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Case studies›Mimecast

Channel acceleration for Mimecast.

Mimecast is a cybersecurity company with more than 35,000 customers worldwide. Growing through the channel meant integrating with ecosystems its own engineers had no capacity to learn.

7xaverage order value
75%less down-sell and churn
8%higher revenue retention
Challenge

What they were up against

  • Internal engineering torn between the core product and third-party integrations.
  • No standardised framework for enabling the channel.
  • Limited versatility across the different cloud and marketplace ecosystems.
  • Little in-house expertise in the third-party platforms partners sold through.
Outcomes

What came of it

  • 7x increase in average order value.
  • 75% reduction in down-sell and churn through API integrations.
  • 8% increase in revenue retention.
  • Multiple cloud ecosystems integrated with Mimecast's products.
What we built

The work

Devtech supplied the channel and cloud ecosystem expertise on demand, building the integrations that let Mimecast transact through partner platforms and standardising how each new ecosystem was approached.

That kept Mimecast's own R&D on the product while the channel strategy moved at the pace the market demanded.

“Devtech has been a great development partner for Mimecast. We've used their expertise to extend our capabilities.”

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