Security services sold to enterprises and through partners
LevelBlue sells cybersecurity services and technology: managed detection and response, network security, consulting and its USM platform. It sells to enterprise buyers directly and through managed security service provider partners.
The two groups read different parts of the website. Product pages tell an enterprise seller what an account cares about, while partner-program research matters more to a channel account manager.
Named accounts were reading the site, and sellers couldn’t see them
Only a small share of visitors ever filled out a form. Marketing was bringing in the right organizations, but sellers had no view of who they were or what they were reading.
Preparing for an account also meant checking several places. Sales-enablement material sat in Binder, and account history and other context lived elsewhere. The team needed that information within easy reach and a way to know when a target account was showing interest.
Named-account activity shows up where sellers already work
LevelBlue uploaded its named-account list. MarketBetter identified the companies visiting the site and scored their engagement by recency and number of distinct visitors. Several people from one account reading network-security pages, for example, could flag it for a closer look. Referral source and geography sat right next to the activity.
Among the accounts that surfaced were a large equipment-rental company with visits from several locations and a managed security partner reading up on the channel program. Persona definitions and ZoomInfo lookup helped find the right contacts.
At the same time, LevelBlue set up a Microsoft Teams assistant trained on Binder material and its public website. Sellers could ask it which accounts had visited, or ask product questions, without leaving the tool they already used.
“Our sellers don't want one more dashboard to check — they want the right account, the right contact, and a draft ready to send. Putting it inside Teams is what makes them actually use it.”
Direct and channel sellers working from the same view
The channel team could use partner-program activity to prepare for a conversation with an MSSP. Direct sellers could see which topics an enterprise account was researching and pull up the sales material to match.
The next phase was planned to tie intent thresholds to alerts for the assigned seller, contact lookup and Outreach sequences, with Eloqua and Salesforce sync on the same roadmap. Those pieces would add to the account intelligence and Teams assistant already in place.
Sellers ask a question and get the account context
A seller can start by asking whether a named account has visited recently and what it looked at. The assistant pulls that together with product and pricing information, so the seller does less digging.
Direct buyers and partners still get different conversations. The same visitor data supports both, and what the seller says depends on the account’s relationship with LevelBlue and the pages it’s reading.
18 new opportunities in a quarter, and a clear view of which named accounts are visiting
With named-account intent in front of sellers and AI-based outreach running, LevelBlue generated 18 new opportunities worth more than $1.7M in pipeline in a single quarter.
Within weeks of turning on tracking, named-account visits that used to be anonymous showed up with stakeholder, referral and location details. Sellers could dig into that interest through the Teams assistant, with enablement material close at hand.
Marketing now sees which accounts are engaging, and sales has a practical way to prepare. The planned CRM and outreach integrations would build on that.
“Signals surfaced the accounts showing real intent — now our reps know exactly where to aim.”