A reseller that has worked with more than 100 service firms. We're now its first call.
One application security project became work across four areas, from pre-sales through delivery and joint campaigns, and first right of refusal on the service work that comes in.
100+ service firms it has worked with
4+ areas delivered
- service firms it has worked with
- 100+
- call on new service work
- 1st
- areas delivered
- 4+
- from pre-sales to delivery
- End to end
A sound strategy that depends on who you pick.
This reseller uses outside service firms as a core part of how it grows. Working across many vendor ecosystems, specialised partners let it offer more services without building every practice in-house.
The strategy works, and good service firms exist. The hard part is finding the ones that deliver to the same standard every time, across every area, so the reseller can keep handing them its most important customers.
the options on the table
Work it can put in front of customers
Deliverables ready for the client the first time, with no rework on the reseller's side.
Expertise that matches the pitch
The engineers who show up can do what was sold.
Visibility without chasing
Status, milestones and issues raised early, so the reseller always knows where the work stands.
so they called us.
How it went.
start to now
Phase 1
Prove it
CWS was introduced through a vendor referral for an enterprise application security program, and delivered at a standard that raised the reseller's expectations.
Phase 2
More areas, same standard
The reseller began routing more work to CWS: Palo Alto Networks deployments, identity and cloud security. Each one delivered with the same quality and communication.
Phase 3
Part of how it sells
CWS engineers joined customer calls for pre-sales, and the two firms launched joint campaigns in application security, AI security posture assessments and M&A cyber risk assessments.
Phase 4
First right of refusal
The reseller now brings new service opportunities to CWS first. No contract requires it. It was earned through consistent delivery and clear communication.
What changed.
- Right of refusal earnedCWS is the first call on new service opportunities, earned on delivery1st
- Areas coveredFrom one application security project to Palo Alto Networks, identity and cloud security4+
- Part of the sales cycleCWS engineers join customer calls and help with deal supportEmbedded
- New pipelineCampaigns built together in application security, AI security and M&A cyber riskJoint
Why it worked.
the short version
CWS is a services firm. We don't resell technology, so a partner's clients are never on our own sales list. The partner's business is our business, and that alignment is a large part of why this reseller made us first call.
We say yes when we can deliver
CWS takes on work when it can deliver it well. When we say yes, the engineers on it have been picked for that scope, so what was sold is what shows up.
The partner stays in control
Status, milestones, roadblocks and scope changes come to the partner before they have to ask, so they always know where things stand with their customer.
The same standard in every area
Application security first, then Palo Alto Networks, then more. The reseller didn't need to re-check us each time new work came our way.
Part of the team
CWS engineers lead pre-sales, run discovery, write statements of work, deliver, run health checks and build joint campaigns. The partner works with CWS rather than managing us.
what's next
Our share of the reseller's service delivery keeps growing, with the aim of becoming its default delivery team across its highest-priority security areas, earned engagement by engagement.
Looking for a service firm you can hand your best clients to?
We deliver as CWS, by name, under your relationship. The client stays yours.