CASE STUDY: Transforming a Cryptocurrency Insurance Provider into a Market-Leading Cybersecurity Solutions Company
Sherlock is a blockchain security company specializing in smart contract audits and comprehensive cybersecurity solutions for the Web3 ecosystem. Founded in 2021 and based in Amsterdam and New York City, Sherlock combines traditional expert-led security reviews with crowdsourced audit contests and AI-powered security scanning to identify and prevent vulnerabilities in decentralized finance (DeFi) platforms and blockchain projects.
BUSINESS CHALLENGE
Sherlock needed to evolve from a cryptocurrency insurance coverage provider into a comprehensive, market-leading cybersecurity solutions company.
The expansion required a complete transformation of their sales and go-to-market strategy, team capabilities, and positioning to compete effectively - and lead- in the rapidly growing blockchain security space.
SKILLS
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GTM Enhancement
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Sales coaching and training
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Competitive differentiation
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Leadership hiring, coaching and development
MARKET
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Cryptocurrency and DeFi Cybersecurity Solutions
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AI-powered cybersecurity auditing
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Security audit contests and bug bounty solutions
STRATEGIC GTM SHIFT:
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Repositioned Sherlock from a niche insurance provider into a market-leading comprehensive security solutions provider
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Developed compelling messaging that differentiated Sherlock in the competitive blockchain security marketplace
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Upleveled marketing from basic corporate branding to strategic, growth-focused marketing campaigns
SALES INFRASTRUCTURE AND TEAM DEVELOPMENT:
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Built a well-structured sales process featuring comprehensive discovery calls and professional proposal presentations with ROI metrics and case studies
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Recruited and hired a team of high-performing sales executives with blockchain and cybersecurity expertise
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Provided ongoing coaching to refine sales cycles and optimize team approach for maximum effectiveness
EXECUTIVE LEADERSHIP AND PRODUCT INNOVATION
Prr
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Guided the successful launch of an innovative AI-powered solution to ensure security of complex cryptocurrency DeFi transactions
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Coached key executives to identify growth opportunities and drive continuous improvement across the organization
Business Impact
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Became the market leader
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Doubled bookings
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Achieved profitability
ACHIEVED MARKET LEADERSHIP:
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Successfully repositioned as a premier blockchain security solutions provider
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Sales Excellence: Built high-performing sales team with proven track record
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Innovation: Successfully launched AI-powered security solutions for DeFi
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Operational Excellence: Established scalable, repeatable sales processes with measurable ROI
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Sustainable operational excellence and market leadership.