Company Description

CyberArk is a publicly traded security firm specializing in identity and privileged access management. The company, originally headquartered in Newton, Massachusetts, has a global reach, with additional offices spread across the Americas, EMEA, Asia-Pacific, and Japan regions. The company has established a name as an identity security leader, providing an extensive security portfolio that supports not only human but also machine identities.

CyberArk's key services center around privileged access management and providing advanced threat and insider protection. Its comprehensive solutions also include ssh key management, privileged identity management, and privileged session management, among other crucial security measures and strategies. Their services are widely utilized in industries such as financial services, energy, retail, healthcare, and even government sector.

Leveraging their secure Single Sign On (SSO), Adaptive Multi-Factor Authentication (MFA), Lifecycle Management, Directory Services, and User Behavior Analytics, CyberArk aims to streamline operations while boosting security. Their solutions enable secure access across any device, anywhere, at any time, catering to both on-premise and cloud needs.

The company has made significant strides in incorporating cloud security and DevOps security into its security solutions suite, making it an efficient choice for managing highly sensitive information. CyberArk's ability to offer these services confidently across distributed workforces, hybrid cloud workloads, and throughout the DevOps lifecycle has earned them trust from the world's leading organizations looking to secure their most critical assets.

With an estimated workforce of 3200 employees, the company displays a deep commitment to its mission and vision of shaping the future of identity security through innovative and consistently executed solutions. The leadership at CyberArk is known to bring diverse experiences and backgrounds to the table, which further strengths the company's reputation for innovation and growth in the information technology and services industry.

Step 1: Research and Gather Data

• Company name: CyberArk
• Industry: Information Technology & Services
• Employee count: Approximately 3200
• Key operational areas: Security, Internet, Information Technology, Privileged Account Security, Advanced Threat Protection, Insider Threat Protection, Privileged Identity Management, Privileged Session Management, SSH Key Management, Highly sensitive information management, Information Security Software, DevOps Security, DevSecOps, Cloud Security, Identity Security, Privileged Access Management.

Step 2: Identify Pain Points

Based on the provided data, the potential pain points that can be identified with CyberArk are:

1. Managing the complexities of security across changing work environments.
2. Managing and evolving with the rapid innovation in the information security landscape.
3. Maintaining the accessibility and operational efficiency of services for its customers.
4. Remaining competitive in the information security marketplace.
5. Bridging the gap between enhanced security and user experience.

Step 3: Drafting the Sales Plan

Identification of Target Audience

Our target audience within CyberArk would be the Leadership team who formulates business strategies, IT managers responsible for security, system administrators having a hands-on role in managing the environment, and the business decision-makers within the organization.

Product/Service Positioning

Our SaaS product/service would be positioned as helping CyberArk navigate their pain points and address their evolving security needs. Besides, we would emphasize how our solutions augment CyberArk’s existing capabilities and provide a robust, agile, and efficient security posture that is customizable to their needs and scalable with their growth.

Unique Selling Proposition

Our USP would be our advanced, efficient, and cost-effective security solutions that simplify complexity, streamline operations, enhance the secure management of identities and privileged access, support continuous innovation, optimize cost efficiencies, and enhance user experience without compromising security.

Sales and Marketing Strategies

1. Direct Outreach: Connect directly with decision-makers and influencers in CyberArk via LinkedIn or email.
2. Content Marketing: Use blogs, webinars, case studies, and white papers to display thought leadership in the field of security solutions and to demonstrate the benefits of our services.
3. Free Trials/Demos: Offer free trials or demos of our SaaS product to key personnel within CyberArk to allow them to see firsthand the benefits and efficiencies our solution can bring.
4. Partnerships: Collaborate with strategic partners in the IT security industry to increase product visibility and credibility.
5. Events and Trade Shows: Participate in industry events and trade shows to network with potential clients and gather leads.

Action Plan

1. Deploy the marketing strategies mentioned above to create awareness and generate leads.
2. Engage with leads to understand their specific needs and pain points and educate them on how our solution addresses these.
3. Arrange product demonstrations and discussions with the key decision-makers and influencers within CyberArk.
4. Negotiate contract terms and close the deal.
5. Post-sales, ensure customer success by providing top-notch customer support, checking in regularly, and working closely with customers to ensure that our solution is delivering value and meeting their needs.

KPIs and Targets

1. Increased Leads: Track the number of new leads generated as a measure of the effectiveness of our marketing strategies.
2. Higher Conversion Rate: Monitor the rate at which leads convert to customers.
3. Reduced Sales Cycle: Aim for a shorter sales cycle, indicating that customers understand our value proposition and are keen to implement our solution.
4. Customer Satisfaction: Regularly survey customers about their experiences with our product and services to measure satisfaction levels.
5. Revenue Growth: Monitor the company's revenue growth as this would indicate overall business success.