CASE STUDY: From Initial Launch to Exit in 18 months
AMPLICY
Tel Aviv-based Amplicy was a leading provider of Cybersecurity Attack Surface Management solutions. The company just launched and had minimal customer traction, limited funding and needed to differentiate in a crowded market.
PROJECT DETAILS
We worked closely with the Founder/CEO and management team.
We helped create the company's first sales deck, ensuring strong differentiation. We defined and implement the right sales strategy, leading to rapid customer growth.
Brokered introduction to a PE-backed SaaS security vendor and helped negotiate exit for Founders and management team.
SKILLS
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Fundraising
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Sales messaging
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Business Development
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M&A Advisory
MARKET
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SaaS Cybersecurity, Attack Surface Management, Cyber Threat Exposure Management (CTEM)
BUSINESS CHALLENGE
Differentiate in a crowded market (ASM and CTEM)
Accelerate Revenue Growth Rate
ASSESSMENT:
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Sales approach of focusing on technology vs impact and benefits was not reasonating
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Ambiguous messaging that lacked differentiation, didn't create urgency or establish business impact
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Limited operating capitol created the need to drive growth quickly and cost-effectively (low CAC)
STRATEGIC IMPACT:
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Defined marketing strategy to help raise company profile and drive leads cost-effectively
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Closed first enterprise customers and proved the merit of a new technology
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Made customers successful and created customer references to drive additional sales
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Simplified pricing model: from an unpredictable billing in arrears to a value-based, annual subscription model
OUTCOME:
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Created sales messaging enabling successful close of first strategic customers in financial services, media and telco.
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Helped company raise its first institutional venture capital round
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Built partnership with management team of leading cybersecurity vendor Team Cymru
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Negotiated successful exit of the company and assisted with integration into new company.