Success Stories

$30k ACV cross-sell, with another $30k ACV in upgrade potential — Deal sold while at Activated Insights.

In a business review after taking over the account I asked, “what do you like most about our product?” The COO said, “it allows us to make data driven decisions.” I noticed they were on our lowest tier for a different product they were using for employee surveys and had very limited data access, so I was able to leverage her data driven mindset to begin an evaluation to upgrade because she also had a goal of getting certified as a “Great Place to

Work”. They originally wanted to upgrade to our highest tier but it was not in budget. So, I proposed that the COO participate in a case study and webinar for us in exchange for a discount. She agreed but the price was still out of budget. Then, I recommended that they do a tier below which would still provide a significant upgrade for data access and would fit within budget. She agreed and that they would look at upgrading to the higher tier next year. We were still able to fulfill the agreement for a webinar and case study and had a very minimal discount tied to the opportunity as a result of stepping down to the tier that fit into budget.

$250k ACV — Deal sold while at Nasuni.

Executive leadership wanted to move as

many workloads to Azure as possible to minimize on-prem storage footprint and align with long-term cloud vision. We were able to help move 90% of their on-prem data into Azure LRS Cool Blob Storage (roughly 200TB). This win required involving stakeholders from many sides of IT such as, storage, security, backup-up, cloud. In order to get the “win” we had to achieve a mutual agreement across all the stakeholders by bringing together a holistic business outcome.

$30k ACV land, with +$100k ACV upgrade potential — Deal sold while at Nasuni.

The company created learning videos

for companies that needed to train employees, get employees certified, etc. They had a lot of media within a particular division that was growing exponentially and on-prem hardware could not keep up from a capacity perspective, while also becoming very costly. We were able to provide a solution that eliminated on-prem infrastructure and offered a much more scalable solution that was easier to manage. Their intent was to deploy us in the single immediate division, but had 13 other divisions they wanted to expand our solution into.

$80k ACV — Deal sold while at Arctic Wolf.

The law firm had a 2 person IT team (one of whom was the COO), and were under pressure from a compliance perspective to implement a cybersecurity and vulnerability management solution. However, given the size of their team, this would be an impossible task. So Arctic Wolf SOC as a Service helped augment their existing team by handling the SOC analysis to identify threats which allowed the firm save a lot of time and money to focus on other strategic initiatives.

$140k ACV — Deal sold while at Arcserve.

The manufacturing company had a cloud-first strategy and needed a solution that would eliminate on-prem backup by moving their backups completely to the cloud while still meeting recovery time and recovery point objectives.