IT decision-makers are not hard to convince. They are hard to reach.
CISOs and IT managers are not listed with a direct line and do not take unknown numbers. The problem is not your argument, it is access. And access comes from a reason to call, the right vocabulary and stamina, not from more calls.
Three hurdles before the first sentence.
The decision-maker has opted out
IT managers and security leads are not listed with a direct line, do not take unknown numbers and filter email rigorously. That is not a rejection of your offer. They have opted out of being reached at all. Whoever wants to speak to them needs more than one attempt and more than one channel.
Whoever needs it does not decide alone
The need usually sits in the department, technical approval comes from IT, the veto from security, the signature from procurement. A meeting with only one of these roles feels like progress and still is not one.
One wrong term ends the conversation
This audience hears within a few sentences whether someone knows the subject. Anyone using interface, multi-tenancy or certification as a buzzword loses credibility immediately and gets no second chance.
Department
has the need
IT management
approves technically
Security
can stop everything
Procurement
signs the deal
A meeting with only one of these roles feels like progress and still is not. That is why we clarify before the handover which role you are speaking to, and who else decides.
Access comes from method.
| What we do | Why it is needed here |
|---|---|
| We research the trigger before we build the target list: an upcoming migration, an audit, an expiring contract, a certification requirement. | A call without a recognisable reason ends in the standard brush-off, however good the product is. |
| We document every contact attempt and stay on it in a structured way, instead of closing a record after two failed tries. | With decision-makers who have opted out of being reached, the follow-up decides the outcome, not the first call. |
| We train your callers on your system landscape, your terminology and the typical questions before the campaign starts. | This audience hears within a few sentences whether someone knows the subject. One buzzword in the wrong place ends the conversation. |
| We hand over with the role in the buying centre, the trigger and the other people who decide. | Otherwise your sales team starts the meeting with a needs analysis from zero, instead of with the actual topic. |
What is proven in this industry.
CertusTech GmbH
Certified data erasure in the enterprise segment. The decision-makers for it are called IT manager, CISO or head of IT security, and they are barely reachable through classic sales channels.
- qualified meetings per month (avg.)
- 8qualified meetings per month (avg.)
- average order value
- 35.000 €average order value
- years of ongoing partnership
- 3+ Jahreyears of ongoing partnership
„In TMI we have a partner who masters complex B2B sales at decision-maker level. Targeted outreach in the enterprise segment takes expertise and stamina, and the team has proven exactly that.“
At Telemarketing International, the IT, software and digitalisation cluster covers ERP and SaaS vendors, IT service providers, managed services and software projects.
Target roles are IT managers, CISOs and heads of IT security, decision-makers who are barely reachable through classic sales channels.
TMI has been booking meetings in the enterprise segment for CertusTech for more than three years.
The close rate with new customers was 27 percent across the campaigns we evaluated, above the industry average (Insight Report 2025).
The larger and harder to reach the target role, the more senior the callers TMI puts on the conversations.
Figures from 28 evaluated campaigns, June 2024 to June 2025. Request the Insight Report 2025 for free.
What IT vendors ask us first.
Read enough? Put us to the test.
5 meetings in 4 weeks.
Or 50 % back.
TMI TestDrive is the entry point without a contract term: four weeks of cold outreach by our team, bookable once per company. You judge us on the result, not on the promise.
- Fixed price, one-off
- No contract term
- Once per company
Which solution fits your target market?
Answer a few questions about the target role, the trigger and your pace. We configure your individual solution from that. Your industry is already selected.