Network Security Case Study

THE CHALLENGE - A new and upcoming network security server company designed a revolutionary secure server architecture. The company successfully sold the server to niche clients in the government and military space but wanted to expand to the general market. In addition, the vendor needed visibility into the enterprise space, as well as guidance on entry strategies. The company sought Frost & Sullivan’s assistance in addressing these challenges.

THE PROCESS - Frost & Sullivan's market research and consulting teams leveraged its ongoing research on security solutions to create timely, actionable research services and simultaneously used its ongoing contacts with end-users to help our client address new markets. The Frost & Sullivan Network Security team was able to tap into the existing knowledge base to immediately analyze the different metrics and trends that would impact our client.

THE SOLUTION - The information in the subscription was leveraged to develop recommendations for market entrance strategies. The Frost & Sullivan team conducted interviews with a number of large end-users to determine where they were experiencing difficulties with their server security posture. Frost & Sullivan provided the client with analysis of the addressable market and then set up meetings for the client with potential end-users and partners, such as Rackspace and Nokia. Finally, Frost & Sullivan identified holes in the client's sales strategy and provided the client with sales training to improve its employee's ineffective techniques and establish ones that would be more effective.


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