Critical Path Case Studies
Client Case Study – InfoSec/IAM Software Firm
Our client is a global security software company dedicated to proactively eliminating data breaches from insider threats. Over 4,000 customers worldwide trust our client to help protect them from these insider attacks.
Our client, while successful with traditional lines of business development, was looking for a way to gain better exposure to the Fortune 500 market (both domestic and internationally). In their analysis, they identified a deficiency in their growth strategy – A lack of relationships with the Global System Integrators (GSI’s) who focus on clients in this space.
The Critical Path Solution
The team at Critical Path started by identifying the GSI’s whose business models and market strategies best aligned with our client’s needs. We then worked with our client to develop a long-term strategic plan, keeping their business development goals in mind. Our next step was to align our client’s executive teams with those GSI’s that we felt best suited their needs. During the alignment process we engaged the sales/account teams and started to build a sales pipeline which both our client and the partner GSI could use to manage account activities.
As the Critical Path team continued to expand our client’s relationships within these partner GSI’s, the sales pipeline continued to grow. To support this growth we implemented a series of technical trainings and “deep dives” for the partner GSI’s technical account teams. This allowed us to solidify our client’s position with the GSI account and technical teams and remain “top of mind” as they are out working with their Fortune 500 clients.
Throughout this process, we provided a feedback loop where our client could gain valuable insight and direction from the GSI’s we were partnering with. This enabled our client to be proactive in their sales efforts and respond quickly to any changes in the deal flow.
By leveraging our relationships with the right GSI partners, our client now enjoys an additional $10M sales pipeline tied to three of the major Global Systems Integrators. New opportunities exist across the financial, healthcare and retail verticals, both domestic and internationally.
The sales and account teams are fully engaged and our client is now positioned to grow their GSI program in ways they had not thought possible, before hiring the Critical Path team.
Case Study Brief:
Data Security Client Win - Driven By Partner GSI
Use Case: Data Security / PCI, PII – Major US Airline
Client Issues: Protect their customer’s personal data (PII) and adhere to PCI standards. Reduce audit scope.
Critical Path Client Engagement: Partner GSI brought Critical Path client in to the RFP as a potential solution to client’s issues. Critical Path maintained close communications with GSI’s team on the ground. Received guidance / feedback from GSI for POC, proposals, etc. Made recommendations to client sales team to help ensure the win.
Critical Path Client Win: $2.2M
Case Study Brief:
Risk/Compliance Client Win - Driven by Partner GSI
Use Case: Data Security / Risk / PCI, PII – Major eCommerce Firm
Client Issues: Protect their customer’s personal data (PII) and adhere to PCI standards. Manage risk / Reduce audit scope.
Critical Path Client Engagement: Partner GSI brought Critical Path client in to discuss data security/compliance strategy with VP Audit/Risk. Discussions included CISO / security team. Worked closely with GSI & client’s sales team to ensure the win.
Critical Path Client Win: $600K
Case Study Brief:
Partner GSI Engagement - Driven by Data Security Client
Use Case: Data Security Initiative- US Based Financial Services Firm
Client Issues: Business Strategy. Best practices & expansion of data security product (across lines of business) once implemented. Project Management.
Partner GSI Engagement: Brought partner GSI in to address client’s issues around Business strategy, best practices (people & policies), PM support.
Partner GSI Win: $700K (Services Engagement)