"Six months ago we had zero outbound. Today we have a pipeline, enterprise logos, and a repeatable system. Spear was the starting point for all of it."
Head of Growth, Legion Security
About Legion Security
Legion Security is a cybersecurity startup building the next generation of AI-powered Security Operations. Their platform is a browser-native AI SOC analyst that learns directly from a team's real investigation workflows - observing how analysts work within their existing tools, then scaling that expertise into automated threat detection and response.
For enterprise security teams drowning in alerts and understaffed for the volume, Legion doesn't replace analysts. It makes them dramatically faster - accelerating investigations, cutting through alert fatigue, and improving response times at scale.
Their target buyers are among the most demanding in the industry: CISOs, SOC directors, and security leaders at Fortune 500 companies. Buyers who don't have time for generic outreach — and who need to trust a vendor before they'll take a meeting.
That's exactly where Spear came in
The problem
Before partnering with Spear, Legion had no formal outbound program. New business came almost exclusively through organic referrals and word-of-mouth - a model that validated product-market fit but left pipeline growth largely out of the team's control.
With a platform built to serve Fortune 500 security operations teams, Legion needed a repeatable, scalable way to reach CISOs, SOC directors, and security leaders at exactly the right moment. The challenge wasn't just building an outbound engine from scratch - it was doing it without sacrificing the trust-based, personal quality that had defined every introduction they'd made to date.
Cold outreach to security leaders is notoriously hard. These are skeptical, senior buyers drowning in vendor noise. The wrong message at the wrong moment doesn't just get ignored. It closes doors that take months to reopen.
Legion needed to go from zero outbound to a repeatable pipeline - without it feeling like they had.
The Solution
Legion turned to Spear to launch their first-ever outbound motion. With Spear’s trigger-based prospecting, they were able to identify and reach security leaders based on real-time signals – LinkedIn activity, event attendance, role changes, and keyword mentions across platforms – crafting outreach that felt genuinely personal, not automated.
Getting up and running was frictionless. Spear handled the heavy lifting of onboarding, including spending dedicated time with each member of Legion's team.
"The onboarding process was super simple… the team spent time onboarding each [member of the team] individually. White glove service."
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From the outset, Legion leaned into the platform's multi-profile architecture. By activating LinkedIn profiles across their CEO, a senior team member, and their sales team, they could simultaneously target different buyer personas and seniority levels with appropriately tailored messaging.
Spear's event campaign feature proved especially powerful. Ahead of FS-ISAC –a major financial services security conference– Legion used a pre-registration list of 318 companies and 680 attendee titles to launch a targeted campaign, warming up conversations before the event even began.
Crucially, Spear's analytics enabled Legion to run a live messaging experiment that would reshape their outbound strategy. By comparing reply rates across different message styles, a striking pattern emerged: shorter messages with a specific ask, particularly requests for expert feedback, dramatically outperformed longer, relationship-first openers.
"When it's short and has a specific ask, you see 30%, 40% reply rates."
This data-driven insight became the foundation for Legion's go-forward messaging playbook: lead with a credible title, curiosity and keep the message tight, rather than a sales pitch.
The Impact
The results validated both the approach and the platform. Within weeks of activating the optimised messaging framework, Legion booked qualified meetings with enterprise accounts including McDonald's , Chevron and TotalEnergies. The FS-ISAC campaign generated a wave of warm conversations with financial services security leaders already in evaluation mode.
The data also surfaced a strategic insight that reshuffled how Legion deployed outreach across their team: profiles with founder or CEO titles achieved connection acceptance rates approximately 50% higher than those with sales titles. Combined with the right messaging, shorter curiosity-driven openers outperformed generic "thanks for connecting" messages by nearly five times in reply rate.
"We really launched outbound with Spear. It was our way to test into outbound – and it's working."
– Ely Abramovitch, CEO, Legion Security
Legion now operates a live, multi-profile prospecting engine running daily - spanning LinkedIn triggers, event-based outreach, and social keyword monitoring for prospects already discussing the problems Legion solves.
With a clear formula proven in the data –senior titles, trigger-based timing, and concise advice-seeking messaging– Legion is focused on scaling what works: a growing pipeline that no longer depends on who happens to refer them next.
