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Wordview helps IntruVert launch a global expansion campaign IntruVert, a Silicon Valley-based start-up, 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 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 Europe, Japan and Asia business development teams immediately began to meet with customers, resellers, distributors and network security experts in each region 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.
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 Europe worked with the reseller on product evaluation, support and training issues. In parallel, Worldview Europe 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’s Shanghai office 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 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—a new Worldview record for meetings per day. Negotiations are ongoing. Continued global expansion as part of Network Associates In May 2003, Network Associates completed its acquisition of IntruVert. Worldview has worked closely with Network Associcates sales management to ensure continuity with international customers during this transition and to support continued global expansion. 
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