Leading Enterprise Security Company Scales Revenue and Accelerates Time to Closed-Won Deals with Sales Readiness
Customer Company Size
Large Corporate
Region
- America
Country
- United States
Product
- Cybersecurity solutions
Tech Stack
- IoT
- MindTickle
Implementation Scale
- Enterprise-wide Deployment
Impact Metrics
- Revenue Growth
- Productivity Improvements
Technology Category
- Cybersecurity & Privacy - Network Security
Applicable Functions
- Sales & Marketing
Use Cases
- Cybersecurity
Services
- Training
About The Customer
The customer is a leading internet-of-things cybersecurity company that provides real-time and continuous visibility into every device connecting to a corporation’s network. Their mission is to be the de-facto standard for device visibility across their customers’ entire extended enterprise. The company has grown significantly in recent years, capitalizing on a market shift towards cybersecurity. This growth has led to the company being valued at a billion dollars and experiencing a successful IPO. To keep up with market demand, the company significantly invested in their sales organization, growing from 30 sales reps to almost 200.
The Challenge
The company, a leader in IoT cybersecurity, experienced significant growth after capitalizing on a market shift towards cybersecurity. This growth led to an expansion of their sales organization from 30 sales reps to almost 200. However, this rapid growth presented several challenges. The company needed to increase sales rep productivity and revenue generation to keep up with market demand. They also needed to improve their infrastructure to support sales, including operations, process, and enablement. Furthermore, they needed better forecast accuracy. The sales process had seven stages, but attendance across the stages and adherence to following the engagement model was haphazard. This diminished productivity and efficiency in the sales process and also impacted the business’ forecast accuracy.
The Solution
The company implemented several solutions to address their challenges. They refocused their go-to-market strategy to address the larger market and simplified their 7-stage sales process and engagement model. They also provided content, trained, coached, and certified sales reps using MindTickle. They launched a Certified Sales Professional program, a live classroom course. Three days are spent learning about the product, and then another four days on competition, solution positioning, and buyer personas through hands-on activities. The enablement team also hosts live training calls two times a month with the SVP of Global Sales. The emphasis is on peer-to-peer learning, so reps can share success stories and leverage the Win/Loss team to learn from successes and failures to ensure future success.
Operational Impact
Quantitative Benefit
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