The Challenge
A $400K manufacturing customer was satisfied but not growing. Their US deployment was mature and fully adopted, but their international division with 2,000 employees across Europe and Asia was still using legacy authentication. The international VP of IT had his own budget and vendor relationships and was not interested in adopting a solution chosen by the US team.
The Approach
During the quarterly business review, I invited the international VP of IT to attend virtually. The QBR showcased metrics from the US deployment: 99.98% uptime, $280K in annual help desk savings, and zero credential-based security incidents in 12 months. I also presented a global security posture comparison showing the stark difference between the protected US environment and the exposed international division.
After the QBR, I scheduled a separate conversation with the international VP to understand his unique requirements: GDPR data residency, multi-language support, and integration with their European identity provider. I addressed each requirement specifically, showing that our solution was designed for global deployments with data residency options in all major regions.
The Result
The international VP approved a $320K deployment for the European and Asian offices. The total account value grew from $400K to $720K, and the international deployment was completed in 90 days with support from our professional services team. The global standardization reduced the company's cyber insurance premium by 15% across all regions.
Key Takeaway
QBRs should be an audience expansion event, not just a metric review. Inviting stakeholders from adjacent divisions to see the results achieved by their peers creates internal FOMO that no external sales pitch can replicate. The QBR is your best expansion tool.
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