Case study

Roy Itzhaki · Updated 9 Nov 2026

Series A AI security company: 31 meetings and $800K in open pipeline.

BizDev Labs booked 31 meetings with security leaders for a Series A AI security company, building $800K in open pipeline across 5 deals, including $450K of late-stage pipeline across 2 deals in negotiation.

Cold Calling LinkedIn Email

Series A AI security companyAI security operations

Security analysts at their desks facing a wall of monitors in a security operations center

"BizDev Labs consistently drives new business for us. They engage well with security leaders and have expanded market awareness about our product."

Verified G2 reviewer

Series A AI security company

Verified G2 review

meetings booked

With security leaders.

$800K

open pipeline across 5 deals

Open opportunities, not closed-won revenue.

$450K

late-stage pipeline across 2 deals in negotiation

Open opportunities, not closed-won revenue.

Client: A Series A cybersecurity company that has raised $70M, building an AI-native security operations platform
Buyers: CISOs and SecOps, detection and security engineering leaders at US companies with 1,000+ employees
Program: A dedicated cold caller from May 2026, with LinkedIn and email added for Black Hat in July
Timeline: Since May 2026
Results: 31 meetings booked, $800K in open pipeline across 5 deals, $450K of late-stage pipeline across 2 deals in negotiation, and a 5-star client review

01. The challenge

Open doors with security leaders already hearing from 20 to 30 AI SOC vendors.

The client needed outbound to open doors with security leaders who were already hearing from 20 to 30 AI SOC vendors. Its deals had come from personal relationships, and outbound had not yet produced one.

A crowded category: prospects lumped the client in with other AI SOC tools, and its headcount-based pricing was unfamiliar.

Fear of a rip and replace: many security teams assumed the platform meant replacing Splunk or another SIEM they had just paid for.

Timing: in the first weeks, about a third of conversations stalled on a recent SIEM investment, migration or multi-year contract.

02. What we did

What we did

We started with one dedicated caller on Directors of SecOps and above, then changed the opener, the list and the channel mix as the calls taught us what worked.

Led with “augment, not replace”

Within the first two weeks, every call opened on working alongside the existing SIEM, so a recent Splunk spend became a reason to talk instead of a reason to hang up.

Used one strong customer story

Once the client cleared it, calls opened with a well-known AI company moving its full security operations to the platform.

Tested mid-market against enterprise

A mid-market list booked about 50% more meetings per call than the other lists, so it became the core list.

Turned conferences into meetings

Before Black Hat, LinkedIn outreach from the client team’s own profiles brought CISOs to its suite and booth. For Fal.Con, we booked meetings at the show by positioning the platform as getting more out of CrowdStrike Falcon, never replacing it.

Saved meetings that were slipping

When a security engineer at a large food company missed his meeting, our caller phoned and texted him on the spot. The call ran long and led to a full demo.

03. Results

Outbound results for a Series A AI security company

Outbound gave the client a steady run of meetings with the people who own security operations, and $800K in open pipeline from them.

meetings booked with security leaders

$800K

open pipeline across 5 deals

$450K

late-stage pipeline across 2 deals in negotiation

Phone carried the program from the first week, with the busiest months around Black Hat and Fal.Con. LinkedIn from the client team's own profiles added CISO meetings around Black Hat.

The buyers who took meetings included CISOs at an aerospace manufacturer and a reinsurer, and security leaders at a global investment manager, a professional credentials body and a cloud communications company.

What this shows: These are results from this engagement, not a guarantee of future performance. The $800K in open pipeline and the $450K of late-stage pipeline are open opportunities, not closed-won revenue.

04. What we learned

Four lessons from the program.

Open with fit, not replacement.

Teams that just bought a SIEM will still talk if the first line is about working alongside it.

Go a level up and a size down.

Mid-market companies and director-level SecOps owners booked more often than enterprise lists and analysts.

Run events through the client's own people.

LinkedIn from the client team's profiles got CISOs into Black Hat meetings that cold calls to a patchy attendee list could not.

Treat timing as a signal.

A fresh multi-year contract ends the conversation, so the renewal date belongs in the first call.

05. Client quote

An incredible partner.

"BizDev Labs consistently drives new business for us. They engage well with security leaders and have expanded market awareness about our product."

Verified G2 reviewer

Series A AI security company

Verified G2 review

Series A AI security company

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Series A AI security company: 31 meetings and $800K in open pipeline.

Open doors with security leaders already hearing from 20 to 30 AI SOC vendors.

What we did

Led with “augment, not replace”

Used one strong customer story

Tested mid-market against enterprise

Turned conferences into meetings

Saved meetings that were slipping

Outbound results for a Series A AI security company

Four lessons from the program.

Open with fit, not replacement.

Go a level up and a size down.

Run events through the client's own people.

Treat timing as a signal.

An incredible partner.

More companies breaking into enterprise markets.

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