Driving Vendor Growth: Key Benefits of the ESPROFILER Platform
We are currently onboarding over 100 vendors simultaneously for several major enterprise clients into ESPROFILER and our Capability Exchange.
The festive season may be in full swing, but it hasn’t slowed us down at ESPROFILER.
We are currently onboarding over 100 vendors simultaneously for several major enterprise clients into ESPROFILER and our Capability Exchange.
As we engage with these vendors, a recurring theme emerges: a strong interest in our platform. Vendors recognize the value of empowering their customers with a deeper understanding of their products, features, capabilities and use cases.
Occasionally, we encounter vendors who express hesitation about onboarding their solutions into our Capability Exchange. A common question we hear is, “What’s in it for me?” As a salesperson, I understand this reticence. Account teams often juggle multiple client demands, navigate unique requirements, and strive to meet sales targets. However, there are significant advantages for vendors who collaborate with platforms like ESPROFILER.
This blog will explore a few key benefits.
Supporting Vendor Consolidation and Driving Revenue Growth
Consolidation is a buzzword in cybersecurity right now. According to a recent CIO report, 75% of companies are actively pursuing it. Vendors are responding to this trend with targeted offerings and licensing models, while cyber M&A activity has increased by 13.6% in 2024, reflecting a growing focus on platform expansion.
ESPROFILER plays a critical role in this landscape. By providing unparalleled visibility into vendor products, features, and use cases, we help customers identify product overlaps and streamline their security stacks. This allows them to strategically consolidate with preferred vendors while retaining niche solutions for specialized needs.
By onboarding your entire product portfolio and relevant framework mappings onto ESPROFILER, you ensure customers maximize the value of your solutions. This also demonstrates how broader adoption of your product suite supports their consolidation goals, driving increased revenue opportunities for your business.
Enhancing Transparency on Product Capabilities and Use Cases
One of the biggest challenges in the cybersecurity industry is the lack of transparency and consistency in how vendors describe their products. Marketing jargon and buzzwords often obscure the true value and impact of solutions.
ESPROFILER addresses this challenge by providing a standardized framework that helps customers understand the real value of their security investments. We bridge the gap between vendor offerings and customer needs, enabling clients to see how specific products meet their unique use cases.
For vendors, this clarity translates into increased customer adoption and investment. When customers clearly understand how your solutions address their requirements, they are more likely to select and implement them. Additionally, our vectorized data points enable customers to identify new capabilities within existing vendor relationships, fostering internal exploration and adoption before seeking external alternatives. This positions vendors to expand their footprint within existing accounts.
Driving Greater Product and Module Adoption
Account Managers often face frustration when their products are sold but not fully adopted. This disconnect can stem from a lack of visibility into how products are deployed within customer environments.
ESPROFILER tackles this issue by connecting directly with product owners to provide real-time deployment status updates. We also emphasize the commercial implications of underutilized solutions, helping clients clearly see the lost value.
By increasing product deployment rates, we empower clients to maximize their investments. This not only enhances customer satisfaction but also strengthens renewal rates and accelerates value realization for vendors.
Boosting Feature Utilization
Similar to product adoption, many customers only use a fraction of a product’s capabilities. A common refrain we hear is,
“We love this product, but we only use 20% of its features.”
To address this, vendors need to transparently articulate how specific features mitigate TTPs (Tactics, Techniques, and Procedures) or meet specific use cases. Without clear communication, features can feel like marketing fluff or vendor-specific jargon, making customers hesitant to enable them.
ESPROFILER helps vendors showcase the value of their features in a transparent and visual way. By highlighting what is enabled versus disabled and showing how new capabilities benefit the customer, we significantly increase feature utilization. This leads to better customer outcomes and stronger vendor relationships.
Conclusion
Vendors contributing to ESPROFILER and the Capability Exchange unlock significant advantages, including:
- Enhanced Customer Satisfaction: By providing customers with clear insights and maximizing their investments.
- Increased Revenue: Supporting vendor consolidation and driving broader adoption of product portfolios.
- Improved Industry Transparency: Standardizing how product capabilities and use cases are communicated.
- Higher Product and Feature Utilization: Ensuring customers understand and use a greater range of product capabilities.
- Stronger Client Retention: Boosting deployment rates, renewal rates, and value realization for both customers and vendors.
By empowering customers with the tools and insights they need, vendors position themselves as indispensable partners in an evolving cybersecurity landscape.
