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Argus Cyber Security protects connected vehicles from cyber threats, serving automotive manufacturers and suppliers worldwide. The company generates significant inbound interest, but its internal sales team faced persistent challenges converting these leads into revenue. On average, Argus was closing just 2 out of every 83 qualified leads.
To address this, Argus partnered with Whistle to run a pilot campaign designed to improve lead conversion while evaluating external SDR support against internal benchmarks. The initiative aimed to provide higher-quality leads to Account Executives, increase visibility into pipeline performance, and establish repeatable processes for sustained sales growth.
Low Inbound Conversion Rates: Despite a steady flow of inbound leads, Argus was closing only 2 out of every 83 qualified leads.
Limited Sales Activity: Account Executives primarily relied on email outreach, reducing follow-up opportunities and limiting funnel progression.
Need for Process Clarity: The company sought more structured lead qualification, clearer role definitions between SDRs and AEs, and better visibility into pipeline health.
Whistle implemented a structured, data-driven process to improve lead conversion and pipeline transparency:
Structured Qualification
One full-time seat (2 SDRs) was allocated to ensure Account Executives received high-quality, pre-qualified leads based on scoring criteria and prospect engagement.
Lead Management and Accountability
Processes were established to track lead handling, monitor SDR activity, and provide transparency into pipeline health.
Pipeline Visibility and Process Optimization
Whistle introduced methods for prospect engagement, including follow-up cadence and lead scoring, giving Argus clear insights into which opportunities were most likely to convert.
With structured qualification processes established and early ROI signals from the pilot, Argus is better positioned to refine its internal sales strategy. Whistle remains ready to support scaling these processes and further improving inbound conversion rates.
Solutions
Segmenting SDR and AE responsibilities and introducing clear qualification processes strengthened pipeline visibility and improved lead quality before handoff.
Even warm leads require rigorous follow-up and human contact, something email-only engagement cannot deliver.
Beyond immediate performance, the project provided a model for internal workflow improvements and sales structure evaluation.
