Case Study: Leading Cyber Firm Road to Acquisition in Attack Surface Management (ASM) Offering - Project Overview
Project Managers: Micah Vu and [Name withheld]
Company: [Company Withheld]
Objective: Increase market share of Attack Surface Management (ASM) service leveraging a multichannel approach.
Scope: Utilize content syndication, trade shows, webinars, and ICP "look-a-like" outreach, reinforced by email communication.
Industry: Cybersecurity
Time Frame: July 2020 - March 2021 (6 months)
Geographical Focus: North America
Target Industries: Financial Services, eCommerce, Technology, Retail, Healthcare, Consumer Goods, Media/Entertainment, Manufacturing, Government
Strategic Approach
Channels Used: Content Syndication, Trade Shows, Webinars, Email, Phone.
Targeted Audience: Directors and above with IT, IS, CIO, CISO, CSO, CTO, SecOps, IT Risk Management, CyberOps, Security Compliance roles in companies with 1000+ employees.
Team Composition: [Numbers Withheld] representatives selected for the initiative: [Names Withheld]
Responsibilities of Micah Vu: Message and Scripting development, Tech stack selection, Management communication, Headcount and Resource allocation, Rep effectiveness training and coaching, Contact List Creation and Management, Data Analysis and Reporting, Process documentation, Content Syndication partner coordination, Reporting KPIs to CEO.
Achievements
Accounts Converted: 147
Notable Accounts Secured: Sleep Number, Ring, Marriott, Rolls-Royce... [Confidential List of Companies]
Average Contract Value (ACV): [$ Value Withheld]
Outcome: Generated $6.43 million revenue pipeline [Formula Withheld]. Subsequently acquired by [Tech Giant] 3 months later for $500+ million, roughly a 10.7x revenue multiple
Campaign ROI (Net): 9.1x [Formula Withheld]
Gross ROI: 12.8x [Formula Withheld]
Conclusion
The project led by Micah Vu and team resulted in substantial success for [Company Withheld], manifesting in significant revenue growth and acquisition by [Tech Giant]. Notably, the disclosed campaign's minimum revenue impact stood at approximately 12.86% of acquisition valuation multiple, indicating a substantial impact on the company's valuation derived directly from the campaign's efforts. While baseline revenues before the campaign and the "process-handoff" ROI post-acquisition were undisclosed, the campaign's influence on the acquisition's revenue multiple was evident, showcasing the campaign's efficacy in driving remarkable business outcomes.