AI Growth Engine
Oligo Opens APAC Market and Converts Senior Security Leaders into Pipeline Within Weeks
Oligo • Cloud Runtime Security • Application & AI Runtime Protection
Client Overview
Oligo helps engineering and security teams secure modern cloud workloads by analysing how code, libraries, and AI systems behave at runtime, rather than relying on static vulnerability scans. Their platform focuses on Application & AI Detection and Response, allowing security teams to observe code execution in production and identify exploitable vulnerabilities, malicious behaviour, and unsafe AI activity.
This runtime approach allows security teams to prioritise real risk, block exploits as they occur, and gain visibility into AI systems operating inside modern applications.
The Challenge
Oligo was expanding internationally and wanted to generate stronger outbound pipeline in the APAC region. The company needed to connect with security leaders, platform engineering teams, and cloud infrastructure decision-makers. However, outbound outreach lacked a structured system for identifying high-fit companies and engaging decision-makers consistently.
The Strategy
David & Goliath designed and deployed a targeted outbound motion using the AI Growth Engine. The goal was to quickly generate market signal and open conversations with security leaders in APAC. This involved combining signal-based account targeting, personalised outbound messaging, and structured multi-touch outreach to convert conversations with senior stakeholders into pipeline opportunities.
Implementation
Target accounts were prioritised based on cloud infrastructure maturity, AI adoption, and engineering team structure. Outbound campaigns were launched using personalised messaging referencing runtime security challenges and emerging AI security risks.
Multi-touch outreach across email and LinkedIn enabled the team to engage senior security and engineering leaders. This structured outbound motion generated early traction with high-value target accounts.
Results
Oligo began engaging senior security and engineering leaders across the APAC region. Outbound conversations were converted into meaningful pipeline, and the team gained early validation of demand in a new geographic market.
Strategic Insight
Market expansion often fails when outbound outreach is inconsistent or unstructured. By combining AI-driven targeting with structured outreach and human follow-up, companies can generate early market signal and pipeline faster. For Oligo, this approach accelerated engagement with security leaders and created meaningful commercial opportunities in a new region.