Weblife.IO Makes a Quick Turn on Employee Access, GDPR and Web Isolation

Jun 15, 2018 | Client Success Stories

Weblife.IO Makes A Quick Turn On Employee Access, GDPR And Web Isolation

Client Success Story

Challenge:

Early on the team at Weblife.IO knew they were on to something. But in a crowded space of “Web Isolation” with mixed results, the challenge was telling a story that both stood out and captured the excitement in the early customers they had acquired. And with GDPR looming, the time was ripe now.

Project:

Ken worked with the founding product and executive team to build the story for Weblife.IO. Turning around a story in just a few weeks, the project focused in on not just security and threat protection, but on both empowering employees while reducing the organization’s attack surface and risk. Targeting companies who were forward thinking on employee access and privacy allowed Weblife to tell a story that was both differentiated and valuable.

Results:

Weblife’s revenue and success continued to accelerate. So much so that they were acquired by Proofpoint just 2 years after seed funding, and just 6 months after the project. Crunchbase reports the acquisition to have been $60M on $6.5M of capital invested. Not bad!

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Treasury Curve Finds Their Voice

Aug 4, 2017 | Client Success Stories

Treasury Curve Finds Their Voice

Client Success Story

treasurycurve.com

Challenge:

A small but successful provider of Cloud Treasury Services that help corporations proactively and efficiently manage their cash and investments, Treasury Curve needed to move beyond features and benefits to raise their visibility in the market and attract new customers. As a small team, the project had to be executed quickly with minimal demands on the team’s time.

Project:

Ken worked with the founding executive team to define a Viewpoint story that put corporate Treasury teams at the center of a transformative “Hero’s Journey” and made the Treasury Curve service the magic in that journey. This process was lightweight, with an intensive but rapid workshop engagement, respecting the team’s limited time while capturing its insight and expertise.

Results:

“Working with Ken enabled us to quickly understand and write the story of the Treasury Curve ‘Hero’s Journey’; which is our customer’s story, not our own,” said Co-Founder and CEO Aron Chazen, “Through this process, we found our ‘voice’ so we could have a dialogue with our customer from the their perspective, instead of simply listing our features and benefits.”

Ken then provided the team with a lightweight implementation strategy based on his story scaling framework.

“Ken advised us to experiment by posting bits and pieces of our newly created story on LinkedIn and other places. That simple experiment resulted in a dramatic increase in views of our posts, visits to our website, demo requests, and sales opportunities,” Chazen added.

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Sophos – Synchronized Security Launch

Jul 31, 2017 | Client Success Stories

Sophos - Synchronized Security Launch

Client Success Story

sophos.com

Challenge:

Sophos is one of the world’s leading providers of both endpoint and network security and goes to market under the tagline, “Security Made Simple,” critical to the mid-market customer focus. When Ken engaged with Sophos in mid-2015 they were finishing the technical integration of the two product areas with an innovative “Security Heartbeat” and what they called “Synchronized Security.” The big challenge was to communicate this highly innovative approach in a simple and straightforward manner, consistent with their go to market strategy.

Project:

Ken worked with the senior product, product management and product marketing leadership to drive the creation of simple yet powerful messaging for Synchronized Security. Critical was appealing to both the business buyer and the technical evaluator of the solution, including partners. Ken helped the product marketing owner to build and refine the story, and also authored both business overview and technical overview whitepapers.

Results:

Sophos launched Synchronized Security and Security Heartbeat late in 2015. This continues to be core to their value proposition, and is featured prominently in their go to market, including the use of the updated versions of both whitepapers. Since the launch, Sophos has achieved continued strong revenue and market growth.

In their July 2017 “Trading Statement” earnings release, CEO Kris Hagerman said, …”Our core strategy continues to be differentiated and effective: we work in partnership with our channel to deliver innovative, simple, and highly effective cybersecurity solutions for mid-market enterprises, synchronizing across end-user and network security” – echoing the importance to Sophos of this positioning.

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Spirion – Stopping Sensitive Data Sprawl

Dec 1, 2016 | Client Success Stories

Spirion - Stopping Sensitive Data Sprawl

Client Success Story

spirion.com

Challenge:

Ken engaged with Spirion in April of 2016. Spirion, then known as Identity Finder, had been recently acquired by a Private Equity firm. The new CEO believed that revised messaging and positioning would be crucial to accelerating the already strong growth of the business.

Project:

Ken worked with the new CEO, the founder, and the team to develop new positioning around “Sensitive Data Sprawl.” As part of this project, Ken also evaluated the branding of the company, and recommended a new name be developed. Ken brought in a naming firm and project managed them in the development of the new Spirion name.

Results:

Spirion relaunched its brand, website and messaging in the summer of 2016. Early market reception has been very positive and they continue on their path to success and market leadership.

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3Scale – Winning in the API Economy

Nov 29, 2016 | Client Success Stories

3Scale - Winning the API Economy

Client Success Story

3scale.net

Challenge:

Ken engaged with 3Scale in June of 2013. At the time, 3Scale was looking for a way to stand out in a small but crowded market in API Management, where they had a price advantage and different go to market approach, but were not known as well as their larger competitors.

Project:

Ken worked with the founding CEO and his team to capture and package their “API Economy” story and messaging. This included building new web content and working with the founder to write a long form whitepaper on Enabling the API Economy. This paper not only articulated their Viewpoint, but laid out the key use cases that formed the basis of their go to market approach for the next 3 years.

Results:

3Scale continued to grow, and was acquired RedHat in June of 2016, as outlined in the press release, “By adding 3scale to its existing portfolio, … Red Hat strengthens its enablement of the API economy with simplified cloud integration and microservices-based architectures.” This is the positioning and message that was built in the project.

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