity.
When a signal was fired, the system prompted the client, and they personally engaged that prospect. Every outreach message was written and sent by a human, informed by intelligence the prospect could not see.
Layer - Intelligence
Business Intelligence
We built ClearVault a live intelligence layer: a structured view of every Tier 1 account, updated continuously with relevant signals, news, leadership changes, hiring activity, and funding events.
The sales team arrived at every conversation already knowing what had changed for that prospect in the last 30 days. Cold calls became warm conversations.
Layer - Authority
Content & authority
Propria runs the entire programme, continuously, consistently, and independently of which rep is available. This is where the structural problem was solved.
Within 60 days, the team reported spending under 30 minutes per day on prospecting, with a more consistent pipeline than when it had occupied half their working week.
The Results
<30 Min/Day Prospecting
Down from nearly 20 hours per week across the two-person team.
Always-On Pipeline
No longer dependent on individual effort or who was in the office.
Larger Spread
A far greater spread of media engagement than a two-person team could manage.
"We were slaves to the spreadsheet. Propria took that off our hands and replaced it with something that actually works."
Amit Rawat. Co-founder, Cybersecurity
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