Cyber Security
CISOs and security teams need a reason to trust a new vendor before they evaluate its product. Aexus helps cybersecurity companies open that conversation and follow it through, with local sales teams in Europe and North America.
Why Cyber Security?
A security engineer tests the product. A CISO considers the risk to the organisation. Procurement and legal teams review the terms. Each needs different evidence before a purchase can move forward.
We help you identify those people and prepare a relevant reason to contact them. As the evaluation progresses, we stay in touch with the buyer and bring in your experts for technical and security questions.
ID Quantique needed access to new accounts for its quantum-safe security technology. Cegeka wanted sales support for its IT services, including cybersecurity. Read how Aexus worked with each company.
Cegeka
Extra turnover, within a short period of time
Cegeka provides IT services including cybersecurity, cloud orchestration and infrastructure. The company brought in Aexus to support its sales team.
ID Quantique
Access to accounts we couldn't have reached alone
Through existing relationships, Aexus introduced ID Quantique to accounts and contacts the company had struggled to reach on its own.
We research the accounts you want to reach and draw on our local network where there is a relevant connection. The first conversation starts with the buyer’s needs and the problem your product addresses.
Security engineers need technical evidence, the CISO needs to assess risk, and procurement needs clear commercial terms. We help you prepare for each conversation and bring in your specialists when detailed answers are needed.
A promising first call is the start of the work. We follow up through the proof of concept and purchasing process, keeping both teams clear on what needs to happen next.
Tell us about your security product and target market. We can discuss a credible first approach to the right teams and how to support the evaluation that follows.
FAQ
Yes, that's the reality of selling in this sector. Your BDM is briefed on your product and positioning during onboarding, and we shape outreach and early conversations around the specific stakeholder, whether that's a technical evaluator, a risk owner, or procurement, rather than one generic pitch.
Cyber security deals generally involve more evaluation steps than most B2B software (technical proof, security review, legal and procurement sign-off), so we plan engagements around a longer, multi-stage cycle rather than a quick close.
It depends on the account and the product. We map each account before we contact it, so we know who tests the technology, who owns the risk decision and who signs the contract. Then we decide who to open with and in what order. Each conversation is framed for that person: the technical proof for the architect, the risk case for the CISO, the commercial terms for procurement.
By not starting cold. Our local teams use existing relationships and relevant portfolio context to open conversations, so prospects hear about you from someone they can place. As ID Quantique put it, working with Aexus meant they could “penetrate accounts and get in contact with people which we would have had no access to otherwise.”
Yes. We stay involved after the first meeting. Your Aexus business development manager keeps the evaluation on schedule, prepares your team for what the prospect will ask, and makes sure questionnaires, security reviews and procurement steps reach the right people. The detailed technical and security answers come from your own experts.
A wide range, from products sold to small businesses to technology built into industrial systems. We have represented vendors of fully managed security platforms that give SMEs continuous protection, compliance support for regulations such as NIS2 and incident response without an in-house security team. We have worked on managed detection and response, with 24/7 monitoring and expert-guided response for companies of every size, and on threat intelligence that tracks dark web activity, leaked credentials and planned attacks before they reach an organisation.
Our partners have also included AI-based browser security against phishing, malicious scripts and tracking, security and compliance for collaboration platforms such as ethical walls, communication recording and data leak prevention, and bot protection for websites and web applications. Further along the stack, we have sold embedded and IoT device protection that secures firmware against tampering and reverse engineering, robustness and fuzz testing that finds zero-day vulnerabilities before attackers do, quantum-safe cryptography, and security for industrial control systems that monitors both the network and the physical process layer in utilities and manufacturing.
Each of these sells to a different buyer, from an SME owner or IT manager to a SOC lead, a compliance officer, an R&D engineer or a plant operator, and our teams adapt the approach to each.
A low retainer plus a performance-based component, so you're not paying full headcount cost while the market is still being proven.
Yes. One calendar month's notice, no lock-in contract.
