Unleashing Co-Sell Revenue: Abnormal Security's Triumph with Microsoft

About Abnormal Security

Abnormal Security (AS) provides business critical services to their customers with cutting-edge cloud solutions for email security.

With Abnormal Security, businesses can prevent cyber security attacks through their behavioral AI engine. Their platform helps prevent inbound email phishing attacks, and email account takeover, while automating email security operations.

Abnormal helps a wide range of customers like ADT and Franklin Covey.

“From my perspective, WorkSpan has changed the way that I work. It's had a large impact on my personal role, day-to-day, as well as scalability.”
_{Brett Ferancy, Strategic Alliances, Abnormal Security}

Challenges Faced by Abnormal Security

With a strong partnership already established, Abnormal Security enjoyed co-selling benefits alongside Microsoft. However, as they ventured into new geographies and experienced continuous growth, they encountered a challenge—scaling the partnership efficiently.

The process of manual data entry of each co-sell submission into Microsoft Partner Center became time-consuming and cumbersome. This challenge was further compounded as Abnormal Security sought to expand their horizons, requiring a solution that could adapt to their evolving needs.

In their pursuit of a comprehensive answer, Abnormal Security sought a solution that not only simplified co-sell opportunity submission but also facilitated the overall account mapping process. Seamless collaboration with their Microsoft counterparts on deals became a top priority.

The ideal solution they envisioned had to encompass transparency, efficiency, and reliability, ultimately empowering Abnormal Security to optimize their Microsoft co-sell motion.

How WorkSpan’s Co-Sell Application Helped Abnormal Security

To overcome these challenges Abnormal Security deployed WorkSpan’s SaaS solution that integrates directly into Microsoft Partner center and their Salesforce instance to allow bi-directional sharing of data, bring higher levels of automation and help Abnormal Security efficiently manage and scale their co-sell motion.

Reduced Time Spent on Submitting Co-Sell Opportunities

Previously, Abnormal Security invested up to a week per month in logging co-sell eligible deals with Microsoft. However, their collaboration with WorkSpan has led to a remarkable transformation, reducing the time spent on this task to just one hour per month.

Leveraging WorkSpan’s application, Abnormal Security now enjoys the convenience of auto-importing and seamlessly submitting opportunities to Microsoft PartnerCenter directly from their CRM. The laborious process of manual data entry and submission has been entirely streamlined through an automated sync between Abnormal Security's CRM and Microsoft Partner Center. This automated synchronization not only expedites the submission process but also facilitates effortless sharing of deal updates and offers an easy way to scrutinize and track deals.

Enabling Scalable Account Mapping

Abnormal Security encountered difficulties in establishing a scalable approach to collaborate with their Microsoft counterparts. Their existing method relied on spreadsheets and emails, making it challenging to align efforts and synchronize actions regarding potential opportunities.

Embracing the WorkSpan application, Abnormal Security found a seamless solution. With ease, they could create joint plans at the global, regional, and account levels.

WorkSpan eliminated the need for cumbersome spreadsheets, introducing an automated account mapping process that encompassed activity updates and task assignment—ensuring no deals slipped through the cracks. With the help of WorkSpan, Abnormal Security has now increased their co-sell deal velocity by 15x.

Elevated Abnormal Security’s Microsoft Partnership

Mindful of the importance of a seamless partnership with Microsoft, Abnormal Security sought to optimize their overall experience as strategic collaborators. With the integration of WorkSpan’s application, co-selling became a breeze, elevating the ease of working together for both Abnormal Security and Microsoft.

The Co-Sell App for Microsoft solution offered a range of automation features that not only simplified the co-selling process but also led to significant time savings.

The surplus time gained allowed the team at AbnormalSecurity to focus more on nurturing and fostering relationships with their Microsoft counterparts and customers. This increased focus on building strong connections resulted in improved collaboration and strengthened mindshare between the two organizations.

“We are experiencing success in the Microsoft Co-Sell Program and exceeding projections by leveraging WorkSpan.”
_{Brett Ferancy, Strategic Alliances, Abnormal Security}

Abnormal Security’s partnership with WorkSpan and their adoption of the Co-Sell App for Microsoft have proven to be a game-changer for their business. The seamless integration of the app into their sales processes has transformed the way they collaborate with Microsoft, enabling them to identify and pursue more co-selling opportunities with greater efficiency and effectiveness than ever before. Abnormal Security is now better equipped to meet the evolving needs of its customers and drive successful outcomes together with Microsoft.