Embed Size (px)
Citation preview
Professional Search Limited
Transform.Today
Ambitious recruitment campaign makes Blue Coatripe for Symantec acquisition
Case Study
Whats the story? The challenge extended to Stott and May was to collaboratively engage with internal teams over a 3-month trial period on ‘Project Capacity’. The goal of the project was to hire 23 sales and pre-sales professionals across EMEA to drive revenue in regions such as but not limited to the Nordics, Benelux, France, Spain and Italy.
ABOUT BLUE COAT
Blue Coat protect and serve over 15,000 organisations every day, including over 70% of the Fortune Global 500. Their mission is to protect enterprises and their users from cyber threats. In advance of being acquired by Symantec in June 2016, Blue Coat set about building their pre-sales and sales teams across EMEA to drive consistent revenue and pipeline growth across the region.
understand.
02 | Blue Coat Case Study Blue Coat Case Study | 03
THE BUSINESS CHALLENGE
New portfolio, new image, new propositionBlue Coat’s reinvention went far beyond updating the company logo. The new product portfolio needed highly consultative sales and pre-sales talent to reposition the brand to the forefront of cyber innovation.
Enhance top line performance in EMEA To deliver predictable results across the region there was a requirement to drive consistent standards and sales capability for all new hires.
Acquisition of ‘difficult to reach’ niche skills Blue Coat needed improved visibility on the competitor landscape to enhance their value proposition to candidates. Improving their ability to attract the best cyber sales talent in the market.
engage.
THE TIPPING POINT
Blue Coat had the confidence that Stott and May were best placed to position their brand and shape candidate perceptions around the opportunity.
The assignmentAfter struggling with internal bandwidth around candidate sourcing alongside a lack of geographic access Blue Coat engaged with Stott and May to address the competitive market. Candidates ability to communicate complex value propositions, possession of niche cyber expertise and consultative nature formed the key requirements of the search.
The dataThe MI provided to Blue Coat over the course of the project provided a basis for informed decision making. Deliverables included:
The result Off the back of a successful 3-month trial period Stott and May were retained for further 18 months to see the project to fruition - eventually placing 42 sales and pre-sales professionals across the EMEA region in total. The result of ‘Project Capacity’ played an important role in the eventual Symantec acquisition.
deliver.
04 | Blue Coat Case Study Blue Coat Case Study | 05
Organisation charts of all competitors
Salary benchmarks
Skills analysis of all roles
Market perception feedback
Placements made in 6 months: 23
£
THE FEEDBACK.
Here are just a few features of our service that Blue Coat have really valued over the course of our partnership to date.
partner.
06 | Blue Coat Case Study
A collaborative partnershipWeekly calls coupled with bi-weekly face to face updates ensured that Blue Coat’s internal teams expectations were always managed through a highly personalised service.
Strong domain knowledgeOur industry understanding was decisive in the success of the project from mapping out the competitive market to positioning the Blue Coat brand appropriately.
Ability to execute across EMEAThe ability to tap into an extensive network of cyber talent across regional boundaries dramatically accelerated the time to hire.
“Helped us in recruiting the right talent. Deep knowledge of the security market, well connected in the industry and always understood our requirements.” - Thomas Hoffmann, Regional Sales Director DACH & Eastern Europe
“Highly professional and offered a valuable understanding of the cyber security landscape. Easy to work with providing unique value in finding the right talent on time” - Miguel Angel Martos, Regional Sales Director Iberia
Blue Coat Case Study | 07
Professional Search Limited
London Eleventh Floor5 Aldermanbury SquareLondon, EC2V 7HR, UK +44 (0) 207 496 3650 [email protected]
Reading Davidson HouseForbury Square Reading, RG1 3EU, UK +44 (0) 118 908 1580 [email protected]
Brighton Queensberry House, 4th Flr106 Queens RoadBrighton., BN1 3XF +44 (0) 1273 021 021 [email protected]
New York Suite 5 110 Kent AvenueBrooklyn, NY 11249, USA +1 929 276 3781 [email protected]
ABOUT STOTT & MAY.
Founded in 2009 Stott and May are a professional search firm with a passion for helping leaders achieve complete confidence that they have hired the right talent, first time in fiercely competitive markets. We believe you should never have to make the choice between quality of candidate and time to hire. As a result, our business has been founded on the principle of offering a premier standard of search service delivered in vastly accelerated timescales, that our competition simply cannot match. Because after all this is about more than just recruitment, it’s about turning your business vision into reality.
