Overview
Following a successful Series C funding round, VMRay – a leading provider of automated threat detection, sought to scale its commercial operations. Brought in to lead this transformation, Ian developed and executed a comprehensive sales strategy that drove revenue growth, improved global collaboration, and enhanced customer retention.
Objectives
- Deliver rapid revenue growth post-funding
- Expand commercial coverage across key global markets
- Build a scalable, high-performing sales organisation
- Improve forecasting, customer success, and lead generation
- Convert high-value enterprise clients through strategic CISO relationships
The Solution
Taking full ownership of the commercial roadmap, [Your Name] deployed a regional sales model spanning six territories: the UK, Germany, India, Turkey, Spain, and the Middle East. The approach combined tactical team leadership with structural improvements to VMRay’s global sales process.
Key initiatives included:
- Revenue Acceleration: Increased ARR by 153%
- Team Development: Managed, coached, and mentored a multinational team of 19
- Forecasting: Introduced a “can’t hide” methodology to improve pipeline visibility and accountability
- Customer Success: Designed and rolled out a global programme achieving 108% net retention
- Lead Generation: Launched a redesigned outreach campaign with stronger messaging and targeting
- CISO Network Leverage: Used an established network of senior security leaders to assist in closing enterprise deals
Impact
The transformation at VMRay demonstrated the value of structured execution following investment. The commercial function now operates with greater precision, transparency, and regional cohesion. Beyond revenue growth, VMRay also benefited from enhanced client satisfaction and a more predictable business pipeline.
Testimonial
“Ian Schenkel brought the strategic oversight, operational discipline, and sales leadership we needed to transition into our next phase of growth. His impact was felt immediately – from new wins to long term customer retention.”
– Carsten, CEO – VMRay
Conclusion
This engagement highlights how informed commercial leadership and structured sales consultancy can unlock value after investment. VMRay is now well positioned for continued growth, with a mature sales operation that spans regions and retains top-tier clients.
