Customer Success for Security Software


Published on

The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.

In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.

This presentation - Customer Success for Security Software - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from ProofPoint, Rapid7, WhiteHat

1 Comment
  • e-Guardian - Distribuidor e Revendas Proofpoint no Brasil at e-Guardian - Distribuidor e Revendas Proofpoint no Brasil Proofpoint no Brasil é distribuida pela e-Guardian. Trata-se de uma empresa focada em segurança da informação e possui suporte, consultoria e manutenção especializado em Proofpoint. A equipe possui mais de 10 anos de atuação na Proofpoint. A Proofpoint é uma referência em tecnologia de Antispam e esta adequado para atender ao mais completo dos requisitos de segurança para email e web security. A e-Guardian é um distribuidor de soluções de segurança e um parceiro de negócios! Atendemos diversos temas relativos aos produtos Proofpoint: • proofpoint essentials • proofpoint secure email • proofpoint email • proofpoint security • proofpoint spam filter
    Are you sure you want to  Yes  No
    Your message goes here
  • Be the first to like this

No Downloads
Total views
On SlideShare
From Embeds
Number of Embeds
Embeds 0
No embeds

No notes for slide
  • Gartner’s 2013 Magic Quadrant for Secure Email Gateways. Of all vendors in the Magic Quadrant, Proofpoint is positioned furthest in "completeness of vision."’s 2013 Magic Quadrant for Enterprise Information Archiving for Second Consecutive Year Email Security Solution category for 2014 SC Awards . Proofpoint Enterprise Protection and Proofpoint Enterprise Privacy were recognized by a panel of readers, representing the audience of SC Magazine, as the top products in the Reader Trust award competition. of TechEd 2013 Security award for our Targeted Attack Protection! Judges said, “Proofpoint Targeted Attack Protection addresses a desperate need most companies have: protection against email malware attacks, known as spear phishing.” Research Group positions Proofpoint as a Champion in its 2012 Vendor Landscape for Email Archiving, also awarding Proofpoint an Innovation Award for its "game changing" DoubleBlind Encryption technology.
  • Customer Success for Security Software

    1. 1. Customer Success for Security Software Jennifer Wang, ProofPoint Robert Thomas, WhiteHat Parker Corwin, Rapid7
    2. 2. Jennifer Wang Proofpoint, Inc. (NASDAQ: PFPT) A leading security-as-a-service provider that focuses on cloud-based solutions for threat protection, compliance, archiving & governance and secure communications.Sr. Director, Customer Success
    3. 3. Key PartnersWhat We Do Select Partners & CustomersDemonstrated Success 3 of the 5 largest US Retailers 5 of the 5 largest US Banks 3 of the 5 largest US Defense Contractors 2 of the 5 largest Global Pharmaceuticals Companies Protect the Most Sensitive Data of the World’s Most Successful Companies Comprehensive Data Protection Portfolio Scalable Security-as-a- Service platform Advanced Threat Protection
    4. 4. Pre-Sales Implementation Production Pre- Renewal Initial Sale Onboarding Program ICU Program Health Check Transition Risk Escalations Risk Renewal Risk CSM Programs to Catch the Risk Cutover RenewalUpsell Opportunities
    5. 5. Parker Corwin Rapid7 solutions deliver the data and insights Security Pros need to Fight the Living Threat Director, Account Management Rapid7
    6. 6. Overcoming Obstacles...
    7. 7. Continuous, Sustained Effort Repeat…RenewGrowMaintainOnboarding Secrets to Success: • Successful Starts • Design Partnerships • Over-the-Top Support
    8. 8. Turning Raving Fans into Security Heroes Raving Fans are Fanatical about Rapid7 Security Heroes are Fanatical about Security Best Practices and Can Articulate Their Success
    9. 9. Robert Thomas WhiteHat Security Robert Thomas is the Senior Technical Architect at WhiteHat Security and is responsible WhiteHat’s overall crm strategy, direction, and execution. Prior to Joining WhiteHat Robert was a Management Consultant at Montfichet & Company and Accenture. At Montfichet and Company Robert was a trusted advisor to clients such as Wells Fargo, Brocade, and Symantec to name a few. Robert holds a bachelor of science degree in Finance from the University of the Pacific. Senior Technical Architect, WhiteHat Security
    10. 10. Q & A