GTM for Cybersecurity
The GTM infrastructure cybersecurity companies need to scale
We build outbound systems, enrichment pipelines, and revenue infrastructure that help cybersecurity companies generate qualified pipeline with CISOs, security engineers, and DevSecOps teams.
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Trusted by cybersecurity companies
Case Study“
Harochi helped us scale our outbound, close numerous deals, including our biggest customer, and build the infrastructure we needed to move from Seed to Series B.
Roeland Delrue
Co-Founder, Aikido
Case Study“
Harochi built the qualification system that took us from $3M to $15M ARR. Their automation is so good our reps actually trust it.
Ilija Stojkovski
CRO, HeyReach
The Challenge
Cybersecurity GTM doesn't work like other B2B
Security buyers are skeptical, technical, and drowning in vendor noise. Generic playbooks don't work. You need GTM infrastructure built for the way security teams actually buy.
Problem
Technical buyers are hard to reach
So What
CISOs, security engineers, and DevSecOps leads ignore generic outreach. Without hyper-targeted messaging backed by technographic and firmographic data, your pipeline stays empty.
Problem
Sales cycles are long and complex
So What
Security purchases involve procurement, compliance review, and multiple stakeholders. Without a GTM system built for multi-touch nurture, deals stall or die in committee.
Problem
The market is crowded and noisy
So What
Thousands of cybersecurity vendors are fighting for the same buyers. Without precise ICP targeting and signal-based outreach, you're just adding to the noise.
Problem
Buyers think in compliance frameworks
So What
Your prospects care about SOC 2, ISO 27001, NIS2, and DORA, not product features. Without messaging grounded in their regulatory reality, you don't get past the first reply.
What We Build
GTM systems engineered for cybersecurity
We don't run campaigns. We build the infrastructure that makes your GTM engine work. Everything is tailored to the cybersecurity buyer journey.
Security Buyer Targeting
ICP-driven enrichment using technographic, firmographic, and compliance data to identify and prioritize CISOs, VP Security, and DevSecOps leads at companies with the right stack and maturity.
Signal-Based Outbound
Outbound triggers based on security hiring surges, compliance deadlines, breach disclosures, funding rounds, and tech stack changes, so you reach buyers when timing matters most.
Multichannel Sequences
Coordinated outreach across LinkedIn, email, and direct channels. Personalized to security personas with messaging that references their stack, compliance needs, and business context.
Pipeline & CRM Automation
CRM workflows that track multi-stakeholder deals, automate follow-ups across buying committees, and give your team full visibility into long-cycle security deals.
Enrichment Waterfalls
Multi-source data waterfalls pulling from 100+ providers to build complete prospect profiles: tech stack, compliance certifications, headcount, funding, and security maturity indicators.
ABM Infrastructure
Account-based systems that orchestrate outreach across multiple personas within target accounts: security, engineering, and executive stakeholders, with coordinated timing and messaging.
Who This Is For
Cybersecurity companies ready to build scalable pipeline
We work with Series A and Series B cybersecurity startups that have proven product-market fit but need GTM infrastructure to match their ambition. Whether you're selling application security, cloud security, threat intelligence, or GRC tools, the GTM challenge is the same.
You're selling to CISOs, security engineers, or DevSecOps teams
Your outbound is manual and inconsistent
Generic messaging isn't landing with technical buyers
You need pipeline from enterprise and mid-market accounts
Your sales cycle is long and involves multiple stakeholders
You want to scale outbound without hiring more SDRs
How We Work
From discovery to qualified pipeline in 3 months
01
Discovery + Build
We map your ICP, audit your current GTM stack, architect enrichment waterfalls, build targeting lists, configure CRM workflows, and design multichannel sequences tailored to security personas.
Month 102
Launch
We launch targeted campaigns across LinkedIn and email, with personalized messaging that speaks the language of CISOs and security engineers. Pipeline starts flowing.
Month 203
Optimize
We analyze reply rates, refine targeting, A/B test messaging, and scale what works. The goal is a repeatable engine, not a one-off campaign.
Month 3Proof
Results from cybersecurity companies we've worked with
From application security to attack surface management, we've helped cybersecurity startups build the GTM infrastructure that drives real pipeline.
Application SecurityOutbound Infrastructure
€1M+ revenue closed via outbound
Built Aikido's full outbound infrastructure (enrichment, scoring, sequencing, and CRM automation), scaling from Seed to Series B.
“Harochi helped us scale our outbound, close numerous deals, including our biggest customer, and build the infrastructure we needed to move from Seed to Series B.”
Roeland Delrue
Co-Founder, Aikido
LinkedIn AutomationOutbound Infrastructure
Scaled outbound with a full GTM engine
Designed and implemented a scalable outbound system using HeyReach, Clay, and n8n for maximum pipeline velocity.
“Harochi built the qualification system that took us from $3M to $15M ARR. Their automation is so good our reps actually trust it.”
Ilija Stojkovski
CRO, HeyReach
FAQ
Common questions about GTM for cybersecurity
Do you understand the cybersecurity market?
Yes. We work with Series A and Series B cybersecurity startups, including application security (Aikido) and attack surface management (ThingsRecon). We understand the buyer personas, compliance frameworks, and technical language that drive purchasing decisions in security.
How do you reach CISOs and security engineers?
Through precision targeting and signal-based outreach. We use Clay enrichment to identify prospects by tech stack, compliance posture, security team size, and buying signals like hiring activity or funding rounds. Then we build multichannel sequences via HeyReach and email that speak directly to their priorities, not generic SaaS messaging.
What tools do you use for cybersecurity GTM?
We build on Clay for enrichment and lead scoring, HeyReach for LinkedIn outbound, Instantly or Smartlead for email, and HubSpot or Attio for CRM. We also use n8n for custom automations, like triggering outreach based on compliance deadlines or breach disclosures.
How long does it take to see results?
Most cybersecurity clients see qualified pipeline within 4-6 weeks of launch. Initial infrastructure build takes 2-4 weeks, with ongoing optimization after that. We focus on quality over volume: landing the right conversations with technical buyers, not just booking meetings.
Can you help with positioning and messaging?
We help refine your outbound messaging to resonate with security buyers, grounding it in compliance frameworks, technical pain points, and business outcomes. While we're not a branding agency, we know what gets CISOs to reply and what gets ignored.
What does an engagement look like?
Engagements run on a 3-month minimum. We begin with a discovery sprint to map your ICP, build enrichment infrastructure, and launch targeted campaigns. From there, we optimize based on data and scale what works.
Related Services
Ready to build your cybersecurity GTM engine?
Book an intro call and we'll walk through your current GTM setup, identify the biggest opportunities, and map out your infrastructure build.
Book a Call