Best Practices , Salesforce
June 20 | Use Cases
Cyber Defense Advantage: Building a Secure Salesforce for Cybersecurity Companies
Estimated read time 4 min

In recent years, cybersecurity threats are a constant concern for businesses of all sizes. In 2023, there was a marked increase in cyberattacks compared to 2021, with a significant 72% surge in data breaches. The year 2023 witnessed a total of 2,365 cyberattacks, resulting in a staggering 343,338,964 victims. Cybersecurity companies are at the forefront of this battle, providing vital tools and services to protect businesses from cyber attacks. However, even cybersecurity companies themselves can be vulnerable if their internal systems, like Salesforce, are not optimized for efficiency and security.

Source: Statista

Here are three key challenges that cybersecurity companies face when using a sub-optimal Salesforce platform, and how Delegate helps our clients overcome them:

Challenge #1:  Fortress Walls Around Data, But Not User Adoption

Salesforce adoption is paramount to its success. Organizations that implement Salesforce CRM typically experience increased decision-making speed (38%), revenue growth (25%), and customer satisfaction (35%). However, in a cybersecurity company, where teams might be more comfortable with technical tools, encouraging widespread adoption of a CRM platform can be a challenge, like:

  • Limited User Training: Sales reps accustomed to technical documentation might find Salesforce’s interface daunting without proper training. This can lead to resistance and continued reliance on outdated processes.
  • Inconsistent Data Entry: Incomplete or inaccurate data entered into Salesforce hinders its functionality and reduces the overall value of the platform.
  • Lack of User Buy-in: If users don’t see the value proposition of Salesforce in streamlining their daily tasks, they’re less likely to adopt it consistently.

Solution: To effectively address these hindrances, cybersecurity companies should prioritize developing a user-centric Salesforce experience, including:

1. Tailored Training Programs for Cybersecurity Teams:
– Develop customized training programs based on your team’s unique needs and backgrounds.
– Ensure they understand how Salesforce can enhance their cybersecurity workflows.

2. Automated Data Entry Streamlining:
– Implement automation tools to capture and populate data from various sources into Salesforce fields.
– Minimize manual entry and ensure data accuracy.

3. Demonstrating ROI and User Benefits:
– Showcase how Salesforce streamlines sales cycles, enhances lead nurturing, and boosts revenue and customer satisfaction.
– Drive user buy-in by emphasizing the benefits of adopting the platform

Challenge #2:  Fog of Data – Inaccurate Reports Impede Strategic Decision-Making

Cybersecurity companies accumulate a vast amount of valuable data encompassing customer requirements, security threats, and product utilization. The annual cost of poor data quality for organizations is a staggering $12.9 million. It doesn’t just impact revenue in the short term, but it also complicates data ecosystems in the long term and leads to subpar decision-making. If not optimized, Salesforce reports can hinder the transformation of this data into actionable insights, leading to confusion rather than clarity.Let’s explore how subpar reporting can impede progress:

  • Unreliable Sales Forecasts: Inaccurate data leads to unreliable sales forecasts, hindering your ability to plan effectively and allocate resources appropriately.
  • Limited Visibility into Customer Trends: Without robust customer segmentation and reporting, you may struggle to identify key customer segments or emerging trends in cybersecurity threats.
  • Difficulty Measuring ROI: Evaluating the return on investment (ROI) for your marketing and sales efforts becomes challenging without clear data on campaign performance.

Source: Datamatics

Solution: Sharpening Your Vision with  Reporting Expertise:

  • Custom Report Development: Create custom reports and dashboards that provide your team with the specific data they need to make informed decisions.
  • Data Cleansing and Standardization: Ensure data accuracy by implementing data cleansing and standardization practices for consistent reporting.
  • Integration with External Data Sources: Integrate Salesforce with your security software or threat intelligence platforms to gain a holistic view of customer cybersecurity posture.

Challenge #3: Lack of Long-Term CRM Strategy Limits Growth

Cybersecurity companies often operate with a reactive approach to their CRM, focusing on immediate sales opportunities. However, a future-proof CRM strategy is essential for long-term growth:

  • Limited Strategic Planning: Without a comprehensive CRM roadmap, you may struggle to align your sales and marketing efforts with your overall business goals.
  • Reactive Sales Approach: Focusing solely on closing immediate deals can lead to neglecting long-term customer relationships and upsell opportunities.
  • Insufficient Automation: Reliance on manual processes limits scalability and can become an obstacle as your business grows.

Solution: Building a Sustainable CRM Strategy:

  • Foster Collaboration  Among Go-to-Market Teams: Align Go-to-market  efforts to create a seamless buyer journey and customer experience. Implement collaborative processes, shared dashboards, and regular chat communication channels to ensure a unified approach.
  • Continuously Monitor and Refine: Regularly evaluate the effectiveness of your CRM strategy. Track key metrics, gather feedback from customers and employees, and make necessary adjustments to optimize performance and drive continuous improvement.
  • Integrate CRM with Other Business Systems: Ensure seamless integration between your CRM and other business systems, such as ERP, marketing automation, and customer support platforms. This holistic approach enables a comprehensive view of customer interactions and streamlines operations.

Source: Zapier

These are three of the most common challenges that cybersecurity companies of all sizes face. Delegate helps clients like Flashpoint, a Threat Intelligence company, build their robust Salesforce CRM ecosystem that scales up year over year.

Read the Case Study

Ready to fortify your cybersecurity business with an optimized Salesforce platform? Talk to Delegate today! We’ll assess your current Salesforce setup, identify areas for improvement, and create a customized plan to unleash the full potential of your CRM. Let’s build an amazing CRM system for your business.