A rapidly growing cybersecurity company came to Nexus while preparing to scale its product across new regions. Their flagship solution, focused on secure access and identity management had strong traction in North America. But as they eyed expansion into Europe and APAC, their leadership team needed clarity: How did they compare to competitors in the eyes of enterprise buyers? And what features or weaknesses were driving actual purchase decisions?
The client had plenty of internal data but very little external perspective. Sales teams had opinions, but product leadership needed real insights from decision-makers: CISOs, Heads of IT Security, and security architects at enterprise clients.
They weren’t sure how their product stacked up in terms of onboarding experience, support, pricing, and core features. Public reviews were shallow, and competitors rarely published pricing or user satisfaction data.
We built a hand-picked and custom recruited pool of CISOs, procurement leads, and former cybersecurity buyers who had evaluated or purchased identity and access management (IAM) tools either from our client or direct competitors. Each expert was vetted for relevance and role.
Using a tailored discussion guide, we focused each interview on key themes: purchasing criteria, deployment challenges, vendor responsiveness, and renewal or switching triggers. We also asked about competitors they had considered and why they chose or didn’t choose them.
To back up the interview insights, we ran a short B2B survey with 40+ security professionals across key regions. The survey provided market-level benchmarks on satisfaction, adoption barriers, and perceived differentiation.
Our team delivered a clear insights deck with breakdowns by region and buyer type. It highlighted where the client outperformed (ease of use, onboarding speed), and where they lagged (advanced reporting, integration depth). We also mapped feature gaps against perceived strengths of competitors.
Within two weeks, the client had a complete, unbiased view of how their product was seen in the market and how it compared to top competitors. This helped them reprioritize feature development, shift parts of their messaging, and arm their sales team with stronger positioning. The product team called it “the clearest feedback we’ve ever had from real buyers,” and Nexus has since become their go-to partner for market validation.
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