Identity and Access Management Leader Teams with Peak, Increases U.S. Sales Forecast by $1M
With a focus on making the benefits of identity management – security, productivity, compliance, and revenues – well in reach for every modern business, ProofID has continued to stay ahead of the competitive identity and access management (IAM) market.
Headquartered in Manchester, UK, with an U.S. office in Colorado Springs, ProofID manages the security of millions of identities in over 150 countries and works with top enterprise brands across finance, technology, retail, and education sectors.
As Co-Founder and Chief Sales & Marketing Officer Lorraine Worrall explains, “We started the business in 2014, charting a course that we hoped would pay off strategically, and at the same time, provide enterprises an easy way to secure identities and put modern scalable IAM strategies in place. Now we are one of the few independent companies left in the market after others were acquired by bigger players in the space.”
Market consolidation hasn’t stopped ProofID. With its mature managed services business, strategic partnerships with Ping Identity and Thycotic, and industry-recognized ProofID IGA product, the company has put the right elements together to drive global growth.
Peak Sales Recruiting delivers ProofID’s first U.S. sales leader
For Lorraine, successfully executing on ProofID’s growth plan required ramping ProofID’s U.S. sales immediately. She turned to Peak Sales Recruiting to find the right sales leader to jump start U.S. operations and build a sales pipeline in North America for the first time.
“We wanted a better recruiting process than what we have traditionally experienced. Typically, you are inundated with CVs that you have to work your way through to see if your criteria is met. It’s very time consuming and not always effective,” says Lorraine. “Being based in the UK, it would also have been difficult to access the right candidates on our own.”
Lorraine met with Peak Client Manager Anthony MacKay to understand the process and discuss her criteria. “When we set the scope of the project, Peak presented me challenging questions that really made me think about what I wanted in a candidate and how this team member would fit with our sales environment and overall culture,” she shares. “As I went through the qualifying questions with Anthony, I realized it was beyond recruiting just a salesperson, but finding the right type of person that would fit with our sales and company culture. Anthony made me think a lot harder about what a good fit would really look like.”
Anthony and the Peak team went to work identifying top candidates based on Lorraine’s criteria. Through Peak’s 4-step sales recruiting methodology, candidates are evaluated using a process that includes behavior-based interviews and role playing, psychometric profiling, and benchmarking.
“The way Peak approached recruiting and the ability to recruit without a focus on just resumes, really ‘jelled’ with me,” she says. “Working with Peak gave me the confidence I was going to get the right people.”
U.S. sales effort kicks off with eye on managed services
Five weeks later, Scott Montgomery was hired and joined as ProofID National Account Manager with a focus on building a new business sales pipeline from the ground up, moving existing customers to managed services, and working with the Ping Identity accounts to generate new business.
“Scott has been a great fit and was exactly what I was looking for. Identity management is quite specialized but Scott brings a background in the market and understands what we are trying to sell and just gets it,” says Lorraine. “We had no pre-sales support for him in the U.S., so he needed to be able to manage himself and get out there without hand holding – and he was just on it.”
2019 forecasted as year of growth
For Lorraine, Scott’s hire has enabled ProofID to move forward at record pace this year. “In less than two months, Scott has already closed sales. We have a measurable U.S. sales pipeline now and have taken this from 0 to $1 million.,” adds Lorraine.
As ProofID grows its managed services business, revenue projections are high. “Through our managed services business, we are poised for big growth this year. We have increased our sales forecast by $1M in the U.S. alone, and are also executing new reseller channel strategies around our identity governance and administration business. It’s a very exciting time and Scott’s hire has been a critical element in all of this.”
According to Lorraine, working with Peak has made a positive impact to the ProofID business. “The Peak process was strategic and very smooth, resulting in a frictionless experience that helped us move quickly toward our goals. We would definitely recommend Peak and work with Peak again.”