Channel, MSSP and direct. Series A to PE-owned.
Cybersecurity revenue doesn't move like ordinary SaaS. Most of it flows through distributors, resellers and MSSPs. It's priced per endpoint, per user, by consumption or as a token drawdown. And it renews on terms while MSSP revenue bills monthly. Generic RevOps playbooks break on all three. A senior RevOps bench that already speaks your GTM doesn't.
// Where it usually breaks
Deal registration that doesn't protect partners. Reps close what partners sourced, and partners quietly stop bringing deals.
Term licenses, MSSP monthly revenue and consumption drawdowns share one CRM and one number, so none of them is accurate.
Per-endpoint, per-user, consumption and token-drawdown pricing that Sales Engineers translate by hand on every deal.
Tiers, margins and MDF that don't line up with what partners actually sell or what you need them to sell.
Thousands of custom-quoted renewals worked one by one, with retention sliding while the team keeps up.
Commits built on partner optimism, because partner-sourced deals reach the CRM late or not at all.
// What we do
Read-only tools map your org from your own records: retention, pipeline, win rate, partner-sourced versus direct, renewal health. Then we pull the fewest levers that move revenue the most, alongside your team.
// From the files
// FAQ
SaaS, services and frontier AI delivery models, sold direct, through distribution and through MSSPs, from Series A to PE-owned. That includes consumption pricing, prepaid token and credit drawdowns, and hybrid models where a platform fee sits on top of usage.
Separate what was committed from what was consumed. Track burn rate against each prepaid commitment, flag accounts that will run out early (expansion) or late (renewal risk), and forecast overage and true-up as their own line. Most CRMs only see the contract, not the burn.
Usually because partner-sourced deals enter the CRM late or not at all, and stages mean different things to partners and reps. Fix deal registration and stage criteria first; the forecast follows.
Treat it as its own motion. MSSPs buy monthly and resell, so their pricing, billing and reporting need to be separate from term licenses. When the two are mixed, both the forecast and the retention numbers stop telling the truth.
No. Cybersecurity is where we have the deepest roots, but we work with growth-stage and PE-backed technology and services companies of all kinds.