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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.
Meetings Scheduled: 103 meetings scheduled through the mixed inbound/outbound pilot campaign.
Qualified Pipeline: 40 qualified sales opportunities created, generating a substantial pipeline value of $5,000,000.
Revenue Impact: Generated an estimated $1,000,000 in revenue, delivering a significant 41X ROI.
Meeting Quality: Achieved a 73% meeting held rate, ensuring high engagement with the prospects booked.
Internal Satisfaction: An internal survey revealed that 83% of Argus employees rated the project positively, citing clear benefits to their sales process structure.
Process Validation: Successfully transitioned from a low conversion model (closing 2 out of 83 leads) to a structured, high-visibility pipeline process.
"Argus is very happy with the pilot project to date. We ran an internal survey to evaluate the effectiveness of the partnership and Whistle’s impact—83% of employees rated the project positively, citing clear benefits to our sales process."
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.
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