The situation.
HiComply already had a strong product and an established sales team, with multiple SDRs and account executives running outreach. The gap was top-of-funnel volume. They wanted more qualified meetings entering the pipeline without overloading the people they already had.
Why they came to Sentrama.
HiComply had a clear market opportunity and wanted to act on it at pace. In SaaS and technology, certifications like ISO 27001 and SOC 2 are commercial requirements, asked for during enterprise due diligence, so compliance becomes a route to market. HiComply wanted that urgency turned into a repeatable outbound motion, proven first in the UK and Europe before any move into North America.
The challenge and how we solved it.
The hard part was converting a broad market opportunity into a consistent flow of qualified meetings. That meant reaching the right compliance, IT and security leaders and qualifying them properly before anything reached the sales team. The tooling market was saturated, so most prospects already had a platform, a manual process or a consultant in place.
- A broad addressable market that needed sharp focus to convert
- The right buyers sat across compliance, IT and security
- A saturated market where most prospects already had something in place
- Meetings had to be genuinely qualified, not just booked
We narrowed the campaign to a tighter ICP and built it around qualification:
- Targeted UK companies of 51 to 10,000 employees across SaaS, Technology, Software and Construction
- Reached Information Security, Compliance, IT and Technology leaders from Manager to C-level
- Built messaging around real buying triggers: audit readiness, replacing manual processes, ISO 27001, SOC 2 and GDPR
- Used the Sentrama Platform for transcripts, call results, handovers and live market insight
- Ran weekly refinement with the HiComply team to sharpen the pitch on live feedback
What worked.
- The situational pain angle beat the generic compliance-platform pitch. Replacing fragmented, manual or spreadsheet-based processes resonated most.
- The benchmark angle won where a prospect was already reviewing a GRC platform or had a renewal coming up.
- Phone-led outreach let the SDR qualify nuance in real time and turn ‘we already have something’ into a comparison rather than a dead end.
- Clear objection handling from day one held conversion in a crowded market.
