World leader in quantum-safe crypto solutions
ID Quantique (IDQ) is the world leader in quantum-safe crypto solutions, designed to protect data for the long-term future. The company provides quantum-safe network encryption, secure quantum key generation and quantum key distribution solutions and services to the financial industry, enterprises and government organizations globally. IDQ was one of the first to spot the tremendous opportunity presented by advancements in quantum mechanics.
Highly innovative technology solutions
The company had been able to translate the academic and scientific advances of recent years into highly innovative technology solutions, thus positioning itself as a trailblazer in communication technology for industries where security and confidentiality are mission-critical.
Related FAQ: ‘Our offering is so complex, will your team be able to understand and sell our solution?’
Cost effective way
In order to realize its ambitious growth targets, IDQ was seeking a cost effective way to market its offering internationally. The company was determined to penetrate large enterprise and government accounts throughout Europe, but wanted to reduce the risk that is associated with entering new geographies. Being an SME, IDQ decided to outsource some of its international market development efforts in key geographies.
Extensive selection process
According to Kelly Richdale (VP Quantum Safe Security at IDQ), the company went through an extensive selection process in order to pick the right partner. Richdale: “We carried out a comprehensive market scan in order to verify the markets which seemed most promising, based on demographic information and business data. We also took the need for encryption into consideration by looking at the data protection legislation in the individual countries as well as the perceived threats. This allowed us to predict which countries were expected to be most receptive to our offering. The Benelux and Nordics were among the list. And as a result of the company’s background in cyber security, Aexus was a logical partner here.”
“Sales cycles involving disruptive quantum-safe crypto solutions are complex and tend to take long”
Richdale continues; “In order to be able to justify our marketing and sales investments and ensure a positive ROI, we continuously monitored the progress with the various accounts in our pipeline together with Aexus. The transparency of Aexus’ account management and their professional and confidential attitude towards key partners was very helpful here.”
“Aexus became a part of our team”
“Aexus became a real extension of our organization. A part of our team. I was impressed with the fact that they were utterly persistent in their business development and account management activities. They had no fear of making phone calls to high-level executives and found a way to introduce us to the relevant persons where our offerings were most likely to be needed. These executives appreciated the fact that we approached them, because we were bringing value.”
Related FAQ: How does it work when my company outsources its sales process?
Technical credibility is crucial
For sales of IDQ’s offering, having technical credibility is crucial, according to Richdale. “In the case of IDQ, it cannot be just another sales person. He or she has to have technical knowledge.”
“What really helped in our relationship with Aexus as well, is that they also had other companies in their portfolio. As a result of that, we were able to penetrate accounts and get in contact with people which we would have had no access to otherwise. And this paid off”
“We closed several mid-sized accounts and recently also landed a major enterprise deal together with Aexus. The involvement and dedication of Aexus’ account manager was instrumental in bringing them on.”
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