Security Aware are a UK-based IT/Data Security & Compliance company specializing in cyber security, consultancy, compliance, and certification. Their focus is on helping companies to protect their data and build resilience around business continuity and disaster recovery. They also provide ethical hacking services, enabling companies to proactively address issues around malicious intent.
Clinton Walker, Managing Director of Security Aware says they look after companies that have a lot of valuable data, such as charities, law firms, accountancy practices and recruitment agencies, working with companies such as Wimpey Homes, Lotus Cars, Gatwick airport and the Ministry of Justice.
Their biggest business challenge is managing the sales pipeline he says. As a result, structuring the sales process and working toward their strategy has been a critical activity. Strategic partnership and defining the process of getting strategic partners on board has also been a concern.
Ambition to grow
Clinton Walker’s ambition is to grow the business. He wants to recruit more people to work for Security Aware and boost turnover significantly, which he feels would only be achievable with the right strategy and partners on board.
They had a scattergun approach to selling, and an ad-hoc approach to sales and business, he says, “If we wanted to grow and grow successfully, we needed a strategy and a plan, and a targeted approach to acquiring customers.”
Build a scalable business
He decided to bring Transmentum on board to help him with strategy, marketing, and structuring the business so that it would be scalable in future. What impressed him was the integrated blend of skills the Transmentum partners offer. Adam helps with the sales strategy and setting targets, while Steve helps with the recruitment and interview process. They have also refined the partnership approach. “It really took off. Some of the partnerships we now have in place were a result of this refined approach.”
Invest time and money wisely
Bringing Transmentum on board he admits was a big commitment financially and time-wise, however “success only comes if you spend money in the areas it is required. I heard other people speak about the way they helped them. I knew it would be a good experience and the output would be brilliant.”
Assurance on the right path
What he likes about Transmentum is that even though what he does is very niche, they understand his business and don’t apply a ‘one size fits all’ approach. That they are on hand to provide sales, marketing, recruitment and mentoring support, and are a sounding board to provide assurance he’s on the right path.