Out of all my lead gen technologies, it's number one.
Director of global business development, Transmit Security
About Transmit Security
Transmit Security is a global leader in identity security — helping enterprises eliminate fraud and deliver seamless authentication at scale. Trusted by some of the world's largest banks, retailers, and healthcare organizations, they operate across North America, Europe, and Latin America.
Their ICP sits at the very top of the org chart - VPs of Fraud, CISOs, and identity architects at Fortune 500 companies. Buyers who are notoriously hard to reach, and nearly impossible to cold call.
That's exactly where Spear came in.
The Problem
Transmit Security had a product that enterprise security leaders needed. Getting those leaders on the phone was another story entirely.
Their ICP - VPs of Fraud, CISOs, identity architects - doesn't respond to cold calls. Doesn't reply to generic emails. These are some of the most protected buyers in the industry, surrounded by gatekeepers and drowning in vendor noise. Traditional outbound wasn't just underperforming. It was the wrong tool entirely.
"Our ICP is so kind of gate-kept — hidden. VPs of fraud, it's hard to get in with them. We had folks doing outbound cold calling. It didn't really work."
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The team needed a smarter approach - one that used AI to identify the right moment to reach out, not just the right person. They wanted pipeline building that was signal-driven, not effort-driven. Less manual research. Less guesswork. More precision.
They needed their AEs to execute consistently - especially around events, where timing is everything and a missed window means waiting another year. And they needed it to work across three regions simultaneously.
What they had wasn't cutting it. What they needed was a completely different approach.
The Solution
Transmit Security deployed Spear across their entire North American, European, and Latin American sales teams- and found the answer to their gatekeeper problem in an unexpected place: LinkedIn.
Unlike email, LinkedIn has no spam filter. A connection request doesn't get blocked - it gets considered. And with Spear, that request only goes out after a prospect has done something meaningful. A post. A job change. A signal that the timing is right.
The trigger-based approach replaced guesswork with precision. Instead of blasting lists, reps waited for the right moment - then reached out with context that actually meant something to the person receiving it.
For events, the impact was immediate. RSA Conference alone represented a significant portion of Transmit's annual demand-gen budget. Spear automated outreach across all AEs to drive attendance, turning what had previously depended on individual rep effort into a coordinated, always-on campaign.
The platform also scaled upward. When CRO Christophe Colleen requested a license, his executive assistant managed the day-to-day - letting him engage C-suite prospects directly without the operational burden. Spear had become an executive tool, not just an SDR tool.
"What I found with LinkedIn is that it allows them to authenticate us. LinkedIn doesn't have a spam filter. If I ask you to link into me, you'll check me out first. Spear then goes — but it only sends a LinkedIn connection after you've done something."
The Impact
Within four months, Spear had become Transmit Security's #1 lead generation technology. Not top three. Number one.
$2.5M+ in pipeline generated. Five qualified opportunities closed. And engagement numbers that made the old approach look embarrassing - 6× the response rate on LinkedIn compared to email, with individual campaigns hitting 30% reply rates straight out of the gate.
The expansion told its own story. Transmit had started with a 25-license agreement. Within months they were over it - scaling to 45, with plans to add as many as 20 more AEs globally, each of whom would need a Spear license.
Reddit and X monitoring were added to capture prospects where they actually spent time. Website visitor de-anonymization turned high-intent anonymous traffic into a reachable pipeline. The platform hadn't just solved the original problem —-it had opened channels the team hadn't even considered before.
But the number that mattered most wasn't pipeline or reply rates. It was this: the CRO was using it himself.
"We've already booked $2.5 million in pipeline qualified from Spear and our AEs."
