Case Studies | JLA Advisors Real Results & Success Stories

Go-to-Market Strategy for Cybersecurity Start-up

JLA crafted a robust go-to-market strategy for a newly funded cybersecurity startup.

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About the client

A well-funded startup offering a versatile and disruptive zero-trust platform designed to protect vulnerable endpoints.

Focusing on addressing emerging cybersecurity risks at the convergence of operational technology (OT) and information technology (IT).

The Challenge

01

Having achieved initial success with pilot projects in the government sector, the client sought to scale its business and expand into the enterprise market.

02

Needed to develop a targeted go-to-market strategy focused on industrial 4.0 use-cases that demanded highly secure networks.

JLA Approach

Conducted a comprehensive assessment to identify the most promising industry verticals and use-cases that aligned with our client’s innovative technology platform.
Performed secondary research on competitive offerings and substitute technologies to confirm critical success factors and recommended incorporating specific features and functionality into the product roadmap.
Conducted over 30 interviews with potential customers and partners to identify the most attractive enterprise markets to pursue.
Synthesized insights and analysis to develop a comprehensive channel strategy, which included identifying targeted partners for specific verticals and creating a pricing strategy that balanced upfront installation costs with recurring revenues based on overall system implementation and secured endpoints.
Recommended a market positioning strategy and developed customized sales and marketing plans and messaging tailored to specific verticals.

Outcomes

01

We developed a comprehensive go-to-market playbook that provided the client with a clear roadmap to execute their strategy and achieve their business goals, including recommendations on verticals, use cases, and strategic partnerships.

02

The playbook also outlined a detailed product roadmap, pricing strategy, sales pitch, and industry-vertical-specific positioning and messaging.

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Go-to-Market Strategy for Cybersecurity Start-up

Lets Discuss Your business goals​

About the client​