Dual-trigger play combining role change with internet infrastructure signals drives 90-day platform adoption
The signal-to-meeting workflow
Track new CISO and VP Security appointments via LinkedIn and news. Layer with platform-native signals: elevated lookalike domain volumes targeting the company, rising risk scores on brand-related domains, and anomalies in DNS patterns for their sector.
Append company size, industry, region. Run initial domain risk assessment: count of newly observed domains, lookalike risk score, DNS anomaly index. Establish baseline internet exposure before outreach.
Dual trigger model: New CISO or VP Security within 30 days AND at least one infrastructure signal (elevated lookalike activity, rising domain risk, or sector-wide threat pattern). Single role change alone goes to nurture; compound trigger goes to active pursuit.
Analyze statements, interviews, prior roles to classify CISO into archetypes: Detection & Response Optimizer, Threat Intel Modernizer, Brand & Fraud Protector, or Cloud Security Enricher. Map each archetype to specific platform modules and deployment paths (Iris Investigate, Iris Detect, Enrich APIs, threat feeds).
Score model: budget band 35%, urgency from infrastructure signals 35%, stack integration fit (SIEM/SOAR/EDR compatibility) 20%, analyst team size 10%. Rules gate on minimum security team size and absence of locked-in incumbent intel contracts.
Outreach offers structured 90-day plan: Days 1-30 connect feeds and platform to existing SIEM/SOAR/case management, baseline current exposure. Days 31-60 establish SOPs for IR, hunting, and phishing response using domain context. Days 61-90 formalize metrics on MTTD, MTTR, and proactive monitoring coverage.
Parallel track for analyst-level engagement: show SOC analysts faster investigations with Iris Investigate, IR teams accelerated triage with enrichment APIs, and threat intel leads automated adversary infrastructure monitoring. CISO sees grassroots adoption potential, not just board slides.
Engaged: 14-day platform trial with their data integrated into existing stack. Success path: full deployment with metrics framework. Not ready: send domain risk brief specific to their company, follow up at 60-day mark. Post-deployment: expand from initial use case to full platform (detection, enrichment, and proactive monitoring).
A threat intelligence and internet infrastructure data platform serving enterprise security teams.
Core value proposition centers on domain and DNS intelligence that powers threat detection, investigation acceleration, and proactive defense.
Unlike managed security providers that staff incidents, this platform integrates into existing SIEM, SOAR, EDR, and IR workflows to uplift the entire security program.
Primary economic buyer is CISO or VP Security; daily users are SOC analysts, IR teams, and threat intel leads.
Deal profile is six figures for enterprise deployments with significant expansion potential as adoption spreads across use cases.
Combines traditional leadership change detection (LinkedIn, press releases, board announcements) with platform-native internet infrastructure signals.
Proprietary triggers include: elevated volume of newly observed domains and hostnames targeting the company or lookalikes, rising risk scores on domains related to the brand or key suppliers, sector-wide spikes in threat actor infrastructure activity, and DNS pattern anomalies suggesting reconnaissance or staging.
These dual signals demonstrate that outreach is based on unique platform intelligence rather than generic ABM scraping, immediately differentiating from competitors.
Pre-processing establishes a baseline internet exposure profile for each target company before outreach.
Dual trigger model differentiates from generic role-change plays.
Primary condition: new CISO or VP Security appointed within 30 days.
Secondary condition (at least one required for active pursuit): elevated lookalike domain activity targeting the brand, rising domain risk scores in passive DNS datasets, emergence of threat actor infrastructure correlated with the company's sector, or significant changes in the company's own domain footprint suggesting security gaps.
Single role change without infrastructure signal goes to nurture sequence; compound trigger moves to active sales pursuit.
This ensures outreach is timely AND demonstrates platform-specific intelligence value.
AI classifies each new CISO into one of four archetypes based on their public statements, prior role scope, and interview themes: Detection & Response Optimizer (focused on SOC efficiency and MTTD/MTTR), Threat Intel Modernizer (wants strategic intelligence and attribution), Brand & Fraud Protector (concerned about phishing, impersonation, and fraud), or Cloud Security Enricher (focused on application security and API protection).
Each archetype maps to a specific platform deployment path and module set.
Scoring model weights budget band at 35 percent (enterprise security budgets in target range), urgency from infrastructure signals at 35 percent (active threats demand immediate action), SIEM/SOAR/EDR stack compatibility at 20 percent (integration feasibility), and analyst team size at 10 percent (adoption surface for bottom-up motion).
Rules exclude accounts with multi-year incumbent threat intel contracts or incompatible security architectures.
Reply rate improved from 22 to 52 percent because dual-trigger outreach demonstrated platform-native intelligence: emails referenced specific domain risk signals and lookalike activity rather than generic congratulations on the new role.
Qualified meeting progression increased from 55 to 82 percent as archetype-mapped messaging aligned with each CISO's actual priorities: Detection Optimizers received MTTD/MTTR projections, TI Modernizers received attribution capability overviews, Brand Protectors received phishing defense frameworks.
Close rate lifted from 38 to 68 percent driven by the 90-day internet intelligence onboarding plan that gave CISOs a concrete roadmap for their first quarter success metrics.
Average deal size increased 70 percent as the analyst journey track demonstrated bottom-up adoption potential, leading CISOs to deploy full platform rather than single modules.
Pipeline volume reached 2.5x compared to role-change-only motion because infrastructure signals surfaced opportunities before competitors using generic ABM approaches.
Time to expansion decreased 40 percent as the structured onboarding plan created natural upsell moments at 30, 60, and 90 day milestones.
You will speak with a market engineer, review the signals and workflows that fit your market, and leave with concrete next steps.
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