2 May 2025
We spent a week developing the strategy. We spent 12 months perfecting it.
At the end, we had a repeatable process for “selling out” small, highly-desirable roundtable networking events that the industry’s most senior decision-makers wanted access to.
Steve Dodsworth is the driving force behind Primotech Consulting, a strategic advisor for growth in Cyber and Financial Services markets. Primotech is dedicated to connecting their clients with senior leaders who are responsible for decision making in their organisations.
Together, INONDA and Steve had one goal: to foster meaningful long-term relationships between him and his clients, and the most exclusive and hard-to-reach dream prospects in the industry.
Before Their INONDA Campaign:
Steve struggled with manual outreach. It was time-consuming and yielded limited results.
Why?
Because manual outreach isn’t scalable. However, automating a campaign that asks people to book a “Discovery call” isn’t scalable either. The market is saturated with direct sales message spam.
Connecting with high-level CISOs is challenging, and driving and managing event registrations was a cumbersome process.
12 Months Later:
Steve is hosting regular in-person roundtable events that now get 20+ signups from senior-level decision makers.
INONDA helped Steve successfully expand his LinkedIn network by over 2,500 connections. We had dialled in a method of creating, hosting, and fully-booking exclusive in-person networking events.
All achieved through the strategic partnership with INONDA.
Imagine hosting fun and educational evenings out with 20+ of your absolute dream clients multiple times a year, building rapport, trust, relationships and insights into:
What they have going on
What their challenges are
What they need help with
Read on to find out exactly how.
Want Help Implementing This?
If you're in the HR Tech, EdTech or eLearning space and aim to connect and build meaningful sales-qualified, long-term business relationships with senior leaders without the hassle of manual outreach, we can help.
Our team will:
✅ Develop a custom strategy tailored to your goals
✅ Craft personalised messaging that resonates with senior decision-makers
✅ Manage your campaign and relationship-building system to get high-quality attention with dream prospects, and bring you exclusive sales opportunities
→ Click here to have a chat to learn more.
Alright, let’s break it down exactly how we did it.
The Challenge: How to Connect with Senior Leadership in an ethical way, and Build a Sustainable Network of High-Quality Relationships
Steve Dodsworth aimed to expand Primotech Consulting’s clients’ presence in the UK cybersecurity industry by connecting with senior CISOs and building warm, genuine long-term business relationships.
However, these are some of the toughest to reach decision makers in the industry.
To get their attention was hard enough to do this manually, he needed would need to keep up a gruelling, constant routine of outreach. This was inefficient, resulting in slow connection acceptance, and limited growth and engagement.
The core problem was:
Consistent and effective lead generation with high-level cybersecurity professionals required a scalable and personalised approach and strategy that Steve couldn’t achieve alone.
The Solution: A Tailored LinkedIn, Email + In-person Event Strategy with INONDA
Here’s the step-by-step system we used to help Steve overcome his challenges and achieve remarkable growth.
Step 1: Define the Ideal Customer Profile (ICP)
Most businesses struggle because they don’t clearly define their target audience. For Steve, it was crucial to identify senior CISOs who could benefit from Primotech’s clients’ expertise.
What we did for Steve:
Analysed his current connections and worked with Steve to identify key characteristics and buying signals for his ideal CISOs.
Created a detailed ICP to guide targeted outreach efforts.
Mapped out the specific pain points and needs of these senior leaders to tailor messaging effectively.
Step 2: Optimise LinkedIn Profile to Attract Senior CISOs
A compelling LinkedIn profile is essential to make a strong first impression and attract the right connections.
What we did:
Updated Steve’s LinkedIn profile to clearly communicate his expertise and the unique value Primotech’s clients offers.
Ensured that Steve’s profile resonated with senior CISOs, establishing credibility and trust at first glance.
Step 3: Craft A Highly-Effective Strategy for Outreach Messages
Generic messages fail to engage high-level professionals. The key to capturing attention and fostering meaningful connections is to have a stand-out offer.
Remember, people skim their inbox for things that are interesting and valuable and give them what they really want, without inconveniencing them.
With Steve, we needed a name for the event that reflected the audience and the outcome.
We landed on “Cyber and Beats”. This helped communicate the vibe and impact. The locations ranged from various exclusive private members clubs across Soho to Liverpool Street.
With world renowned entertainment venues such as Ronnie Scotts live Jazz Music, we were able to a stunning evening of music, food and networking at London’s most desirable nightlife locations.
Steve combined this with expert keynote speakers to host private, exclusive, senior-level keynotes and discussions.
Everything was paid for.
All prospects had to do was get excited about a wonderful evening of networking, entertainment and career-development, RSVP, and then turn up.
What we did for Steve:
Developed high-converting connection messages.
Crafted high-performing invitations that sold-out his events.
Created outreach, follow-up messages and InMail communications campaigns to a targeted list of dream prospects
Implemented a multi-touch outreach strategy to nurture relationships over time.
Weekly consultation on strategies to increase exposure and build momentum from one event to the next.
Step 4: Automate and Scale Outreach with INONDA’s Tools
Manual outreach is not scalable. Automation, when combined with personalisation, can significantly help with efficiency and reach.
What we did:
Used INONDA’s LinkedIn automation tools to manage connection requests and follow-ups seamlessly.
Targeted 1st, 2nd and 3rd-degree connections of CISOs from large companies using specific search criteria.
Monitored campaign performance and made real-time adjustments based on engagement metrics.
Step 5: Organise Exclusive In-Person Networking Events
Building a strong community requires creating opportunities for face-to-face interactions in a meaningful setting.
What we did for Steve:
Helped him to execute the “Cyber & Beats CISO Roundtable” event invitations, combining fine dining with live jazz music to create an attractive offer for his outreach.
Step 6: Continuous Engagement and Feedback
Sustaining growth requires ongoing engagement and adapting strategies based on feedback.
What we did:
Held regular campaign reviews to assess performance and strategise improvements.
Gathered feedback from the campaign responses and Steve to refine messaging and outreach techniques.
Supported Steve in prospecting new clients, expanding the scope of collaboration beyond existing connections.
The Results
By implementing this comprehensive LinkedIn and event strategy, Steve Dodsworth achieved significant milestones:
LinkedIn Growth: Expanded his LinkedIn network by over 2,500 senior-leadership connections, increasing visibility and reach within the UK cybersecurity sector.
Grew a Community: He now has built a community of 400+ CISO’s he can leverage for future events.
Successful Events: Hosted monthly exclusive in-person networking events. The latest received 22+ signups, building a strong connection with Steve’s clients’ most valuable cybersecurity leader prospects.
Scaled Outreach Efficiency: Automated outreach efforts reduced time and effort, allowing Steve to focus on strategic business development.
Higher Engagement Rates: Personalised messaging led to improved connection acceptance rates and more meaningful interactions with senior CISOs.
Positive Feedback: Steve appreciated the personalised and humanised approach, valuing the trust and partnership he established with INONDA.
Client Feedback
Steve Dodsworth’s Insights:
On INONDA’s Approach:
The creativity and advice coupled with the in depth knowledge of how to leverage platforms like Linkedin was a real game changer.
The personalised and humanised messaging strategy significantly improved connection rates with senior CISOs. INONDA’s team understands the importance of building trust and maintaining high-quality interactions.
Having reliable partners in business development has been invaluable to get the message out there without a reduction in quality is impressive.
Next Steps:
Steve is planning to use INONDA’s consulting expertise to improve results further, with bi-monthly business reviews for more in-depth strategy discussions and idea generation.
Want the Same Results?
You don’t need to rely on manual outreach or direct sales marketing tactics that harm your brand and reputation in the market. If you want a predictable, repeatable system for generating leads and booking exclusive meetings, we can help.
✅ We’ll help you define your ideal customer profile
✅ Create personalised, high-value messaging
✅ Manage your LinkedIn outreach and event coordination