USE CASE — IT SECURITY
Talk to companies that are developing security demand right now.
Regulation, staff changes and infrastructure projects create measurable triggers in IT security. intendly finds them before a tender exists.
01 — STARTING POINT
Security is rarely bought spontaneously.
Demand comes from a trigger: a deadline, an incident, a new responsibility, a new site. Knowing that trigger leads to a very different conversation than a cold call.
- Trigger-based outreach instead of a product pitch
- Demand often visible 3 to 9 months before a tender
- Technical and commercial roles cleanly separated
02 — SIGNALS
The triggers we monitor.
Publicly available sources only, every statement with date and strength of evidence.
New security responsibility
A CISO, OT security manager or information security officer starts. New owners review existing setups within their first months.
Regulatory deadline
NIS2, DORA, TISAX or ISO 27001 recertification with visible time pressure in the company's environment.
OT and production connectivity
Modernisation, network consolidation or new plants — visibility of critical assets becomes the bottleneck.
Growth and acquisitions
Acquisitions and new sites create heterogeneous landscapes that must be consolidated and secured.
03 — ROLES
Who you address.
For each opportunity we name the responsible role and its remit — never a purchased contact list.
- CISO / information security officer
- OT security manager, head of production IT
- Head of IT infrastructure
- Managing director for IT in mid-sized structures
04 — EXAMPLE
Excerpt from an Opportunity Brief.
Sample Industrial Engineering Ltd
Machinery · 640 employees · Southern region
- Signal
- A newly filled IT security position with an explicit OT focus, plus a publicly communicated NIS2 readiness initiative.
- Source and strength of evidence
- Careers page and company announcement · verified · time pressure inferred
- Likely consequence
- New responsibility plus an obligation to provide evidence means the first bottleneck is an inventory of critical production systems.
- Responsible role
- OT security manager, secondary head of production IT
Conversation opener
“With NIS2 in manufacturing it rarely fails on technology, but on visibility of the assets. Is that your bottleneck right now — or is it the risk assessment?”
Anonymised, illustrative preview. No real company or personal data.
05 — IS IT A FIT?
Who this use case works for.
Good fit
- Consulting and managed security with an explanation-heavy offering
- Deal values from roughly €10,000
- Sales teams that pick up a trigger instead of reading a script
Not a fit
- Pure product sales competing on price
- Target companies smaller than 20 employees
- Expecting booked meetings instead of reasoned opportunities
06 — FAQ
Common questions.
Publicly available sources only: careers pages, company announcements, trade coverage, registers and tender portals. Every statement comes with source, date and strength of evidence.
A free security opportunity from your target market.
Tell us your offering and your target market — we research one real opportunity and send you the brief.