A step-by-step workflow guide

This guide shows the exact workflow I would use as an AE at Tenable to identify a live security exposure, build a complete sales case in minutes, and turn it into high-impact outreach.

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Video walkthrough:

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1. Start Inside Fective AI

Open the platform and enter your service:
“Vulnerability Risk Management”.

This activates the agent to identify companies signaling a need for his service in their financial filings from the past three days.

2. Review the Agent’s Recommended Opportunity

The agent highlights Asana as a new near-term opportunity.

Hit Discover Opportunity.

Immediately, you see:

• The business area: IT, Security

• Timeframe: near-term

• Decision makers: CISO, CIO, Head of Legal

• Recent mention in Asana’s financial reports (3 days ago)

Fective surfaces, the critical signals:

• Significant risk from compromised IT systems

• Third-party vulnerabilities

• Data breach exposure

• Quotes like “disruptions of our business operations, reputational harm, loss of revenue or profits”

This is perfect, and definitely something that we can use to build our case.

3. Input Tenable’s Enterprise Offering

Paste Tenable’s exposure-management platform description into the “Offering” field.

Hit Build Sales Case.

In about one minute, Fective reads Asana’s full filing (500,000–700,000 characters) and extracts everything relevant to Tenable’s offer.

4. Start With the Executive Summary

Fective surfaces a concise top-level view:

• Asana is under pressure to maintain rapid growth and expand market acceptance

• They explicitly acknowledge past security incidents, including a flaw in June

• This creates an “immediate need for a unified exposure management platform”

You now know:

1. They have aggressive strategic goals

2. They have suffered real incidents

3. They need to eliminate vulnerabilities to stay on track

This is exactly where Tenable fits.

5. Analyze Key Business Pressures

Fective highlights the specific pressures that expose Asana:

• Recent known security vulnerabilities (concrete flaw that exposed customer data)

• Expanding attack surface due to growth, AI features, new integrations, and M&A

• High costs of incident response

• Increased risk from remote work

• Reputational and financial risk tied to breaches

This tells you:

• They are vulnerable

• They know they are vulnerable

• These vulnerabilities threaten their growth, customer trust, and cash flow
  
  
  

This is exactly the pain Tenable solves. We now know that they are problem-aware. 

6. Map Tenable’s Offering to Their Strategy

The next section, created automatically by Fective AI, shows the exact strategic alignment:

“Protecting Growth Initiatives” is exciting in our case.

Asana focuses on growth. Security incidents threaten that growth.
Tenable can secure new features, AI integrations, and the expanding attack surface.

This entire section is your “why Tenable, why now” messaging.

7. Leverage the Internal Value Proposition

This final section shows you exactly how to position yourself to senior leadership:

Tenable can:

• Act as a strategic partner

• Provide a unified platform to “know, expose, and close” security gaps

• Protect Asana’s ability to sustain growth

• Reduce operational friction

• Give them confidence to keep scaling their product and AI roadmap

This is the narrative you bring into calls, DMs, emails, and demos.

8. Build Your Outreach

Now you know:

• Their exact vulnerabilities

• The recent incident

• Their remote-work risks

• The attack-surface expansion

• Their dependency on customer trust

• Their stated growth objectives

• Their internal pressure to fix these issues

• The exact people who own the problem (CISO, CIO, Head of Legal)
  
  

Your outreach should reference:

• Their June security flaw

• Their accelerating AI feature rollout

• Their remote-work exposure

• Their vulnerability-related financial risk

• Their internal acknowledgment that existing processes are costly and inefficient

Everything you write is rooted in their own filings, which increases relevance and reply rates.

9. Contact the Right Decision Maker

Fective already surfaced the correct stakeholders:

• CISO

• CIO

• Head of Legal

Start with the CISO.

You now have a bulletproof reason for outreach.

10. Execute

With Fective, you’ve:

• Identified the right account

• Validated a live problem

• Backed it with direct quotes from the filing

• Built a strategic storyline matching Tenable’s offer

• Identified the decision makers

• Created a data-backed pitch

This was done in under five minutes.

Summary

If you’re a Sales Leader, an AE, or a BDR selling to big enterprises, Fective AI lets you build a complete sales case, validated opportunity, and full outreach narrative in minutes.

If your team would like a workflow like this, you can book a demo today.