Case

Bridging the Technical Gap: How Seclea Successfully Engaged Its Niche Audience

Company Profile

Seclea, a research-backed SaaS platform, is an innovative solution for data scientists and AI stakeholders aiming to build fair, transparent, and accountable AI applications. It offers real-time monitoring for AI risk and regulatory compliance, ensuring internal and external stakeholders' trust. Accessible to diverse AI stakeholders, Seclea bridges the gap between varied roles within an organization. It offers a comprehensive solution for AI challenges like fairness, explanation, transparency, and accountability, negating the need for multiple solutions.

Seclea Fact Sheet

Industry: Software Development
Company size: 2-10 employees.
Headquarters: Egham, Surrey
Founded: 2020

The Challenge

Seclea’s unique product was not easily understood through text alone, necessitating the need for sales calls. Additionally, their target audience, primarily technical individuals, posed an engagement challenge. The communication challenge was twofold: first, the niche product needed more than just written explanations for proper understanding, and second, their target audience often proved difficult to engage through traditional channels.

Target Group

Company Type - organizations building AI solutions to address their business challenges or bring an AI product to the market.
Geography:
  • EU
  • UK
  • US
Titles:
  • COO, Head of Compliance/Risk Management
  • AI Lead (AI Manager, VP/Director of AI)
  • Data Scientists

The Approach

Given the technical nature of their product, Seclea recognized the necessity of human interaction through sales calls. This facilitated real-time discussions, allowed immediate queries, and provided a platform to explain their unique offering more effectively to potential customers.

Furthermore, sales calls helped Seclea demonstrate how their single platform could solve numerous AI challenges and bridge the gap between various stakeholders in an organization. By doing so, they were able to build trust and paint a clearer picture of the platform's value, which written communication alone might not have achieved. The personal interaction also reassured prospects about the level of support they could anticipate from Seclea.

The Methodology

The SDR strategy involved an email and LinkedIn sequence sent to decision-makers, followed by phone calls. The Account Manager set up the entire sales funnel using sales engagement software, ensuring transparency for the AM, QA, and client through real-time results and statistics.

The Results and Analysis

The SDR campaign led to 1516 dials, 307 interactions, and 483 LinkedIn tasks, generating 13 leads. The hiring and training process for the SDR concluded by mid-January, with daily progress/training calls with the client and weekly calls with QA. Satisfied with the results, the client recommended the services to a partner company in Miami, leading to an expansion of the project.

The Conclusion

Seclea's platform, coupled with the SDR strategy, effectively engaged decision-makers, building trust in AI applications and resulting in potential growth opportunities.