The Client Industry: IT Outsourcing & Managed Services
This established IT outsourcing and managed services provider has been operating for more than 15 years, employs over 1,000 professionals, and $380 Million in annual revenue. The company delivers outsourced cloud infrastructure, data center, cybersecurity, disaster recovery, and managed IT services to mid-market and enterprise organizations across the United States.
With a national delivery footprint, deep operational expertise, and a mature go-to-market organization, the provider supports customers with mission-critical requirements around uptime, compliance, and operational resilience. Despite strong brand recognition, significant internal marketing resources, and prior investment in demand generation technologies, the company sought a more effective way to consistently engage senior U.S. IT decision makers who were actively evaluating outsourcing and managed services partnerships.
These CIO, CTO, infrastructure, and security leaders represent the same buyer profiles that IT services BPOs must reach to drive scalable, high-value growth.
The Challenge
As the company expanded its enterprise footprint, it needed to generate net-new, high-value sales pipeline in a crowded market where awareness alone did not translate into evaluations. Traditional digital programs and broad paid media created surface-level interest but failed to reliably convert into decision-ready sales conversations.
Outsourcing decisions were increasingly risk-driven and business-oriented, requiring discussions focused on resilience, compliance, cost predictability, and operational accountability not technical features. With limited opportunities for in-person engagement and internal teams balancing multiple growth initiatives, the company needed a way to reach decision-ready IT leaders and accelerate pipeline without increasing spend or overloading sales teams.
Our Approach
InsideUp applied an AI-driven demand activation model designed to identify and engage enterprise IT buyers already in an evaluation mindset for outsourced and managed services.
Using a combination of high-quality data, enrichment, and predictive AI, InsideUp isolated accounts and decision makers most likely to be reassessing infrastructure, cloud, and security outsourcing strategies. Educational content was used to frame outsourcing decisions around business outcomes such as uptime, risk reduction, scalability, and cost control before direct engagement occurred.
Generative AI enabled personalized outreach at scale, tailoring messaging to buyer context, industry, and operational priorities. InsideUp’s experienced engagement team then conducted consultative live conversations to validate urgency, scope, and fit, ensuring that only sales-ready opportunities with real intent were delivered to the client’s sales organization.
This combination of AI, education, and human qualification ensured pipeline was built around enterprise demand, not lead volume.
The Results
InsideUp delivered a consistent flow of decision-ready enterprise opportunities, achieving an 14% prospect-to-opportunity conversion rate a significant improvement over prior digital-only efforts.
The program generated a sales pipeline valued at more than 8x the client’s marketing investment, demonstrating InsideUp’s ability to deliver high-quality, revenue-ready pipeline even for a large, well-resourced IT outsourcing provider with mature internal marketing and sales capabilities.
