200% revenue growth thanks to a new security service for Fox-IT
Tags: IT, Security
Company: Fox-IT
Challenge: How do we successfully launch our security service in the US?
Result: 200% revenue growth
The challenges
After a successful launch in the Dutch market, cybersecurity expert Fox-IT, part of NCC Group, identified opportunities to introduce its new digital footprint monitoring service in the United States. Together with an internal project team, we prepared the product for the US market. Together with an internal project team, we prepared the product for the US market.
- Go-to-market strategy: developing a launch strategy tailored to the specific needs and nuances of the US market.
- Marketing activities: translating the unique value proposition into effective assets that resonate with the target audience.
- Sales enablement: developing materials and training to support the sales team in approaching the market effectively.
The results
- Approximately 200% increase in revenue.
- New customers across a wide range of industries, from big tech to banks and law firms.
- An independently operating sales channel.
- A further optimised product, with a strong focus on international expansion.
During the successful launch of our new security service, we were able to continue giving sufficient attention to our existing customers and the Dutch market.
Alexander Kleyn van Willigen, Product Manager Fox-IT
The approach
Phase 1
The first phase focused on the go-to-market strategy, with the goal of scaling to the US. We carried this out in close collaboration with the internal project team.
Phase 2
In this phase, the service was operationally prepared for growth. We optimised the customer journey by introducing new processes and roles. The service was further enhanced through the expansion of dark web monitoring, the addition of new data sources, and the introduction of new pricing models.
Key elements of the approach
- Interviewing stakeholders, including sales directors and customers.
- Developing sales collateral, toolkits, and pricing strategies.
- Defining content and messaging based on market research, A/B testing, and customer interviews.
- Setting up local marketing campaigns.
- Organising online training sessions for 60 US sales managers and implementing a train-the-trainer model.
The opportunity to launch our service in the US arose while we were still actively developing the Dutch market. Thanks to Beyond Products’ clear, structured approach and hands-on support, the launch has been a success.
Alexander Kleyn van Willigen, Product Manager Fox-IT
About Fox-IT’s monitoring service
The new monitoring service uses AI to scan your organisation’s digital footprint, such as leaked passwords, email addresses, documents, and code. This data can be exploited in cyberattacks or lead to reputational damage. The service is ideally suited to raising an organisation’s overall security posture and is also valuable for legal purposes and due diligence during acquisitions.
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