CS Good

Customer Successes

Agile Makes Good Better

Now part of Blackberry, Good Technology is one of the most innovative companies in mobile security, with more than 270 patents for managing and securing mobile data and devices. Good reached out to ESG because their sales people were frustrated by the small order sizes coming out of large IT organizations. Worse, many prospective customers wanted to wait and see what security solutions would come out of their mobile device suppliers.

ESG helped Good Technology become fluent in Agile Selling, developing compelling arguments to line of business executives about the risks associated with all the unchecked data flowing out of their enterprises.

The results of getting Agile were better than good. They were outstanding. ACV increased 250 percent in the first 90 days. They improved an astounding 1000 percent in nine months, and with the help of ESG, Good broke their million dollar and five million dollar deal size barriers.

“We became Agile sellers to expand beyond the IT department and successfully sell into legal, HR and the C-suite. We broke through large deal size barriers as well, significantly increasing ACV,”

Brian Car, former Vice President of Worldwide Sales, Good Technology