The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale. In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success. This presentation - Customer Success for Security Software - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from ProofPoint, Rapid7, WhiteHat

1. Customer Success for
Security Software
Jennifer Wang, ProofPoint Robert Thomas, WhiteHat
Parker Corwin, Rapid7

2. Jennifer Wang
Proofpoint, Inc. (NASDAQ: PFPT)
A leading security-as-a-service provider that focuses
on cloud-based solutions for threat
protection, compliance, archiving & governance and
secure communications.Sr. Director,
Customer Success

3. Key PartnersWhat We Do Select Partners & CustomersDemonstrated Success
3 of the 5 largest
US Retailers
5 of the 5 largest
US Banks
3 of the 5 largest US
Defense Contractors
2 of the 5 largest
Global Pharmaceuticals
Companies
Protect the Most
Sensitive Data of the
World’s Most Successful
Companies
Comprehensive Data
Protection Portfolio
Scalable Security-as-a-
Service platform
Advanced Threat
Protection

4. Pre-Sales Implementation Production
Pre-
Renewal
Initial Sale
Onboarding
Program
ICU
Program
Health
Check
Transition
Risk
Escalations
Risk
Renewal Risk
CSM Programs to Catch the Risk
Cutover RenewalUpsell Opportunities

5. Parker Corwin
Rapid7 solutions deliver the data
and insights Security Pros need to
Fight the Living Threat
Director, Account Management
Rapid7

6. Overcoming Obstacles...

7. Continuous, Sustained Effort
Repeat…RenewGrowMaintainOnboarding
Secrets to Success:
• Successful Starts
• Design Partnerships
• Over-the-Top Support

8. Turning Raving Fans into Security Heroes
Raving Fans are Fanatical about
Rapid7
Security Heroes are Fanatical
about Security Best Practices and
Can Articulate Their Success

9. Robert Thomas
WhiteHat Security
Robert Thomas is the Senior Technical Architect at WhiteHat Security and
is responsible WhiteHat’s overall crm strategy, direction, and execution.
Prior to Joining WhiteHat Robert was a Management Consultant at
Montfichet & Company and Accenture. At Montfichet and Company
Robert was a trusted advisor to clients such as Wells Fargo, Brocade, and
Symantec to name a few. Robert holds a bachelor of science degree in
Finance from the University of the Pacific.
Senior Technical Architect,
WhiteHat Security

10. Q & A