Customer Success for Security Software
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Customer Success for Security Software Jennifer Wang, ProofPoint Robert Thomas, WhiteHat Parker Corwin, Rapid7
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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
Transcript of Customer Success for Security Software
Customer Success for Security Software
Jennifer Wang, ProofPoint Robert Thomas, WhiteHat
Parker Corwin, Rapid7
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
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
3000+ Customers
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
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
Parker Corwin
Rapid7 solutions deliver the data and insights Security Pros need to Fight the Living Threat
Director, Account Management
Rapid7
Overcoming Obstacles...
Continuous, Sustained Effort
Repeat…RenewGrowMaintainOnboarding
Secrets to Success: • Successful Starts• Design Partnerships• Over-the-Top Support
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
Robert ThomasWhiteHat 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
Q & A
