Nothing succeeds like success. And nothing hampers long-term results more than an inability to achieve quick wins.
If you鈥檙e entering an unfamiliar market, don鈥檛 know where to begin, and can鈥檛 seem to gain traction, you have few accomplishments to build on and no clear path forward. If, on the other hand, you have verifiable market intelligence, a time-tested go-to-market strategy, and a proven execution playbook, you鈥檙e well on your way to achieving positive, repeatable outcomes.
That was both the challenge and the opportunity for CloudCover, a promising provider of cyber solutions. CloudCover is unique in that it鈥檚 both a cybersecurity innovator and an insurtech trailblazer, combining robust cyber safeguards with effective risk management.
With U.S. government organizations spending close to a year on cybersecurity, CloudCover recognized an opportunity to target the public sector. But as the company discovered, pursuing government contracts can be complex, time-consuming and costly. It requires accurate market intelligence, connections with the right decision-makers and contracts, and a clearly defined sales plan.
Fortunately for CloudCover, 探花视频 recognized the up-and-comer鈥檚 unique potential and connected it with Marion Square. 探花视频 and Marion Square are now empowering CloudCover with a detailed market assessment, go-to-market plan, and playbook for winning in the government space.
Cyber Innovations to Benefit Government
CloudCover鈥檚 CyberSafety CC/B1 Platform provides intelligent threat management delivered in a platform-as-a-service (PaaS) model. With automated security assisted by artificial intelligence (AI), the solution offers millisecond detection speed, 99.9999999% verified accuracy, and 鈥渇irewall everywhere鈥� orchestration.
But what makes CloudCover really stand out is that it has created a new market category: end-to-end network cybersecurity plus insurance. The company鈥檚 CyberSafety Insurance Coverage portfolio includes a ransomware warranty, a cyber liability and business interruption product, and a network data insurance offering. Coverage is based on risk scores generated by its CyberSafety Registry service.
CloudCover knew its offerings could benefit agencies. But it faced two challenges. First is that there are dozens of smaller cyber providers vying for a piece of the market. Second is that it lacked a reliable gameplan for identifying government contracts and connecting with government stakeholders.
That鈥檚 where Marion Square comes in. 探花视频 and Marion Square recently announced a partnership, to provide market intelligence to emerging-tech companies. Through a shared-cost model, companies in 探花视频鈥檚 emerging-tech portfolio can work with Marion Square to complete a market assessment that identifies product fit and growth opportunities.
Homing In on the Right Opportunities
While CloudCover鈥檚 offerings are unique, the challenges it faces are not. Many smaller vendors have limited resources for business development and few contacts in the public sector. They might send out thousands of untargeted emails or hold meeting after meeting with prospects, but no business results from their efforts.
Marion Square takes a more effective and refined approach based on decades of proven success. We started by working closely with CloudCover to understand its offerings and business model. We then canvassed the marketplace to identify the best opportunities and the most effective ways to pursue them.
Next, we provided CloudCover with a plain-English market assessment that would give the company a clear, pragmatic road map to success. We identified opportunities for both shorter-term quick wins and longer-term strategies to invest in over time.
For example, in the long term the company plans to pursue contracts with larger federal agencies. But in the short term, its biggest opportunities lie in the state, local and education (SLED) market. Many of these organizations have had challenges with cybersecurity that make it difficult to obtain cyber insurance. CloudCover鈥檚 approach, combining intelligent threat management with insurance based on a cyber risk score, offers an attractive solution.
Custom-Tailored for Maximum Success
While Marion Square鈥檚 market assessment framework is built on proven best practices, we tailored the approach to CloudCover鈥檚 unique needs 鈥� as we do for all clients. That鈥檚 crucial, because not every vendor should enter the government market in the same way.
In fact, there are cases when we determine there are no current opportunities for a vendor in the space they鈥檝e been targeting. In those situations, we advise on the most effective steps to break into a different market. That might mean targeting the Department of Justice instead of the Department of Defense, for example, or first achieving FedRAMP certification. The goal is to focus resources on the efforts most likely to derive outcomes.
CloudCover now has a well-defined sales execution plan. Marion Square holds a sprint call with the company every week to make sure it鈥檚 executing to plan and tracking opportunities. 探花视频 is adding value by leveraging its vast business network to connect the company with agencies and contracts. For CloudCover, long-term success will come over time. But at least it now has the tools to start succeeding.
Contact us today to speak to a member of the Marion Square team to learn more about leveraging this partnership to meet your organization’s initiatives.
