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Helping early-stage
cyber security start-ups grow internationally

What services can FMA provide?

Built over decades working with cyber security start ups, benefit from FMA’s sales experience and access FMA’s extensive international network.  Based upon outcomes FMA can deliver:

  • Focused and time bound international sales plan
  • Sales execution leading to customer wins
  • Pipeline and demand generation
  • Attendance at industry events
  • PR ‘air cover’
  • Recruitment of first hires. FMA can include mentoring and management of first hires
  • Channel development including reseller, integrator, OEM, MSSP, outsourcer and distribution

What are the challenges that FMA address?

FMA has built international sales organisations multiple times.  Here are some things to consider:

  • EMEA alone is a vast opportunity.  At least 40% of your total revenues.  Where should the focus be?
  • EMEA is a channel centric region.  What are the channel options?
  • Sales cycles might be 3 – 9 months.  Does anyone want to hire and wait that long for the first order?
  • Channels expect the vendor to invest and make market.
  • Making market is hard.  It’s heavy lifting.  It takes time.  Set your new hires up for success.
  • Vendor budget may be limited so FMA has flexible, shared risk/reward commercial models

What is the profile of FMA Customers?

Cyber security vendors that intend to do business in international markets and need a low cost, low risk starting point.

  • Hiring into international markets is intended and 3 – 18 months away
  • Ahead of hires, the international market needs to be primed with Customers, opportunities, awareness and channels
  • Already active in international markets but needing assistance in accelerating sales growth
  • Any investment needs to have a strong ROI and be laser focused. A plan is needed.
  • While staying focused on domestic growth, you are ready to develop sales opportunities in international markets at a low cost of sale

Case studies

  • Flagship, targeted, complex, game changing, multi million dollar Defence Customer win in partnership with defence integrators
  • Hiring a Middle East team, building and executing on the go to market plan including channel
  • Hiring an APAC team and building the focused go to market plan
  • Winning a multi-national critical national infrastructure account through the European Union tender process
  • Tier 1, finance sector new customer win encompassing stakeholders in threat intel, SOC, threat hunt, networking and security leadership teams
  • Building and delivering Channel model including accreditations, tiering, deal registration and incremental revenues
  • Building and delivering a MSSP program to deliver a significant and entirely new revenue stream

About the founder

Anthony Perridge

Business Growth Consultant I Advisor I Mentor I Investor I GTM Partner I Market Maker

anthony@firstmoveradvantage.net

I work with early-stage cyber security start-ups, as an extension of their business, to expand their sales into international markets. 

Exceptional track record of successfully bringing early-stage cyber security technologies to international markets.  Consistently delivering as a sales leader, team builder, individual contributor and channel developer.  Reliably executing against the plan to build pipeline, win new business, build channels and high growth, sustainable sales organizations in new territories.