Vertex Wireless, a wholesale distributor of mobile devices and IoT hardware, was facing a significant challenge with their previous eCommerce connector. The company prides itself on its agility and adaptability, but the connector was proving to be costly and unable to accommodate the full extent of its data migration needs or their custom 3PL offerings to their customers. As the business evolved, the company found that their overhead was high due to the constant need to recreate the wheel with custom APIs. They needed a solution that could support the high volume of fulfillments they were doing, scalable custom 3PL implementations for their customers, and hybrid integrations between NetSuite and their on-premises warehouse management system (WMS).

WeTransfer, a Netherlands-based internet file transfer service, was facing a significant challenge with its SaaS applications. The company had grown exponentially, and with this growth came a sprawl of different applications acquired by various departments. With over 200 paid SaaS applications, the company was struggling with integration across the business, leading to duplicate and manual efforts in many departments, including finance, HR, and sales. The company had no dedicated team for corporate systems integration, and the ad-hoc acquisition of many tools led to poor interaction between them. This was particularly problematic for the finance department, which had spent hundreds of hours over two and a half years building an internal set of tools and integration between Salesforce and NetSuite, which did not work properly. This resulted in many hours of manual data entry every month, delayed financial book closures, and incomplete billing cycles.

ZoomInfo, one of the fastest-growing SaaS companies, was facing significant challenges with its financial systems. The company's rapid growth was not being matched by its financial systems, which threatened to become a barrier to its expansion. The core issues were numerous, including manual processes such as inputting sales orders, delays in transaction processing, and inaccuracies due to manual data entry. The company was on the brink of hiring an entire team to handle these processes, which risked exacerbating the issues with inaccurate data entry. The revenue team had to spend a significant amount of time each month fixing data issues, which was a tedious and time-consuming process. Some DIY integrations existed, but they were not effectively implemented. The company needed to find a way to scale their financial systems quickly and automate as much as possible to avoid obstructing their growth.

Air Canada, the country's largest airline, faced significant challenges during the COVID-19 pandemic. The aviation industry was hit hard, and Air Canada was forced to lay off nearly 50% of its employees. This resulted in increased anxiety, lowered morale, and additional pressure among the remaining employees. The situation highlighted the need for a comprehensive wellness resource that could offer practical guidance and support for all team members, from front-line employees to those working behind the scenes. The existing health and wellness program was deemed insufficient to address the current needs, necessitating a complete overhaul.

Corporate Health Partners, a Georgia-based company, has been working for nearly two decades to improve employee performance by promoting health and well-being. However, as the health crisis in America worsened, the company faced challenges in managing the increasing health-related issues among employees. Their proprietary platform, HealthyTrax, was unable to keep up with the growing demands of the wellness industry. The platform had limited features, outdated technical aspects, and required continuous development, draining time and resources. Moreover, maintaining high security standards to combat cyber-attacks became a major priority. The company needed a solution that could offer more features, improve user experience, and ensure high security standards.

Capcom, a leading worldwide developer, publisher, and distributor of interactive entertainment, faced a significant challenge in improving its security measures. The company's game business, known for its advanced technological development capabilities, develops its own game engine based on fundamental technology. This proprietary technology approach has positioned Capcom as a leader in the game industry. However, the game development department handles vital data assets using a dedicated development environment for each project, which necessitates stringent security measures and compliance with laws and regulations of each country and region. Capcom had been focusing on strengthening security measures, but to work on more advanced measures and higher levels of protection, a dedicated Development Security Task Force was established. The task force began studying the introduction of technologies and mechanisms to protect valuable information assets.

The Court of Justice of the State of Amapá, a judicial body in Brazil, was faced with the challenge of updating and streamlining its justice system in the face of unpredictable, complex, and urgent cybersecurity threats. The Brazilian Superior Court of Justice had previously been a target of a ransomware attack, which halted operations for a week and affected up to 12,000 pending lawsuits. In response to these threats, Brazil’s National Council of Justice launched ‘Justice 4.0,’ a package of reforms designed to modernize the justice system by adopting technology to improve access, transparency, and speed. This required each state judiciary to implement an identity security and management system. The Court of Justice, Amapá, needed to boost its safety procedures, particularly Identity Security, to meet these compliance demands and to better match larger business and market trends. The shift to remote work during the COVID-19 pandemic further highlighted the need for a strong identity management solution.

Gamania Group, a Taiwanese conglomerate with businesses in online gaming, e-commerce, e-payment services, and IT, was facing a significant cybersecurity challenge. With over 10 million registered members worldwide, the group was a prime target for hackers and ransomware attacks. The group's flagship business, Gamania, a mobile games publisher, was particularly vulnerable due to the nature of its operations. The company manages one of the world's most famous massive multiplayer online role-playing games, MapleStory, which attracts a diverse range of participants, including malicious individuals intent on causing damage or seeking to extract money from the business and its customers. Other businesses in the group, such as the GASH Mall online payment system and GAMA PAY payment-payment service, were also prime targets for cyberattacks. Aware of the high-level threat it faced, Gamania Group set out to build a modern and robust cybersecurity defense strategy.

Federated Insurance, a national insurance business based in Owatonna, Minnesota, was facing challenges in managing cybersecurity risks, particularly in the area of privileged access management and identity protection. The company was aware of the growing threat of cyberattacks, especially for organizations in the financial sector. A few years ago, the company reviewed its cybersecurity capability and realized that it could be improved. The company found that most passwords were written down somewhere or linked to user IDs, which posed a significant security risk. The company wanted to make privileged accounts easier to manage so people did not have to keep remembering long passwords or write them down. Additionally, the company was aware that regulations and insurance standards around cybersecurity were getting tougher, so it needed more robust privileged access and identity protection.

Garanti BBVA, Turkey’s second-largest private bank, faced a significant challenge in securing its privileged accounts and identities used in its DevOps and cloud environments. With a broad attack surface due to its extensive business lines and 18,000 employees, the bank needed to protect against the theft of privileged credentials. The bank also had to ensure compliance with stringent data security regulations within both the Turkish and global financial sectors. As one of the pioneers of internet banking in Turkey, Garanti BBVA was pushing forward its digital transformation journey, which increased its in-house development operations (DevOps) to improve application and service delivery. This transformation resulted in a need for more robust security tools.

Healthfirst, the largest not-for-profit health insurer in New York State, faced a significant challenge in evolving its cybersecurity operations. With a rapidly growing member base of 1.8 million and an increasingly complex healthcare landscape, the organization needed a robust cybersecurity program. Healthfirst holds a comprehensive database of member-related information, including enrollment, billing, customer care, payments, processing claims, and health data. The protection of these highly sensitive healthcare records and identities of members and staff was paramount. The organization had adopted a cloud-first strategy, with approximately 70% of systems and applications now cloud-based and 10,000 endpoints, 70% of which are remote. This required a sophisticated and robust security solution. The organization aimed to transform the industry by digitally enabling its members, which included heavy investment in digital apps, virtual community-based offices, and mobile solutions.

Kainos, a UK-based digital technology company, faced a significant challenge in securing sensitive data across its global workforce. With over 3,000 employees in 22 countries, the company had to ensure secure remote work and client location operations. The company's employees had the freedom to choose, download, and install applications, which, while convenient, posed a security risk. An audit revealed that there were 50,000 different applications in use globally. The company also faced constant threats like phishing, fake Office 365 password reset scams, and LinkedIn targeting for new starters. The challenge was to enhance security without hindering the work of different user groups, including developers, business staff, and senior executives, who required varying access rights.

Maximus, a global government services company, was in the process of implementing a digital transformation strategy to improve program efficiency, work smarter, and drive productivity and quality. A key part of this strategy was the transition to a cloud-first enterprise through the migration of key systems and applications to the cloud. This change provided an opportunity to rethink and strengthen the company's approach to privileged access management (PAM) across the organization. However, the existing PAM solution that had been selected for Maximus' legacy environment required a lot of customization, had limited integration capabilities, and could not handle complex use cases. The challenge was to create widespread improvements across the $3.4 billion corporation with only a modest-sized team and limited resources.

o9 Solutions, a leading AI-powered planning, analytics and data platform provider, faced a significant challenge in ensuring the security of its Fortune 500 customers' data. The company delivers its services via a multi-tenant cloud environment based on AWS, Azure and Google, making identity protection and management crucial to access control. However, as cyber threats became more widespread and sophisticated, the visibility of identity and threats became poor and disconnected. There was no centralized way to monitor and control the various cloud environments the company used. The company needed to develop a more robust and effective Privileged Access Management (PAM) capability to match or exceed the cybersecurity and corporate governance strategies of its large, global customers. The customers needed reassurance about how o9 Solutions managed and controlled access to their data and the environment.

Pacific Dental Services (PDS), a leading dental support organization, was faced with the challenge of managing and controlling a large number of privileged accounts, passwords, and mobile devices across its geographically dispersed teams. The company supports over 900 dental practices and is responsible for protecting the personal and sensitive healthcare information of dentists and their patients across the U.S. PDS team members had access to approximately 20,000 clinical service websites, and passwords for these sites were recorded on an intranet-hosted spreadsheet, leading to security issues and chaos. Additionally, PDS manages over 5,000 laptops and mobile devices for team members based at their National Support Offices and a good number of remote/mobile team members. Admin rights were being granted, often for basic things like installing a web camera or updating a driver. However, these admin accounts would stay with the device, sometimes for years, posing a security risk. PDS needed a better way to monitor and manage user access across this environment.

A leading European bank, serving over ten million customers, was looking to enhance its digital banking services with Kubernetes and cloud-native computing environments. However, with the increased digitization of services, security became a paramount concern for the bank’s stakeholders and clients. As the bank initiated its journey to the cloud, it adopted a variety of cloud-based technologies to rapidly address and respond to new business needs, such as providing customers with secure home banking services and secure apps for mobile phones. The bank realized that adopting cloud and related open-source technologies came with a price in terms of management and security constraints. One of the most critical aspects of the cloud journey was how to properly manage identities and secrets (privileged credentials or grants) across different cloud services. Managing secrets across different cloud and hybrid services are typically a pain point in every organization’s cloud journey.

Svensk Travsport, the governing body for Swedish trotting, was facing a high number of cyberattacks on its sensitive data. The data included information about races, transactions related to horses, rider and horse performance, history of wins, and horse pedigrees. This data was used by owners, trainers, and the public to make investment, training, and betting decisions, making it a prime target for cyberattacks. In addition to this, the organization had to comply with constantly changing regulations such as GDPR. The data also included information on staff and around 15,000 external members such as riders, owners, and breeders. The cybersecurity landscape was also changing, with a shift from on-premises to the cloud, requiring a different protection approach. The organization aimed to achieve a high level of assurance for data and stakeholder protection while making access to data and applications easy for users.

Tribunal Regional do Trabalho da 8ª Região (TRT8), a judiciary body in Northern Brazil, was facing a surge in cyber attacks, a situation that was particularly concerning given the sensitive nature of the data they handle. The organization had recently digitized its court case management system, making all information related to court procedures, including highly sensitive personal information about individuals involved in employment disputes, digital. Despite having a robust security strategy, TRT8 had little control over users and passwords with access to this information, and privileged access was decentralized. Enforcing security information policies such as regularly changing and updating passwords was a manual and time-consuming process. Endpoint protection relied on a basic anti-virus tool, leaving the organization vulnerable to viruses or malicious attacks that could disseminate throughout the network and harm court operations.

Turkcell, a leading digital operator in Turkey, faced a significant challenge in protecting its 40 million customers, 300,000 network devices, and 40,000 employee and partner identities across Turkey, Ukraine, Belarus, and Northern Cyprus. As the largest telco in Turkey, Turkcell offers a wide range of services, making cybersecurity a critical business operation. The company has won several awards for its digital security products and plays a key role in the Turkish cybersecurity industry. However, the company's aggressive digital transformation path, which includes new digital services such as instant messaging, TV and music platforms, personal cloud services, search engine, and email services, increased its attack space. The COVID-19 pandemic further complicated matters as most staff began to work remotely, potentially exposing Turkcell to new, unforeseen risks. A risk assessment initiative highlighted a potential vulnerability in Windows servers, prompting the company to seek a robust security solution.

Bauducco, a part of the largest manufacturer of baked goods in Brazil, Pandurata, faced a significant challenge in integrating with its U.S. customers through Electronic Data Interchange (EDI) files. The company was looking to replace its current Value-Added Network (VAN) integration for a more sustainable, long-term solution. The existing system was plagued with manual input and data errors, which Bauducco aimed to eliminate. The company also sought to enhance its integration process through the implementation of alerts and error handling mechanisms. The challenge was not only to streamline the integration process but also to increase its efficiency and accuracy.

Aprimo, a company that develops and sells marketing resource management and digital asset management technology, faced a significant challenge after reemerging into the market in 2016. Despite having a history of 20 years and a large customer base, the company had zero brand awareness due to being hidden under a different name for five years. They were essentially operating as a startup, rebuilding their product and transitioning to a SaaS company in the cloud. Everything was new, from analyst relations to their team, their website, and the martech stack they would be using. Additionally, Aprimo was facing stiff competition from industry giants. They were struggling to strategically and surgically execute their marketing tactics due to a lack of prioritization and targeting of accounts that were actually in-market. Their account selection and pipeline acceleration strategies were based on firmographics, ICP, and their sales team's gut reactions, which were not always accurate or effective.

Auth0, an extensible authentication and authorization platform, faced the challenge of scaling its revenue team’s outreach efforts and prospecting the right accounts, the right people, at the right time, with the right messages. The company needed a solution that would not only help them identify and target the right prospects but also encourage adoption of the new technology among their sales teams. The challenge was to implement a solution that would be embraced by the sales team and would effectively increase the pipeline and average selling price.

BluJay Solutions, an international supply chain solutions provider, was grappling with the challenge of aligning revenue team priorities and efforts across sales and marketing. Their marketing strategy was primarily batch-and-blast, which often proved to be frustrating, inefficient, and expensive, delivering less than stellar results. The company was ready for a new approach. However, BluJay's global presence added a layer of complexity to marketing and sales alignment. The company had revenue teams based throughout the world, often working out of sync in different time zones. This necessitated a solution that could cater to the specific needs of each region while ensuring transparency and consistency across all teams.

Bynder, a leading cloud-based solution for digital content management, faced a challenge in diversifying its pipeline generation and optimizing outbound efforts. Despite having a strong brand recognition in the digital asset management (DAM) market, the company sought to enhance its outbound efforts. They had a database of accounts and understood their total addressable market (TAM), but to set their Business Development Representatives (BDRs) up for success, they needed a better understanding of their prospects’ behavior and buying propensity. The goal was to uncover the behaviors of their Ideal Customer Profile (ICP) to refine their outreach and identify prospects ready to take firm action in the marketplace.

Clari, a revenue platform provider, was facing challenges in reviving closed-lost accounts. The company was already using 6sense, but their revenue team was not leveraging the platform to its full potential. They were using a 'spray and pray' go-to-market strategy, targeting any big brand that came to mind, rather than focusing on logos expressing genuine buying intent. Additionally, the results they were seeing from LinkedIn Advertising had hit a plateau. The team was running multiple campaigns simultaneously, which led to oversaturation of the target audience. The challenge was to optimize the use of 6sense data and capabilities to revive the closed-lost accounts and generate new opportunities.

Code42, a cybersecurity software company, was facing several challenges in generating leads and demand. They had no way of knowing which accounts were in-market and struggled to identify the effectiveness of their display ads. The audience for their LinkedIn display ad audiences based on form-fills was too small to generate a meaningful pipeline impact. The revenue team was dealing with too many leads that didn’t progress down the funnel. Only 2% to 3% of website visitors, the ones filling out forms, were receiving personalized marketing content. The company needed a solution that would help them identify opportunities, not just leads, and build a company culture that broke down silos between marketing and sales.

FARO Technologies, a global leader in 3D measurement, imaging, and realization solutions, was facing a significant challenge. Despite its success over 40 years, the company had become too product-centric, with a heavy focus on selling hardware products and not enough emphasis on customer experience. This resulted in a disjointed communication strategy, with customers receiving irrelevant emails and multiple sales reps contacting the same organization. Furthermore, the marketing team was focused on generating large quantities of new leads, often through purchased lists, rather than engaging with genuinely interested accounts. This approach resulted in less than 0.78% of marketing-qualified leads resulting in a sale. Despite 70% of FARO's business coming from repeat customers, 80% of their customers hadn't purchased from them in the past two years. The root of these problems was a lack of an account-level view of existing and potential customers, despite having 22 technologies at their disposal.

Florence Healthcare, a provider of clinical trial software used by over 10,000 research sites in 45 countries, faced a significant challenge in expanding its customer base. After successfully working with Pfizer on their COVID-19 mRNA vaccine trials, Florence Healthcare aimed to win more Big Pharma clients. However, their previous marketing approach, which Director of Programmatic Marketing Jenny Bunn described as 'spray and pray', was not sufficient for capturing opportunities like Pfizer. This approach involved building brand awareness with hopefully relevant ads, driving customers to hopefully useful content, and enticing them into hopefully productive conversations. While this strategy had been successful in winning small and midsize customers, a more sophisticated approach was needed to attract larger pharmaceutical companies.

Qvella Corp., a rapidly growing medical device company, was on the brink of transitioning from beta into full-scale commercial production. However, they lacked an Enterprise Resource Planning (ERP) system that could help them scale effectively. Their operations were highly regulated and mission-critical, requiring meticulous documentation and traceability. These processes demanded a system with robust functionality. The company had developed technology for the rapid detection of infectious agents in direct blood samples, aiming to reduce diagnostic time frames, lower costs, and ultimately save lives. Therefore, they needed an ERP system that could meet all regulatory standards such as FDA and MDSAP in an ISO13485 environment.

Western Filament, a Colorado-based company that specializes in the production of high-quality textile products for various industries, was facing significant challenges with its legacy ERP system. The system, which relied on 'bolt-on' data sources, was unable to provide advanced scheduling, routing, cost centers, work centers, or work-in-process visibility. As the company grew, it required more information and manufacturing functionality from its ERP system. The lack of these features was hindering the company's ability to effectively manage its operations and provide a superior customer experience. The company was deemed essential under the Defense Production Act during the COVID-19 pandemic, and it was looking to reinvest for the future. The management team unanimously agreed that a more robust system was needed to handle their unique business needs.