Overview
Flashpoint, a leading SaaS based intelligence platform, provides deep insight into cyber threats via finished intelligence reports, dark web data, and threat actor monitoring. Following the successful turnaround of ThreatConnect, Ian was approached to lead the transformation of Flashpoint’s underperforming EMEA operations. The mission: reset the commercial strategy, re-energise the sales team, and drive performance in a challenging market.
Objectives
- Turn around a failing EMEA sales function
- Realign team focus on large scale enterprise deals
- Modernise the sales approach with more consultative engagement
- Improve internal reporting to drive accountability and forecasting accuracy
- Secure significant enterprise wins across key sectors and regions
The Solution
With full responsibility for EMEA sales operations, Ian implemented a comprehensive restructuring of Flashpoint’s regional commercial function. This included cultural change, structural alignment, and market repositioning. A new educational sales approach was adopted to better connect with prospects, while the team was coached to shift from reactive selling to value led engagement.
Key achievements included:
- Revenue Growth: Surpassed the 2021 target, delivering 120% of target
- Team Leadership: Managed and mentored a high-performing, cross-functional team
- Strategic Alignment: Shifted the sales approach from product led to educational and consultative
- Team Realignment: Reorganised and retrained the EMEA sales function to focus on strategic, high value opportunities
- Reporting Overhaul: Introduced an efficient reporting structure to support enterprise deal flow and pipeline transparency
Impact
This engagement delivered a complete turnaround of Flashpoint’s EMEA operation. The region quickly shifted from stagnation to strong performance, underpinned by a more disciplined sales culture and clearer commercial vision. Flashpoint is now better equipped to maintain momentum in a competitive threat intelligence market.
Testimonial
“The turnaround of our EMEA operations was swift, strategic, and commercially impactful. Ian brought clarity, energy, and precision to the team – a game-changer for our regional performance.”
– Josh, CEO – Flashpoint
Conclusion
This case study reinforces the value of structured leadership and expert consultancy in driving sales performance. With the right guidance and focus, even failing operations can be rapidly repositioned for sustainable success.
