How CyberShield Reached 95% of Their Target Accounts with Scrapine
200-500 employees
95%
Target account penetration
30 days shorter
Sales cycle reduction
25
CISO-level meetings booked monthly
"Selling cybersecurity requires reaching the right person at the right time. Scrapine helps us find CISOs and security leaders with precision we never had before."
— Rachel Foster , CRO
Challenge
CyberShield, an enterprise cybersecurity platform, sells to CISOs and VP Security roles at mid-market and enterprise companies. These buyers are notoriously hard to reach through generic outbound channels. The sales team had a target account list of 500 companies but was only engaging about 40 percent of them. The primary bottleneck was finding verified contact information for security leaders, who tend to have minimal public LinkedIn profiles and frequently change roles.
The team also struggled with timing. Cybersecurity purchases are often triggered by specific events like data breaches, compliance deadlines, or leadership changes. Without real-time intelligence, outreach often missed these critical windows.
Solution
CyberShield implemented Scrapine to build and maintain a comprehensive database of security leaders at their target accounts. Scrapine scraped LinkedIn profiles, conference speaker lists, cybersecurity community forums, and company leadership pages to identify CISOs, VP Security, and Director of Information Security contacts. Each contact was enriched with verified email and direct phone numbers.
To improve timing, Scrapine monitored news sources and regulatory databases for breach disclosures, compliance deadline announcements, and security leadership hires at target accounts. These signals triggered immediate alerts to the assigned account executive.
Results
CyberShield’s target account penetration jumped from 40 percent to 95 percent within two quarters. The sales team booked an average of 25 CISO-level meetings per month, compared to eight previously. By acting on breach and compliance signals, they shortened the average sales cycle by 30 days as they reached prospects during active buying windows. Annual contract value also increased by 22 percent as reps engaged multiple stakeholders per account using Scrapine’s committee mapping capabilities.