AI & cybersecurityLed by Haralds Gabrans ZukovsMar 2025 to Apr 2026DACH

A 7-figure pipeline in under a year, for a category with no name yet.

Otera (formerly DeepOpinion) sells agentic AI to insurance, banking and regulated finance. Gartner-recognised, but buyers did not yet know what to call the category, so nobody was searching for it.

Book a call with Haralds How it was done

Result 017-figurepipeline in under a year

Result 0230%webinar attendee-to-pipeline conversion

Result 033×the industry webinar benchmark

The challenge

Build demand from zero for a category enterprise buyers did not have a name for yet.

The approach

Built the whole demand motion from zero: inbound, account-based marketing, outbound, email sequences, conversion work on the site, a webinar programme.

The outcome

High-value enterprise sales qualified leads and a 7-figure pipeline in under a year.

What Haralds did

The work

Built the whole demand motion from zero: inbound, account-based marketing, outbound, email sequences, conversion work on the site, a webinar programme.
Designed the LinkedIn and email demand motions and built the lead nurturing infrastructure.
Launched the company webinar programme.
Rebuilt the website end to end and ran conversion tests on the live site.

Results

What it delivered

High-value enterprise sales qualified leads and a 7-figure pipeline in under a year.
Webinars converted 30% of attendees to pipeline, 3 times the benchmark.
Conversations opened with Allianz Partners, Siemens, Hannover Re, SAAB and Bayer.

Why it matters: If your buyers do not know they need you yet, this is the playbook.