IT Services: 22 Qualified CFO/CTO Calls

Client Overview

A mid-sized IT services company specializing in digital transformation needed to reach CFOs and CTOs at enterprise companies. Their existing outreach was getting lost in noise and failing to connect with the right decision-makers.

Challenge

Difficulty reaching executive-level decision makers
Low response rates from generic outreach (1-2%)
Long sales cycles with multiple stakeholders
Need to demonstrate ROI quickly to justify budget

Strategy & Approach

1. Executive Targeting

Focused on CFOs and CTOs at companies with 500+ employees, recent digital transformation initiatives, and budget allocation for IT services.

2. Value-Based Messaging

Developed messaging focused on ROI, cost savings, and strategic business outcomes rather than technical features.

3. Multi-Touchpoint Strategy

Combined LinkedIn outreach, email sequences, and phone calls to create multiple touchpoints with each prospect.

4. Executive Qualification

Implemented strict qualification criteria to ensure prospects had budget authority and genuine interest in IT services.

Results

22 Qualified Calls

38% Response Rate

12 Avg. Days to First Call

$1.8M Pipeline Value

Lessons Learned

What Worked

Executive-focused messaging: CFOs responded best to ROI and cost-saving angles, CTOs to innovation and competitive advantage
Timing optimization: Tuesday-Thursday calls at 2-4 PM had 50% higher answer rates
Multi-channel approach: Prospects who received LinkedIn + email + phone had 3x higher engagement
Value-first approach: Leading with business outcomes vs. technical capabilities drove higher response rates

Key Insights

Executives prefer business-focused messaging over technical details
Timing and personalization are critical for executive outreach
Multi-channel approach significantly improves success rates
Qualification saves significant sales time and resources