STRATEGIC SALES INTELLIGENCE BRIEFING
Company Name: [Redacted – Large Brazilian Energy & Petrochemical Company]
Lead ID: INTK-2025-77105
Prepared by: Intentrack.ai

1. COMPANY CONTEXT
   – Major Brazilian petrochemical enterprise researching application security solutions, comparing Veracode and Fortify. Relevant for: cybersecurity vendors, application security providers, and enterprise DevSecOps platforms.
2. SUMMARY INSIGHT
   – A large enterprise in the energy sector is actively evaluating advanced application security solutions, signaling budgeted interest and a short-term decision window.
3. EXECUTIVE SUMMARY
   – Direct comparison of two leading application security vendors shows mid-funnel evaluation stage.
   – Enterprise scale (5K–10K employees) indicates significant potential contract value.
   – Likely budgeted initiative linked to digital transformation or compliance mandates.
   – Decision timeline likely within 60–90 days given competitive comparison.
   – Unknown whether procurement is centralized globally or regionally in Brazil.
4. COMPANY PROFILE
   – Industry: Energy
   – Sub-Industry: Oil & Gas
   – Headquarters: [Redacted – Brazil]
   – Company Size: 5,000 to 10,000 employees
   – SIC Code: 13
   – Annual Revenue: Not provided
   – Website: [Redacted]
   – LinkedIn: [Redacted]
5. BUYER INTENT SIGNALS
   – Activity Date: August 20, 2024
   – Activity Type: Comparison view
   – Product/Vendor Explored: Veracode vs. Fortify by OpenText
   – Category: Application Security / DAST
6. BUYER INTENT SCORE & RATIONALE

Scoring Breakdown:
– Recency of Activity (25%): Activity ~12 months old → +10
– Depth of Engagement (25%): Competitive comparison → +22
– Breadth of Interest (20%): Two vendors compared → +18
– Firmographic Fit (20%): Large enterprise, energy sector → +20
– Signal Frequency (10%): Single activity observed → +5

Rationale:
– Strong mid-funnel intent, but dated activity reduces immediacy.
– Large firmographic fit and competitive research suggest serious interest.
– Low signal frequency; unclear if subsequent research occurred.

Overall Buyer Intent Score: 75/100

7. STRATEGIC SALES IMPLICATIONS
   – Buyer stage: Evaluation (competitive comparison).
   – Urgency: Likely medium–high, though recency lowers confidence.
   – Business challenge: Need for secure application development, compliance in oil & gas sector.
   – Risk: Possible vendor lock-in with shortlisted players.
   – Gaps: No clarity on current security stack or regional/global scope of rollout.
8. OUTREACH PLAYBOOK
   – Target Roles: CISO, VP of IT Security, Head of Application Development.
   – Messaging Hook: Reduce risk of breaches and compliance failures in critical energy infrastructure.
   – Proof Point: Demonstrate measurable reduction in vulnerabilities in large, regulated enterprises.
   – Channel Priority: LinkedIn → Email → Call.
   – CTA: Invite to security risk assessment workshop or pilot demo.

‍