Gartner for Startup CEOs

Strategic Business
Planning for Succeeding
at Scale
Client success story: Airlock Digital

An emerging software security vendor was struggling to scale the

business while managing the day-to-day demands of rapid growth.
Gartner helped the client focus, set priorities and develop a go-to-market
strategy, laying the foundation for successful global expansion into
new markets.

Industry: Computer software

Employees: 16

© 2021 Gartner, Inc. and/or its affiliates. All rights reserved. CM_GTS_1190565
Gartner for Startup CEOs “We’re so busy with the day-to-day that strategy falls aside.
Working with Gartner allows us to set aside time to think about
what needs to happen from a business perspective.”
Daniel Schell, Co-Founder and CTO, Airlock Digital

Mission-critical priority How Gartner helped Mission accomplished Questions about

The client’s strong technical knowledge Gartner helped the client by providing: With Gartner, the client: becoming a Gartner
and in-demand product led to rapid • Access to industry experts to support • Increased visibility into rapidly changing client? Let’s connect.
company growth. Priorities included: the business as it grows and enhance business needs
strategy for higher client retention
• Pivoting the business as it grows and • Developed a well-defined strategy for Learn More
additional business expertise to grow • Toolkits, research and frameworks to scaling at the global level
at scale develop a clear strategy driving business
• Built strong lead generation campaigns
outcomes
• Building the business acumen and internal marketing function
necessary to achieve sustainable, • Ongoing meetings with Gartner experts
• Increased revenue through informed,
scalable growth helping to validate thinking, identifying
educated decisions for goals and
top priorities, advice to change course
• Developing sales and marketing aspirations driving a high growth
when necessary and fill capability gaps
collateral to ensure messaging and business via customer acquisition
positioning is resonating with buyers • Support to establish a performance strategies
locally and internationally baseline through benchmarking
• Identified hiring and capability needs
• Customer acquisition by generating • A clear strategy to track and measure key required to support growth
leads and sales through new performance indicators
partnerships with third-party
• Advice on how to adapt processes and
technology vendors
approaches to maximize value in the face
• Attracting and retaining talent of shifting business priorities
© 2021 Gartner, Inc. and/or its affiliates. All rights reserved. CM_GTS_1190565