CASE STUDY

TRIPWIRE

Tripwire grew to $40M ARR, but stoped growing. High Tide identified and fixed several challenges with the go-to-market.

PROJECT DETAILS

Go to Market
SKILLS
  • Enterprise Security
CLIENT
  • TripWire

BUSINESS CHALLENGES

  • Growth stalled at $40M
  • Good technology with limited revenue growth

ASSESSMENT:

  • Overly technical marketing message

  • Focused on wrong buying center

  • Long Sales Cycles, not tied to urgency

  • Company not in a known market segment

CHANGES IMPLEMENTED:

  • Repositioned solution to compliance management

  • Up-leveled sale to the CISO

  • Acquired log management solution to address PCI

  • Secured endorsement from Gartner

  • Partnered and co-sold with BMC Software

OUTCOME:

  • Grew to $100M ARR (40% CAGR)

  • Filed for S1 to take public on NASDAQ

  • Company acquired