Client Overview
Cyber Intelligence House (CIH) is a global cyber B2B threat intelligence platform tracking over 2,500 threat actors, nation states, and malware families. The business delivers white label intelligence services to MSSPs, governments, and enterprises worldwide.
Challenge
Before I stepped in as Fractional CRO, CIH had strong product market fit but lacked commercial structure. The team was small and distributed with inconsistent pricing models, limited visibility into pipeline health and a fragmented customer journey.
To accelerate global growth, CIH needed:
– A unified sales process and CRM
– Standardised pricing and proposal templates
– A scalable MSSP go-to-market model
– A repeatable renewal and upsell framework
Approach
I embedded myself in the organisation and set about building and leading a full commercial transformation, establishing the operational rhythm and foundations for scale.
Key initiatives delivered:
– CRM Implementation: Introduced a global sales CRM with defined qualification stages and ICP targeting for MSSPs and CTI enabled partners.
– Sales Collateral & Pricing: Developed new MSSP collateral and shifted all customers to annual pricing to increase predictability and margin.
– Proposal and Presentation Overhaul: Created new corporate decks and proposal templates that better reflected CIH’s intelligence driven positioning.
– Customer Success Framework: Designed a 12-month renewal and upsell playbook, integrating account reviews, usage check-ins, and upsell triggers.
– Brand & Awareness: Updated the corporate website, launched the “Leak of the Week” campaign, and aligned LinkedIn messaging for global reach.
– Market Intelligence: Built competitor battle cards and launched a strategy to hunt churn from rival CTI vendors.
Results
Commercial Metrics:
– Closed $380k in new business and upsells across enterprise and MSSP clients in first 60 days
– Built $2.06m in qualified new pipeline
– Standardised pricing increased annual contract value (ACV) consistency and simplified renewals
Operational Impact:
– Hired new sales team
– Customer Success renewal process implemented across all active accounts
– CRM adoption >95% with full sales visibility and reporting
– Clear ICP definition and geographic focus (US, LATAM, EMEA) introduced
Market Presence:
– Website overhauled to reflect CIH’s MSSP first value proposition
– Secured Silver Sponsorship for the global MSSP Show to drive lead generation
– Grew LinkedIn following and brand engagement through thought leadership and campaign cadence
Outcome
Within three – fours months, CIH moved from ad hoc sales activity to a disciplined, data driven GTM engine. The sales process became structured, renewals became predictable, and the company gained commercial clarity, ready to scale globally with a repeatable MSSP revenue model.
Client Quote – Mikko Niemela, CEO
“Ian brought structure, energy, and focus to our commercial operations. Within weeks he established the systems, pricing and rhythm that most companies take months to build. He was able to step into a complex global environment and unite distributed teams, hire new teams as well as bring immediate discipline to our go to market strategy & process.
What stood out most was his ability to balance strategy and execution, designing the framework while actively closing deals and mentoring the team. Ian’s approach to the global market and his understanding of value based selling transformed how we position and price our intelligence services.
As a Fractional CRO, he delivered full time impact. The revenue growth and operational visibility we now have are a direct result of his leadership and commercial clarity.”
