Case Study

How ePlus created a $4.9M pipeline with 44 qualified leads in 5 months

Client

Billion-dollar tech solutions provider

Target market: Large, multi-stakeholder enterprises.

Challenge: Needed net-new pipeline, OEM-attributed demand, senior decision-maker access, and a scalable, repeatable demand engine.

Key KPI Achieved

$4.9M

pipeline in 5 months

44 qualified opportunities

OEM wins across all five major partners with executive + senior leadership penetration.

Stronger conversion, vertical traction, and scalable playbooks.

ePlus is a billion‑dollar technology solutions provider spanning infrastructure, cloud, cybersecurity, networking, data/BI, and managed services. With a strong reputation for translating complex technology into business outcomes, ePlus operates through a mature partner ecosystem that includes Fortinet, Palo Alto Networks, Varonis, SentinelOne, and F5 Networks, serving large, multi‑stakeholder enterprises across diverse industries.

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Why did ePlus think they needed help

Net‑new lead flow and quality: sustaining growth required a steady stream of right‑fit prospects, not recycled accounts.
Pipeline expansion: ambitious targets called for more sales‑ready conversations and predictable opportunity creation.
Brand visibility: awareness gaps persisted in select verticals and regions despite strong customer loyalty.
OEM leverage: ePlus needed to convert alliances (Fortinet, Palo Alto Networks, Varonis, SentinelOne, F5 Networks) into measurable, supplier‑specific demand.
Decision‑maker access: reaching full buying committees with role‑specific narratives tied to clear trigger events.
Scalability: a repeatable engine by OEM, vertical, and geography with clear qualification, tight handoffs, and closed‑loop reporting.

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Why TechnologyMatch

ePlus selected TechnologyMatch for its ability to turn partner alignment into predictable, supplier-attributed demand with rigor and scale.

Built for partner-led growth

We planned campaigns around OEM motions (Fortinet, Palo Alto Networks, Varonis, SentinelOne, F5 Networks), with clear attribution, MDF/JMF compliance, and supplier-specific messaging that ties to each OEM’s strengths and market moments.

Translation layer from value prop to buyer reality

We converted ePlus’s broad solutions into vertical and role-specific narratives—by industry pain, trigger events, and business outcomes—so outreach lands with executives, senior leaders, directors, and managers across the full buying committee.

Data-driven precision

Targeting prioritizes accounts by fit and intent, sequences messaging by trigger, and continuously tunes based on response data and AE feedback. Tests are structured, learnings are codified, and conversion improves quarter over quarter.

Operational discipline end-to-end

Standardized qualification criteria, SLAs with sales, rigorous handoffs, CRM hygiene, and closed-loop reporting ensure meetings translate into a credible pipeline with verifiable outcomes.

Scalable and repeatable

A modular campaign model runs across multiple OEMs, verticals, and regions, enabling fast replication and supplier-specific scaling without sacrificing quality.

Enterprise-grade governance

Weekly cadence with AEs/BDRs, OEM check-ins, and content iteration protects momentum; compliance, security posture, and brand standards are embedded into the motion.

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From OEM alignment to decision‑maker precision

TechnologyMatch built a strategy that connected ePlus’s supplier strengths to the exact people and moments that move deals forward, prioritizing the right roles, the right verticals, and the right messages, then operationalizing it with discipline.

Audience design

Buying committee mapping by role: Executives, Senior Leadership, Directors, and Managers—each with tailored business outcomes, risk frames, and technical depth.
Vertical prioritization: a manufacturing‑led wedge (where urgency and fit were strongest), followed by healthcare, business services, and additional sectors with proven adjacency.
Account tiering: segmentation by revenue band and propensity to buy to balance velocity (mid‑market) with enterprise deal size.

Campaign architecture

OEM‑aligned programs: distinct motions for Palo Alto Networks, F5 Networks, Fortinet, Varonis, and SentinelOne—each mapped to supplier positioning, current market moments, and MDF/JMF requirements.
Solution “lead buckets”: buyer‑demand categories spanning cybersecurity, cloud services and infrastructure, networking and connectivity; data/BI; and managed services—used to route messaging, offers, and qualifying questions.
Message frameworks: role‑specific narratives tied to trigger events (security incidents, audits, refresh cycles, cloud migrations, resilience initiatives) and measurable outcomes.

Engagement model

Structured appointment setting: standardized qualification criteria and SLAs with sales to ensure meetings are sales‑ready and attributable.
Channel sequencing: targeted outbound as the spearhead, supported by focused nurture and fast follow‑ups tied to role and trigger signals.
Closed‑loop optimization: weekly feedback with AEs/BDRs to refine targeting, tighten talk tracks, and improve conversion quarter over quarter.
Compliance and governance: CRM hygiene, source attribution, content reviews, and OEM check‑ins to maintain momentum and verifiability.

Measurement and proof

Success defined in advance: qualified opportunity creation, pipeline value and average deal size, seniority mix of engagements, OEM‑attributed traction, and QoQ improvement in engagement and appointment completion.

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What moved

In five months, TechnologyMatch translated ePlus’s OEM alignment and solution breadth into measurable, senior‑level demand. The program delivered role‑precise meetings that converted into credible pipeline and supplier‑attributed proof.

Pipeline and opportunity creation

44 qualified sales opportunities
$4.9M in total pipeline; average deal size of $188K

Seniority of engagements

Executive: 18.18%
Senior Leadership: 22.27%
Director: 31.82%
Management: 22.73%

Solution demand mix (“lead buckets”)

Cybersecurity: 16 (36.36%)
Cloud services and infrastructure: 12 (27.27%)
Networking and connectivity: 10 (22.73%)
Data/BI: 6 (13.64%)
Managed services and support: 4 (9.09%)

OEM‑attributed outcomes

Palo Alto Networks: 16 leads
F5 Networks: 10 leads
Fortinet: 9 leads
Varonis: 9 leads

Industry penetration

Manufacturing led with 20.45% of opportunities
Healthcare: 9.09%; Business Services: 6.82%
Additional traction across Insurance, Software, Law Firms & Legal Services (each 4.55%), plus Retail, Media & Internet, Education, and more

Revenue tiers of engaged accounts

≤$50M: 8 (18.18%)
$50–100M: 6 (13.64%)
$100–250M: 12 (27.27%)
$250–500M: 10 (22.73%)
$500M–$1B: 5 (11.36%)
$1B–$5B: 3 (6.82%)
$5B: 2 (4.55%)

Operational lift

Quarter‑over‑quarter gains in engagement and appointment completion
Stronger fit between first meetings and ePlus’s core offerings, improving conversion to opportunity and pipeline quality

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What Changed

The engagement didn’t just create pipeline; it reshaped how ePlus goes to market with partners and buyers. Supplier-attributed wins delivered concrete proof for Fortinet, Palo Alto Networks, Varonis, SentinelOne, and F5 Networks, strengthening joint planning and justifying MDF/JMF investment.

Sales-ready meetings aligned to ePlus’s core offerings improved conversion and deal hygiene. AEs gained confidence in the motion as opportunity quality and predictability increased.

A tighter narrative by vertical and role cut through market noise. A manufacturing-led wedge established presence and opened doors in healthcare, business services, and additional sectors.

Playbooks, qualification standards, SLAs, and closed-loop reporting became the operating norm. This made the motion repeatable and scalable by OEM, vertical, and region without sacrificing quality.

Consistent penetration into executives, senior leadership, directors, and managers increased multithreading. Deals moved faster from first meeting to qualified opportunity.

Response patterns and trigger-event insights now inform targeting and messaging. These data-driven adjustments fueled quarter-over-quarter gains in engagement and appointment completion.

Early traction in managed services and cross-solution bundles laid the groundwork for multi-year relationships. The pipeline shifted toward higher lifetime value and more durable revenue.

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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