Email Security Competitive Analysis Case Study

Email Security Competitive Analysis Case Study

• Customer: Email Security vendor looking for competitors Install base
• Locations: USA

Challenge

The customer is one of the leaders in Email Security Software market as per the Gartner Magic Quadrant report. The main challenge was losing existing customers to the new, niche, and smaller competitors in the Email Security marketplace.

Solution

DemandCurveMarketing analyzed all the competitors of the customer in the Email Security space.

Suggested some international names as well with US customers. The customer was given an option to pick the ones they would want to target. After the selection process, DemandCurveMarketing, with its powerful and comprehensive technographics capabilities, identified the current users of these competitors. DemandCurveMarketing provided a comprehensive technographics report with almost 7,120 new company targets using their competition. They were able to win back 126 of the clients who had moved to the competitor either for betting pricing or lack of proper support, by competitive pricing or more value add to their proposition. Also, 110 net new customers from this userbase.

Results and ROI

With a great win ration on their competitor clientele, the customer was recommended by DemandCurveMarketing to stretch their outreach to clients of software they integrate with as well. This has proved out to be a great selling proposition for the customer to strengthen their foothold in the e-Signature marketplace.

Key solutions

• Technographics
• Targeting the userbase of niche and new competitors
• Targeting the userbase of software their solution integrates with