In today's fast-paced business environment, the ability to close deals quickly and efficiently is crucial. Silverfort, a leader in identity protection, has demonstrated how leveraging the Azure Marketplace can significantly accelerate sales processes and drive substantial growth. In just two years, Silverfort went from $0 to over $10 million in Marketplace Billed Sales (MBS), showcasing the power of strategic marketplace utilization.
About Jonathan
Jonathan Nativ is Director of Strategic Alliances at Silverfort and is responsible for managing Silverfort’s partnerships with its Technical Alliances. For the past 16 years Jonathan has worked in various companies in technical and customer-facing roles. Prior to joining Silverfort in 2019, Jonathan worked at CyberArk where he built and managed the Training Services. At Silverfort Jonathan held various positions including Sales Engineer for EMEA & APAC as well as Sales Director for APAC.
Who we are
Silverfort is a cybersecurity company specializing in identity protection across various environments, including on-premises, cloud, and hybrid networks. Their platform integrates seamlessly with existing Identity and Access Management (IAM) solutions to provide comprehensive security without requiring changes to the systems.
Key features of Silverfort include:
- Adaptive Multi-Factor Authentication (MFA): Extends MFA to all systems and environments, enhancing security without disrupting operations
- Runtime Access Protection (RAP): Protects identities in real-time by integrating with IAM infrastructure
- Identity Threat Detection and Response (ITDR): Detects and responds to identity-based attacks in real-time
- Non-Human Identity (NHI) Security: Secures machine identities alongside human identities
- Authentication Firewall: Implements Zero Trust policies to prevent unauthorized access.
Silverfort's technology is trusted by over 1,000 organizations, providing a high return on investment by simplifying and enhancing identity security.
Achieving remarkable growth
Silverfort's journey began with a clear vision: to harness the capabilities of the Azure Marketplace to streamline procurement and enhance sales efficiency. By integrating Silverfort’s offerings into the marketplace, they were able to reach a broader audience and simplify the purchasing process for their customers. This strategic move not only increased visibility but also facilitated faster deal closures, contributing to their impressive growth in MBS.
Streamlining procurement
One of the key advantages of the Azure Marketplace is its ability to simplify procurement. For Silverfort, this meant reducing the friction typically associated with traditional sales processes. Customers could easily find and purchase Silverfort's solutions directly through the marketplace, leveraging their existing procurement relationships with Microsoft. This streamlined approach allowed Silverfort to close deals faster and with less effort, ultimately boosting their sales figures.
A case study: closing a seven-figure deal
A prime example of Silverfort's success through the Azure Marketplace is their recent collaboration with Microsoft to close a seven-figure deal with a large oil and gas company in the UK. This deal highlights the significant impact of marketplace procurement on both the speed and size of transactions.
The ability to procure through the Azure Marketplace played a pivotal role in this deal. By offering a seamless purchasing experience, Silverfort and Microsoft were able to expedite the procurement process, reducing the time required to finalize the agreement. Additionally, the marketplace's flexible pricing models and standard contracts provided the oil and gas company with the confidence and security needed to commit to a substantial investment.
Driving larger deals
The streamlined procurement process not only speeds up deal closures but also enables larger transactions. For Silverfort, the Azure Marketplace's ability to facilitate customized terms and negotiated pricing was instrumental in securing the seven-figure deal. This flexibility allowed Silverfort to tailor their offering to meet the specific needs of the oil and gas company, resulting in a more substantial and mutually beneficial agreement.
Conclusion
Silverfort's success story is a testament to the transformative power of the Azure Marketplace. By leveraging the marketplace's capabilities, Silverfort was able to achieve rapid growth, streamline procurement, and close significant deals with ease. Their journey from $0 to over $10 million in MBS within two years underscores the potential for businesses to enhance their sales processes and drive substantial growth through strategic marketplace utilization.
As Silverfort continues to innovate and expand, their partnership with Microsoft and the Azure Marketplace remains a cornerstone of their success. For businesses looking to accelerate their sales and simplify procurement, Silverfort's experience offers valuable insights and inspiration.
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