For IT vendors, distributors & channel partners

Your next deal starts with
the right buyer in the room.

Stop leaving next quarter’s revenue to chance. Put your salespeople in conversations with prospects who have a real need, a relevant timeline, and a reason to meet.

Yes — let’s build my pipeline

Book a 30-minute conversation about your ideal customers.

TECHNOLOGY SALES EXPERIENCE. REAL CLIENT RELATIONSHIPS.

Hitachi VantaraArctic WolfTroyeTechAccessiOCO

An honest question for sales leaders

How many buyers did your team speak to last month who could actually buy?

People with a budget, a timeline, and a real need for what you sell.

For most technology companies, the honest answer is “not enough.” You have a capable sales team. A strong solution. A market that needs it. Yet the calendar still has too many gaps — and your pipeline has too many maybes.

Your growth is limited by the number of meetings your salespeople have with qualified prospects. But your best salespeople get busy closing deals. Prospecting slips. The pipeline dries up. And next quarter’s revenue becomes a guessing game.

The deals you need next quarter start with the conversations you aren’t having today.

Meanwhile, your next customer is meeting with someone else.

A SOC contract is approaching renewal. A storage environment needs a refresh. A decision-maker is looking for a better way forward. These are real buying moments. If your team isn’t in that conversation, your competitor could be.

So you hire another salesperson. Pay another salary. Wait through another ramp-up. Hope this time will be different. Or you pay an agency for calls, emails and “leads” — then discover your sales team still has nobody worthwhile to meet.

Activity doesn’t close deals. The right conversation gives your team a chance to.

That’s exactly what we fix at xSELLerate.

We build and run a dedicated prospecting engine around the people most likely to become your customers. Our researchers find them. Our SDRs engage them. Your sales team gets to focus on the discovery conversation and moving the opportunity forward.

The impact of getting into the right accounts

A meeting is the beginning.
The pipeline is why it matters.

R1 million+Deals closed in under 12 months for companies such as Troye and Arctic Wolf.
R25 million+Pipeline built for Hitachi Vantara.
6–8Relevant prospect conversations each month in the Arctic Wolf campaign.

Examples from individual campaigns. Pipeline is not closed revenue; results depend on the campaign, market and sales follow-through.

The engine behind the meetings

We do the prospecting.
You have the sales conversation.

No more asking your closers to squeeze prospecting between proposals and negotiations. Give the work a dedicated team and a repeatable process.

Sales development representatives working on outreach

Dedicated research, outreach and campaign management.

01 / DEFINE THE BUYER

Agree on exactly who belongs in the meeting.

We build your ideal customer profile together: the company, decision-maker and specific pain that make a conversation worthwhile. For Hitachi Vantara, that meant an on-premise storage refresh within 24 months. For Arctic Wolf, a SOC contract ending within 12 months.

02 / RESEARCH THE ACCOUNTS

Find the right people before making the first call.

Dedicated researchers combine ZoomInfo, AI and account research to build targeted call, WhatsApp and email lists. Better research gives every conversation a clearer purpose.

03 / START THE CONVERSATION

Make your value relevant to their problem.

Our SDRs use Combo Prospecting: buyer persona research and value messaging across phone, WhatsApp and email. They explain your services, qualify the fit and secure the meeting. SDR meeting incentives depend on the right prospect attending.

04 / REFINE AND REPEAT

Use market feedback to make the campaign sharper.

Regular reviews show performance, objections and patterns from real conversations. We adjust the ICP and messaging together, then keep building a more effective prospecting engine.

Phone first.Human conversations that uncover fit and need.
WhatsApp follow-up.Relevant messages that keep the conversation moving.
Email support.Value-led outreach that gives buyers another way to respond.

Accountability, written into the agreement

If we deliver fewer agreed meetings,
you pay less.

We agree how many qualified prospect conversations your campaign should deliver each month. That commitment belongs in the contract.

For Arctic Wolf, that means six to eight relevant people on a Zoom or Teams call each month. If we deliver less than the agreed commitment, the payment reduces under the campaign terms.

You’re buying access to the right conversations — with accountability for delivery.

Discuss my meeting target

Arctic Wolf campaign example

6–8

Qualified conversations
every month

Agreed prospect criteria.
Attendance matters.
Delivery linked to payment.

Your target, qualification criteria and payment adjustments are agreed in your contract. This is a meeting commitment, not a guarantee of closed sales.

Meet a few of our clients

New accounts. Real opportunities.
Hear it from the people we work with.

Nicky Downing, CEO of Rubiq
37 discovery calls. R4.7 million at proposal stage.
Nicky describes xSELLerate as “a Lead Gen machine.” In under two and a half months, Rubiq had more opportunities than her team could comfortably keep up with.
Nicky DowningCEO · Rubiq
75–80% progressed to proposals or site visits.
TechAccess reports reaching accounts it had never entered before, with most discovery meetings progressing to a proposal or site visit.
Glenn Holmes
Glenn HolmesCEO · TechAccess
Their most successful campaign to date.
Alex describes the SDR campaign as iOCO’s most progressive and successful digital marketing campaign to date, highlighting the buyer persona and value messaging approach.
Alex Russell
Alex RussellMD · iOCO
More meetings than expected.
Indalo Water Technologies reported strong lead quality and more meetings than anticipated — giving its sales pipeline a welcome boost.
Sivuyile Pezulu
Sivuyile PezuluMD · Indalo Water Technologies
Professional, relevant outreach.
After just over a month, APLISO reported excellent responses and praised the SDRs’ ability to align its services with potential clients.
Alistair Corder
Alistair CorderCEO · APLISO

Client experiences reflect their individual campaigns and are not a promise of identical results.

Let’s talk about my ideal customers

Brendan Mc Aravey · CEO, xSELLerate

Business team participating in sales training

Built by people who understand technology sales

You don’t have to explain the IT sales world from scratch.

We’ve been doing this for over five years. Our focus is technology companies: IT vendors, distributors and channel partners.

Our CEO, Brendan Mc Aravey, has spent three decades selling IT solutions across Sub-Saharan Africa, including country leadership and sales director roles at Dell and Citrix. He understands selling into large banks, mid-sized manufacturers and the accounts in between.

  • Team leaders who manage your campaign day to day.
  • Trained SDRs who learn to articulate your value.
  • Researchers focused on the people you want to reach.
  • Regular reviews with feedback from your market.

As your business grows, you can explore bringing our SDRs in-house. They already understand your product and your ICP — a strong foundation for future account managers.

South AfricaUSAUK

What happens if nothing changes?

Another quarter won’t fix
an empty prospecting engine.

Your team can keep chasing the same accounts. You can keep hoping the next referral arrives. You can keep putting “more prospecting” on the agenda — and watching it disappear when your salespeople get busy.

Or you can put a dedicated team behind the work that creates your next opportunity.

Imagine your next pipeline review. New accounts to discuss. Buyers with a relevant problem. Discovery meetings your team can prepare for. A prospecting team that reports what it is hearing and improves the campaign with you.

That’s the conversation we’d like to have with you.

Your sales team can’t close a conversation that never happened.

Before we speak

Your questions, answered.

Who is this for?

IT vendors, technology distributors and channel partners that want a dedicated team to create relevant sales conversations. We start by agreeing your ideal customer profile and the need that makes someone a worthwhile prospect.

What counts as a qualified meeting?

A prospect who meets the criteria agreed for your campaign and attends the meeting. We define the company fit, buyer role, relevant pain and timing with you before outreach starts.

Do you guarantee closed deals?

The delivery commitment covers the agreed prospect meetings. Closing depends on your solution, pricing, sales process and the buyer’s decision. We give your team relevant conversations to work with.

How does the payment commitment work?

Your contract sets the monthly delivery target and the adjustment when delivery falls short. The Arctic Wolf example is six to eight conversations a month; we agree a target appropriate to your own campaign.

What will we cover in the 30-minute call?

Your offering, the accounts you want to reach, the buying problems you solve and what a qualified conversation should look like. We’ll discuss whether a dedicated prospecting campaign fits your business.

Put the right people in your pipeline

Let’s find the buyers
your sales team should be talking to.

Bring your solution. Bring your growth goals. We’ll help you define the ideal customer and explore how to get them into a real conversation.

Book my 30-minute call

Choose a time with Keith Moletsane.

P.S. Your next customer may already be approaching a renewal, planning a refresh or looking for help. The question is whether they’ll be speaking to you.