This 90-person company builds cloud security tooling for engineering teams at fintech and crypto companies. DevSecOps leads evaluate tools through GitHub repos, documentation quality, and peer recommendations. Cold vendor outreach feels inauthentic to this audience. The company needed meeting volume (25+ per quarter) to feed their 4-person sales team, not elite C-suite access. Speed mattered more than seniority.
MEETINGS BOOKED
25
With DevSecOps leads and VPs of Engineering at fintech companies
RESPONSE RATE
48%
On warm introductions to DevSecOps buyers
TIME TO FIRST MEETING
7 days
Fastest time-to-meeting across all Fluum campaigns in Q1
What this company was facing
DevSecOps buyers evaluate security tools through community validation, peer recommendations, and open-source contributions. They are skeptical of marketing-driven vendor outreach and dismiss generic security pitches. The company’s existing outbound generated 12 meetings per quarter with a 5% response rate. They needed to more than double that volume to keep their 4-person sales team at full capacity.
12 meetings per quarter from mixed channels
5% response rate on cold outbound
Engineering buyers ghosting after first email
No way to reach DevSecOps at scale
25 meetings in 10 weeks
48% response rate on warm intros
First meeting booked in 7 days
8 moved to technical evaluation
WEEKS 1-2
Identified fintech and crypto companies running specific cloud infrastructure (AWS, GCP) with DevSecOps hiring signals. Tracked engineering blog posts, conference talk submissions, and open-source contributions to identify engineering leaders who were actively evaluating cloud security approaches. Cross-referenced with Fluum’s opted-in network for warm introduction paths.
WEEKS 3-6
Messages referenced the prospect’s specific cloud stack, recent security-related engineering decisions, and DevSecOps maturity indicators. Outreach felt peer-to-peer rather than vendor-to-buyer. No marketing language. No feature comparisons. Positioned as a technical conversation about cloud security architecture, not a sales pitch.
WEEKS 7-10
Targeting refined toward Series B-D fintechs where cloud security budget was allocated but vendor selection was still open. Meeting volume steadied at 3+ per week. 8 prospects moved to technical evaluation. Feedback loops identified that DevSecOps leads at crypto companies responded at higher rates than fintech counterparts, creating a new target segment for the next campaign.
“Every security vendor says the same thing in their cold emails. This intro was different because it referenced a specific technical decision we had made recently. It felt like a peer reaching out, not a vendor. That’s the only reason I responded.”
DevSecOps Lead, Series C fintech
DevSecOps buyers evaluate through peer validation and technical credibility. Cold vendor outreach fails because it lacks technical context and feels inauthentic. Fluum’s approach identified fintech engineering teams with active cloud security evaluations and facilitated introductions that felt peer-to-peer. The result was 25 meetings in 10 weeks with a 48% response rate.
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