Case Study

How Gigamon added $1 Million to their pipeline with a 9–12 month timeframe

Client

Serving clients with 500+ employees

Target market: Enterprise IT security and network visibility across regulated and complex environments.

Challenge: Too many low-intent SMB meetings without budget, authority, or fit.

Key KPI Achieved

$1M

Added to Pipeline (within 9–12 months)

Meeting to opportunity conversion ≥40%

A survey-based qualification to filter by enterprise size (500+), seniority (C/VP and empowered technical owners), and strategic fit.

From volume to high-intent: survey-led qualification, defined follow-up rhythm, continuous feedback loop.

‍What made Gigamon realize they needed help

Gigamon was taking a lot of meetings, but few turned into real opportunities. Calls ended without clear pain, budget, or next steps. Time was spent. Momentum wasn’t.

Too many SMBs slipped into the funnel even though Gigamon sells to enterprises with 500+ employees. These accounts often lacked the scale and complexity where Gigamon’s strengths matter most. The fit wasn’t great.

The right people weren’t always in the room. Meetings didn’t consistently include C/VP leaders or empowered technical decision makers. Without budget authority or ownership, deals stalled before they could start.

All of this spread sales time thin. Calendars looked full, but pipeline didn’t move. Gigamon needed a tighter way to qualify: clear rules on company size, seniority, and fit, so every meeting had a reason to exist and a path to progress.

Leveraging structure to get high-intent conversions

We replaced volume with structure. First, we built a survey-based qualification flow that filtered by company size, role seniority, and strategic fit—prioritizing enterprises with 500+ employees and true decision-makers. Since we leverage our network of more than 8k IT buyer, we only funneled those who actually needed what Gigamon offers. This cut out SMB noise and kept the focus on accounts where Gigamon is a fit.We also put a clear follow-up rhythm in place. Every qualified meeting had defined next steps and thoughtful follow-through, which maintained lead quality and helped conversations turn into longer-term relationships.

A tight feedback loop made the engine better over time. Together with Gigamon, we reviewed results, refined lead criteria, and improved post-call tactics— including enforcing a minimum company size threshold to lift conversion rates.

Finally, we aligned the motion with their partners. Programs expanded with ePlus and Optiv and ran across distributors TD SYNNEX and Arrow. This kept targeting consistent, supported regional reach through partner teams, and set the stage for high-intent outcomes—like AmeriGas’ $1,000,000 zero-trust initiative with a 9–12 month window and no vendors engaged, and the Emery Oleochemical conversation that turned into a deeper, KPI-aligned partnership.

What difference did they see?

From unqualified meetings to conversations with C/VP executives

Constantly having to pick from low-intent leads with fewer than 500 employees only delayed a conversion that wasn’t going to happen anyway. No amount of nurturing or convincing will ever force a decision when the fundamentals are missing—budget, decision-makers, and intent.

Our qualification process put the right people at the table—C/VP leaders and empowered technical owners from enterprise accounts. Stronger decision makers, who are not window shopping, have control and the intent to say “yes” sooner and with authority.

Quality conversations that didn’t die after the first meeting

Gigamon spent too much time on low-value conversations that didn’t stick. Most opportunities were squandered after the first call, and it was evident that they needed a rhythm of meetings scheduled one after the other with the right accounts.

Conversations won’t turn cold if you don’t let them. We worked with the team to define a foolproof follow-up process with tech leaders who were already interested.

They saw longer meetings that happened organically. In one of our conversations, the team said, “Our meeting with Emery Oleochemical was outstanding—a call scheduled for 30 minutes went an hour, with us solving their business problems and aligning KPIs.” They also went on to say, “Our next steps have been set. We can now be a true force multiplier for a client in need.”

Better partnerships, bigger surface area, more conversations

We helped Gigamon expand their partnership with distributors and resellers like ePlus, Optiv, TD Synnex, and Arrow with focused programs. We also ran campaigns to give them access to accounts and tech buyers in regions they wouldn’t have reached otherwise, aligning well with their target demographic.

Covering more opportunities helped put Gigamon in the right rooms, giving them consistent access to enterprise accounts and high-quality matches in previously untapped territories.

All this resulted in a $1,000,000 pipeline

Conversions don’t happen overnight. And they also don’t happen if your approach is inefficient. From giving them access to enterprise clients and decision-makers to improving their sales process and expanding the pipeline—we were able to nurture conversations that resulted in an outcome like AmeriGas.

The first conversation with AmeriGas happened with the Manager of Identity & Access Security (a technical decision maker). The call surfaced a zero-trust initiative with a $1,000,000 budget, a 9–12 month timeline. A high-intent, ready-to-convert path that directly added $1M to pipeline within a defined window.

This was a result of deliberate, compounding actions—not guesswork.

Traditional lead gen is dead. Stop wasting your time.

Modern tech buyers are different. Gigamon has trouble converting and most probably you do too. Get matched with higher-intent buyers who are ready to make the move right now, not a year from now.

Before we began our partnership, Advizex had a familiar but corrosive problem: their team had stopped trusting the pipeline. Marketing and sales were caught in a cycle of "qualified" leads that rarely matched reality. Reps grew skeptical, leadership lost credibility, and pipeline meetings became exercises in managing disappointment—not driving growth.

As Chris Miller, CTO at Advizex, put it:

"You kind of felt like people were just trying to get a Starbucks card out of it. They wouldn't show up, or they'd be nothing like the lead sheet. Eventually, you stop trusting anything in the pipeline."

Chris Miller, CTO

This wasn't just a sales problem. It was a cultural challenge—one that undermined belief in the business itself.

Our Approach: Rebuilding Trust, Not Just Filling the Funnel

We knew Advizex didn't need more leads—they needed real opportunities, and a process their people could believe in again. So we delivered:

Buyer-Initiated Connections

We built a system where IT buyers approached Advizex on their own terms, when they were genuinely ready to engage. No more chasing, no more "defensive" calls—just aligned, high-intent conversations.

Depth Over Checkbox Qualification

Our qualification process goes beyond BANT. We dig deep into business drivers, pain points, decision criteria, and stakeholder dynamics. Every lead comes with context, so reps walk into calls prepared—no more surprises.

Operational Discipline

We integrated seamlessly with Advizex's Salesforce, enforced rapid lead assignment, and instituted shared calendar and briefing protocols. Leads are assigned within hours, not days. Every interaction is tracked, measured, and improved.

The Outcome

Yes, Advizex achieved a 50% lead-to-pipeline conversion rate with us—8x the industry average. But the real story is in the transformation beneath the numbers:

Sales meetings shifted from skepticism to strategy.
Reps prepared for calls with anticipation, not dread.
Forecast accuracy improved, restoring executive trust.
The team's confidence returned—along with their ambition.

"The quality of leads we're getting is hands down the best since I've been here. Our reps say the same thing. We're winning deals we never could before, because we know more going in than anyone else in the room."

Chris Miller, CTO

Our Learning Loop

About half of all leads don't convert immediately—and that's by design. We treat every non-conversion as data, not failure. Many are long-term nurture opportunities. We analyze every outcome, refine our filters, and use feedback from the Advizex team to sharpen every future campaign. As we scale, quality doesn't slip—because we never stop learning.

Buyer-first platform: We let prospects take the lead, ensuring every conversation is wanted and valuable.
Rich, actionable insights: Every lead is more than a name—it's a story, a need, a roadmap for value.
Relentless focus on trust: We don't just deliver metrics. We help rebuild organizational belief.

"We stopped chasing. We started attracting. And for the first time in years, we trusted our pipeline."

Advizex Sales Leader

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