Fortune 100 Cybersecurity Company has been an industry leader for decades and primarily works with enterprise customers. The company helps manage digital risk with expertise and products that include threat detection and response, identity and access management, and fraud prevention.
After leading the market for more than 20 years, this cybersecurity enterprise was looking for a strategic refresh of the P&P for their Identity and Access Management (IAM) solution. Well-funded SaaS competitors were starting to eat into their market share and the company wanted to reverse that trend.
The company had seen friction acquiring new customers through its channel and there was a worry of moving traditional perpetual customers over to term-based license models. High-discount expectations plus a tedious and manual operational setup concerned the company about how they were perceived in the market.
Project Manager, Delivery Support
My role on this project comprised of two key responsibilities:
Orchid Black and the client were able to work together to create a new P&P (with an entry-level, cloud-first solution) for this long-standing IAM product that positioned the company for long-term growth. The financial model validated the recommended P&P, and the company moved forward with the implementation of this strategy. The pre-implementation risks and roadmap our team put together set the foundation for the company to move forward into the execution phase for this project.