Company IntruVert Networks Market Intrusion detection and prevention for enterprise networks Vision Defend enterprise networks from intruder attacks Worldview Value Add Helped drive IntruVert’s growth in Europe, Korea, Taiwan and Japan Wordview helps IntruVert launch a global expansion campaign IntruVert develops next-generation intrusion detection systems (IDS) that enable enterprises and service providers to protect their networks against attacks. Intruvert chose Worldview as its lead investor to help facilitate its global expansion. “Worldview accelerated ‘time to globalization’ by several quarters—perhaps a year.” —Parveen Jain, CEO, IntruVert Worldview creates a virtual global business development team for Intruvert At the time of Worldview’s investment in IntruVert, the company had achieved excellent traction with customers in U.S. enterprise and government markets. However, IntruVert’s management team was concerned that the company was missing opportunities in the global marketplace. At the initial meeting with Parveen Jain, CEO of IntruVert, Worldview agreed to field a virtual global business development team for IntruVert, responsible for market research, international customer and partner acquisition and global strategy advisory. Maximizing global opportunities Worldview’s business development team immediately began to meet with regional customers, resellers, distributors and network security experts to assess local market conditions, competitive challenges and strategic partnering opportunities. Based on this research, Worldview developed an international business plan. The plan included market prioritization, regional go-to-market strategies, a long-term infrastructure roadmap and detailed financial model. Intruvert approved the plan and Worldview moved into execution phase. “Worldview offered great strategic guidance to IntruVert at the board level. But just as important, they provided us with business development experts who made things happen.” Entering European, Asian and Japanese markets Worldview determined that Europe represented the highest near-term market opportunity for IntruVert, and identified a large pan-European reseller with expertise in network security. The reseller had been looking for a next-generation IDS solution for its large enterprise customer base. Worldview worked with the reseller on product evaluation, support and training issues. In parallel, Worldview identified additional technical and operational support partners that enabled IntruVert to enter the European market with the presence of a large company on a start-up budget. Worldview also identified major opportunities in Taiwan and Korea. These included qualified leads from customers and first-tier strategic partners. Worldview recommended that IntruVert expand into these regions and hosted IntruVert’s CEO in Korea. These meetings resulted in several purchase orders. “Worldview’s business development teams helped us build multiple strategic relationships that led to bookings and revenues.” Worldview and IntruVert both realized that while Japan represented a large potential market, the price of entry for start-ups is high. Worldview analyzed two potential channel strategies for Japan. The first option contemplated the creation of an IntruVert subsidiary in Japan, supported by multiple resellers. The second option focused on building an indirect channel through an exclusive partnership with a premier reseller. IntruVert’s technology had won numerous performance awards and was well-known in Japan. As a result, the company received multiple offers from Japanese resellers and distributors. Worldview concluded that the most efficient way to identify the optimal strategy was to host IntruVert’ CEO in Japan and spend time with customers, resellers and distributors. Worldview scheduled 20 meetings for IntruVert’s CEO over a 4 day period.

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