The decision behind the work
A fast-growing cybersecurity company had strong product credibility but an uneven route to market across Europe. New-country launches were being driven by local enthusiasm rather than a common view of market attractiveness, channel economics and enterprise buying behavior.
What Prime did
Prime Advisors combined customer interviews, win-loss analysis and market sizing to identify the segments where the company had a right to win. We then redesigned territory priorities, partner coverage and the enterprise sales motion around those specific opportunities.
The work moved quickly from analysis into commercial execution. Leadership aligned on a smaller set of priority markets, clarified the role of direct versus partner-led sales, and introduced a common pipeline discipline so investment could follow evidence rather than anecdote.
The impact
Over the following 24 months, enterprise pipeline expanded by 42% while management reduced spend in lower-potential markets. The company entered its next funding cycle with a more credible growth story and a repeatable market-entry model.
What changed after the engagement
The immediate result mattered, but the larger objective was to leave management with a clearer way to make the next decision. The team finished with a common fact base, a shared view of the value drivers and a governance rhythm that continued after Prime Advisors stepped away.