The challenge
Trend Micro is a global cybersecurity leader: 35 years of security expertise, 7,000 employees across 70 countries, and an AI-powered platform protecting hundreds of thousands of organizations. In an industry that moves this fast, generating new leads and breaking into untapped markets is crucial for sustained growth.
Mark Blijleven, Sales Development Representative at Trend Micro in the Netherlands, was on the front lines of that endeavor. As a hunter for new business, Mark needed to identify and engage potential clients across diverse industries and brands. Traditional lead generation methods were time-consuming and often fell short of the volume and quality of leads needed to meet ambitious sales targets.
The solution
Trend Micro started with a Famelab pilot. The results were immediate and measurable, and the company rolled it out to 15+ sales representatives internationally, starting in the Netherlands. Mark became the central figure in using Famelab's AI-powered tools to scout new leads and expand Trend Micro's footprint into new brands and markets.
Famelab gave Mark and his team:
- Advanced lead generation: AI that identifies high-potential prospects and emerging brands aligned with Trend Micro's solutions
- Efficient lead management: automated organization, segmentation and prioritization, so follow-ups happen on time
- Personalized outreach: tailored messages that resonate with individual prospects, lifting engagement and conversion
- Time optimization: repetitive tasks streamlined, so the sales team focuses on strategic conversations and closing
Mark's experience
"The majority of my leads now come from Famelab. As someone who hunts for new business, the AI's ability to not only generate a higher volume of quality leads but also help manage and nurture them is a game-changer. It saves me a significant amount of time and increases my effectiveness in reaching out to potential clients."
The results
- Surge in high-quality leads: a substantial increase in both quantity and quality, letting the team exceed its outreach goals
- Market expansion: successful entry into new brands and industries, broadening Trend Micro's market presence
- Enhanced efficiency: significant time savings in lead generation and management, boosting overall productivity
- Improved conversion rates: personalized engagement led to higher response rates and better client relationships
Looking ahead
Buoyed by the success in the Netherlands, Trend Micro is expanding the collaboration to more regions and teams, replicating the Dutch playbook and continuing the growth trajectory.
For organizations aiming to amplify lead generation and penetrate new markets, Trend Micro's story shows what happens when sales hunters get an army of intelligent agents behind them.