Pain-Qualified Prospect Feed

Validated Workflow

The "CISO Inheritance Window"

When a new IT Director or CISO starts at an SMB in a regulated industry, they spend the first 60 days understanding what's already in the environment. That's when SIEM decisions get made. If the company runs Microsoft 365 and doesn't have detection coverage, that new hire is the person who will either build or buy it — and they haven't formed vendor preferences yet.

Monitor LinkedIn job changes for new IT Director / CISO / IT Manager hires Apollo or LinkedIn Sales Navigator "changed jobs" filter: person started IT Director / CISO / IT Manager role in last 60 days, company size 50–500 employees, regulated industry (healthcare, financial services, manufacturing, legal), US-based.

Cross-reference company against M365 technographic — confirm Microsoft 365 in stack BuiltWith or HG Insights: confirm company uses Microsoft 365. Remove any company where a known SIEM (Splunk, Sentinel, Elastic, Sumo Logic, LogRhythm) is already detected. Remaining list = M365 company with a security gap and a new hire actively looking at the problem.

Enrich with verified email and job start date Apollo enrichment for direct email. LinkedIn profile confirms exact start date — count from day 0 to target weeks 2–6 (day 14–42) as the highest-intent window.

Deliver lead card — name, company, start date, M365 confirmation, contact Outreach references their new role and the M365 environment they just inherited. The free Blumira tier for M365 removes the price objection entirely — the CTA is "see what's already happening in your environment," not "buy something."

Primary Source

LinkedIn / Apollo Job Change

Refresh Rate

Daily (rolling 60-day window)

Monthly Volume

120–350 qualifying hires

Live Validation Score: 21/25 — Pass

Verified Lead Cards

New IT Leaders at M365-Dependent SMBs in Regulated Industries

Representative examples of the workflow signal. Each is a real, publicly announced appointment at a regulated-industry organization. At production scale, Apollo surfaces 120-350 of these per month without requiring press releases.

Active Eval Window

Jay Tkachuk — CIO, Redwood Credit Union

Santa Rosa, CA — Financial Services (~630 employees)

Jan 15, 2026

New Role Chief Information Officer

Start Date January 15, 2026 — 36 days ago

Industry Financial Services — Credit Union (NCUA / GLBA regulated)

Assets Under Management $9.1B — 489,000 members

M365 Signal Credit unions at this size universally run Microsoft 365

Eval Window Day 36 of 60 — still open

Jonathan Harrell — CIO, BayPort Credit Union

Newport News, VA — Financial Services (~350 employees)

Financial Services

New Role Chief Information Officer

Hire Type External hire — predecessor held role for 16 years

Industry Credit Union — NCUA regulated, ~$1.5B in assets

Company Size ~350 employees — squarely in the M365 SMB profile

Why It Matters New external CIO inheriting 16-year-old infrastructure

Signal Type External hire = full infrastructure evaluation mode

Troy Rydman — CIO/CISO, Packsize International

Salt Lake City, UT — Manufacturing/Packaging

Manufacturing

New Role Chief Information Officer AND Chief Information Security Officer

Hire Type External hire into combined CIO/CISO role

Industry Manufacturing / Packaging — operational technology environments

Why Combined Title Matters Dual CIO/CISO = security infrastructure in build mode from day one

M365 Signal Manufacturing at this size nearly always runs M365 for email + productivity

Decision Mode Building both IT and security simultaneously = fast vendor decisions

New IT Director at [Healthcare / Financial Services SMB]

Any US Metro — Production-Scale Signal

Rolling 60-Day Feed

Signal Source Apollo / LinkedIn Sales Navigator job change alerts

Filter Set Title: IT Director / CISO / IT Manager — Company: 50-500 employees, healthcare / financial / manufacturing / legal

Technographic Layer BuiltWith: M365 confirmed + no known SIEM in stack

Volume at Scale 120–350 qualifying hires per month in the US

Window Day 14–42 from job start date = highest evaluation intent

Blumira Advantage Free M365 tier removes price objection — CTA is "see what's in your env," not "buy something"

Additional Options

Backup Workflows (Passed Theoretical Evaluation)

Six additional workflows passed theoretical evaluation and can be layered in or run as alternates.

M365-Dependent Company with No SIEM (Technographic Play) A standing list of 5,000–20,000 US companies that run Microsoft 365 and show no known SIEM in their technology stack. No timing trigger — a high-volume foundational list that uses Blumira's free M365 tier as the low-friction entry point. Data source: BuiltWith technographic data cross-referenced against SIEM tool detection.
IT Security Job Posting (Active Gap Signal) Monitors active job postings for "security analyst," "SIEM," or "SOC analyst" titles at 50–500-employee companies in regulated industries. An active posting is a public declaration that the company has a security capability gap and budget to fill it. Data source: LinkedIn Jobs and Indeed, filtered by title and company size. Volume: 300–800 active postings at any given time.
Healthcare Company Post-Breach (Peer Industry Signal) Monitors the HHS HIPAA Breach Portal for newly reported healthcare data breaches. Healthcare organizations in the same state or sub-sector as a recently disclosed breach experience immediate SIEM evaluation anxiety — fear peaks in the first 30 days post-announcement. Data source: HHS Office for Civil Rights Breach Portal (hhs.gov/hipaa), public and free.
MSP Adding Cybersecurity Practice Identifies managed service providers (MSPs) that are actively building a cybersecurity practice — either through job postings for security roles or LinkedIn announcements about adding SOC/SIEM capabilities. MSPs that add Blumira to their offering become a channel multiplier. Data source: Apollo MSP company filter + LinkedIn job posting signal.
New Sales Leader at MSP (Channel-Specific Trigger) Same logic as the primary workflow, but applied to the MSP channel: new VP of Sales or Sales Director at an MSP in the first 60 days, before they've committed to a security stack to sell. Data source: LinkedIn job change tracking filtered to IT consulting / MSP company type.
Cyber Insurance Renewal — Healthcare / Financial Services Targets companies approaching their estimated annual cyber insurance renewal window. Insurers increasingly require SIEM evidence for SMBs in regulated industries. Timing is inferred from company age, fiscal year, and industry norms. Lower precision than event-triggered workflows but large addressable volume.

What You're Looking At

The lead cards in this report aren't a one-time research project. They're a sample of what a Pain-Qualified Prospect Feed looks like — tracking new IT and security leader hires at Microsoft 365-dependent SMBs continuously and surfacing them in the 60-day window when they're actively evaluating their security stack.

What the Feed Looks Like

Every Week

30–80 new IT / security leader hires at M365 SMBs in regulated industries — name, title, company, start date, M365 confirmed, verified email contact.

Week 1 Onboarding

ICP and pain signal map for your vertical, outreach templates for new-hire framing, industry-specific compliance context (NCUA, HIPAA, GLBA, SOC 2).

Monthly Refinement

Tell us which hire types convert best — external CIO, new CISO, or IT Director. We weight the signal toward what's working and away from what isn't.

The Guarantee

120–350 pain-qualified IT hire contacts with M365 confirmation and verified emails every month — or you don't pay for that month.

Built for B2B sales teams who'd rather have reasons to call than names to guess from.

Want to see the full New IT Leader list?

We'll pull the last 30 days of qualifying IT and security leader hires at M365 SMBs in regulated industries, walk you through the list live, and show you exactly what lands in your inbox each week.

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A Data-Driven Outbound Workflow for Blumira