Empowering a Leading APAC-Based Cybersecurity Provider to Generate High-Intent IT Security Leads Across Southeast Asia

Client Overview

A globally renowned technology company headquartered in the APAC region, this client offers cutting-edge cybersecurity products designed to help enterprises proactively protect their digital environments. With an international footprint in over 200 countries and a deep commitment to cyber resilience, the firm has earned the trust of thousands of businesses, governments, and IT leaders.

• Industry: Information Security / Technology Solutions
• Region: APAC (Global Operations)
• Employees: 1,500+ globally
• Solution Portfolio:
  • Business Continuity and IT Security Management
  • Threat Monitoring and Behavioral Analysis
  • Cyber Risk Intelligence and Network Safeguards

The company focuses on B2B enterprise security, catering to organizations seeking full-spectrum defense from data breaches, malware intrusions, advanced persistent threats (APTs), and infrastructure vulnerabilities.Incident Detection and Response Tools

Campaign Objective

To build a pipeline of BANT-qualified leads across four emerging Southeast Asian markets:

• Bangladesh
• Thailand
• Indonesia
• Vietnam

The goals were clearly defined:

• Reach IT security decision-makers across verticals including BFSI, Healthcare, Government, Manufacturing, Retail, and Tech
• Deliver a total of 25 highly qualified leads over a 3-month campaign cycle
• Engage leads through multi-channel outreach
• Enable the client to host a focused webinar to convert warm leads into active opportunities

Key Challenges

The campaign had to overcome regional and strategic complexities:

• Data Scarcity: Target personas were not easily accessible through standard databases in some geographies
• Cultural Diversity: Communication nuances and technology adoption patterns varied across the 4 countries
• Seniority Barriers: Reaching and engaging high-ranking security professionals like CIOs, CTOs, and CISOs
• Fragmented Market Maturity: Differing cybersecurity maturity levels across each market required custom messaging approaches

LakeB2B’s Solution Strategy

LakeB2B deployed a regionally adaptive and insight-led campaign strategy, customized to match the client’s solution narrative with market-specific expectations.

Phase 1: Data Intelligence & Personal Mapping

LakeB2B began by audience blueprinting:

• Mapped over 4,000 relevant security and IT decision-makers across the four countries
• Filtered leads by:
  • Job titles: CIO, CTO, CISO, IT Director, Security Analyst, SOC Head
  • Company size: 200+ employees
  • Industries: BFSI, Government, Energy, Manufacturing, Tech Services
• Validated contact data with firmographic and technographic enrichment
• Assigned lead tiers (Tier 1, Tier 2) based on company size, revenue, and ICP match

Phase 2: Multi-Touch Engagement Plan

The campaign used a blended mix of channels to ensure brand visibility, message retention, and conversion readiness.

Email Outreach

• Localized messaging tailored per region
• Two-touch cadence for each contact
• HTML + Text variations tested using A/B subject line strategies
• Landing pages created with country-specific language/visuals
• Real-time analytics tracking for open/click/responses

LinkedIn InMail Campaigns

• Targeted senior executives on LinkedIn with profile-personalized InMail
• Carousel creatives and infographics highlighting business use cases and risk management benefits
• CTA: “Secure Your Business – Let’s Talk Cyber Readiness”

Tele-calling & BANT Qualification

• Dedicated native-speaking reps deployed per region
• Engaged IT leaders in meaningful, pain-point-first conversations
• Captured responses to BANT questions:
  • Budget: Availability of dedicated security transformation spend
  • Authority: Role in final decision-making
  • Need: Current security gaps and solution alignment
  • Timeline: Implementation plans in the next 1–2 quarters
• Warm leads were escalated immediately for client follow-up

Phase 3: Lead Qualification with BANT Framework

Each qualified lead was:

• Documented with full engagement history and BANT details
• Delivered to the client weekly in structured reports
• Invited to a custom webinar session, hosted regionally to present the client’s core security framework

The final webinar became the campaign’s key conversion point, giving client teams the opportunity to interact with engaged and educated prospects.

Key Campaign Results (3-Month Period)

Outcome & Business Impact

• Successfully enabled the client’s sales and marketing team to launch a focused, region-specific sales effort
• The campaign provided deep insights into buyer personas, security maturity levels, and regional response behaviors
• The webinar engagement not only showcased the solution but also led to pipeline-level follow-ups in all 4 countries
• The client achieved their core campaign goal within timeline and budget, and expressed interest in replicating the model across additional markets in South Asia and the Middle East