Pipeline for B2B IT and SaaS: relevant meetings, consistently
Technical relevance, precise roles, qualification without marketing. Outbound without spamming — metrics tied to pipeline.
How Purchasing Works in This Sector
Buying Process
IT companies buy based on technical evaluation. Decisions involve IT leadership, security, procurement, and finance. Technical validation and integration are important.
Decision Making
Typically 3–5 stakeholders: CIO/IT Manager (technical need), Security (compliance), Procurement (terms), Finance (budget), CEO (strategic projects).
Typical Blockers & Obstacles
Technical integration and compatibility
Security and compliance requirements
Vendor-lock and existing contracts
Internal capacities and prioritization
Budget cycles
Who We Reach
We identify and qualify the right roles in the decision process
Decision Makers
CIO / IT Manager
Strategic IT decisions, responsibility for infrastructure and systems.
Head of Infrastructure
Technical architecture, cloud, on-premise, hybrid solutions.
Influencers
Security Manager
Cybersecurity, compliance, vendor security review.
Procurement
Negotiating terms, vendor management.
Gatekeepers
IT Helpdesk / Shared inbox
First contact, filtering requests.
Typical Situations Where We Help
Why now? What do we qualify? Each use case has its timing and context.
Cloud Migration
Outdated infrastructure, need for scalability, cost optimization.
Cybersecurity
New regulations, incident response, security audit.
Managed Services
Lack of internal capacity, need for 24/7 support, specialization.
HW Refresh
Aging infrastructure, end of support, performance limits.
MDM / Endpoint Management
Remote work growth, BYOD policy, security compliance.
Sales Cycle Reality
Typical flow and where we add value
2–6 months (depends on complexity)
Discovery / technical qualification
Technical presentation / demo
POC / trial
Security review
Proposal and negotiation
Approval
Where We Add Value
Outbound helps identify companies with technical needs, qualify fit, and plan timing considering IT projects and budgets.
How We Communicate
Communication Tone
Technical and factual. No buzzwords, clear qualification, respect for IT professionals' time.
What We Don't Do
- ×Marketing buzzwords without substance
- ×Too aggressive follow-up
- ×Ignoring technical details
- ×Spam without personalization
- ×Promising unrealistic results
Compliance
- GDPR: legitimate interest, opt-out
- Technical information: confidentiality
- Security: no sensitive questions in first contact
What We Discover
Structured approach to qualifying every opportunity
- What technologies do you use?
- Who is the current vendor?
- What works / doesn't work?
What You'll Receive
CRM Handover
Complete record: contact, technical context, pain points, next steps.
Weekly Reporting
Activity, quality, conversion, technical learnings.
Technical Briefing
Before meeting: technical context, expectations, recommendations.
How It Looks in Practice: BELLhop
booked meetings
opportunity conversion
“For many years, we approached potential customers by phone using our own internal capacities. It was neither easy nor pleasant. We are very satisfied with Sellexa services and plan to continue.”
Jan Šulák
Generální ředitel, NEURIT s.r.o.
Have Questions?
Answers to common questions about collaboration in this industry
Before starting, we do detailed product briefing. Our SDRs have technical scripts and continuously learn.
Didn't find the answer to your question?
Contact usReady to Start?
Schedule a no-obligation call and learn how we can help with pipeline in your industry.