Company Description

Snyk is an influential player in the computer and network security industry, with approximately 1,200 employees working towards the common goal of developing fast and secure software-driven solutions. Operating in the realm of network security, Snyk targets the burgeoning cloud-native application security niche, providing a platform for millions of developers to build software securely.

Snyk differentiates itself with its unique combination of developer-first security tools and best-in-class security intelligence. These offerings allow businesses to address application security, cloud security, supply chain security, and beyond with ease. The emphasis is on empowering developers to bolster the security of the applications they build, contributing to the overall mission of fostering a secure development environment.

Snyk's solutions span various aspects of security, evidenced by its highly regarded product offerings, integrations, language support, command-line interface (CLI), APIs, and license compliance guidance. A vast range of developers and businesses leverage Snyk's tooling and intelligence to navigate the complex terrain of application and cloud security, thereby emphasizing the company's integral role in the network security landscape.

The company fosters a vibrant working environment dedicated to continuous learning and improvement. In addition to supporting career growth, Snyk also showcases its commitment to its employees' well-being and work-life balance, providing an inclusive space conducive for working parents, including those returning from maternity leave.

Overall, Snyk embodies its mission to create a secure space for software development, guiding millions of developers worldwide to develop fast, stay secure, and build software more securely. The company's robust and comprehensive security solutions contribute significantly to its reputation as a leader in the computer and network security industry.

I. Executive Summary

This sales strategy outlines the plan to prospect and secure Snyk as a business client. Snyk, a developer-first security company with a reported 1200 employees (source: Crunchbase), provides application, cloud, and supply chain security solutions. The strategy leverages Snyk's potential pain points and provides a solution tailored to their needs.

II. Business Understanding

Snyk's business model is about empowering developers to build secure applications through its suite of security tools. With their vast array of offerings, Snyk might find the integration and unification of their different security services challenging (source: Snyk).

III. Identified Pain Points

• Integration and unification of various security services
• Balancing between rapid development and robust security
• Challenge of maintaining effective internal communication and knowledge management as company scales
• Compliance with evolving security regulatory standards
• Continuously updating educational content on the latest application security threats

IV. Value Proposition

Our solution can simplify the management and integration of multiple security tools, maintain the balance between development speed and security, streamline knowledge dissemination, monitor regulatory changes, and offer continuous, automated updates and education about application security threats and techniques.

V. Target Decision Makers

To penetrate Snyk, the strategic targets should include:

• CTO (Chief Technology Officer): For technical approval of the solution
• CEO (Chief Executive Officer): For strategic and financial approval
• Head of Compliance: Surmount regulatory challenges
• Head of HR/Training: Addressing the internal communication and knowledge management issues

VI. Prospecting Strategy

• Email Campaign: Send personalized emails to the target decision-makers. The mails should briefly touch upon the identified pain points and present our solution in a way that adds value to Snyk's operations.
• Webinar: Host an exclusive webinar for Snyk's decision-makers. During the webinar, present a demo of our solution, showing how it addresses the identified pain points.
• Case Studies: Share case studies of similar-sized companies in the same industry who have successfully used our product.
• Free Trial: If permissible, offer a limited-period free trial of our solution.

VII. Follow-Up Strategy

Schedule follow-up emails or calls within a week after each interaction, whether it's after the email campaign, webinar, or free trial. The intention is to maintain engagement and answer any inquiries or concerns they might have.

VIII. Risk Mitigation

The potential risks in this sales strategy include not getting responses from the target decision-makers or facing stiff competition from similar providers. To mitigate these risks:

• Network: Leverage existing networks or create new connections with individuals close to the decision-makers within Snyk.
• Competitive Edge: Keep a keen eye on competitors to stay ahead, emphasizing the unique advantages of our solution.

IX. Closing the Sale

Reiterate the value proposition, showing how our solution cost-effectively overcomes their pain points. Use gathered intel about the leads' reactions to fine-tune the final presentation and offer. Once the agreement is reached, sign the contracts and begin implementation.

X. Post-Sale

After closing the sale, the next action steps are:

• Implementation: Work with Snyk's teams to integrate our solution with their existing systems.
• Training: Train Snyk's teams on how to use our product effectively.
• Regular Check-ins: Schedule regular check-ins to handle any issues and gather feedback on the product. Adapt the product as needed based on the feedback received.
• Renewal Strategy: Plan a renewal strategy ensuring a long-term partnership with Snyk. This could include regular product updates or privileged customer support.