Probely: Case Study

Abstract

About Probely

Probely is reinventing web application security. Probely is a web vulnerability scanner for agile teams providing continuous scanning of web applications and APIs from the early phase of the development to production.

Probely was founded in 2017 by the former security team of the internet portal leader in Portugal - SAPO, that faced security scaling difficulties in an agile development environment. Shifting left the security was the solution, but the tools back then didn't fulfil this need. This opportunity gap was the root cause of Probely's birth.

They started by targeting their product towards the SMB market. Later on, in 2019, they started developing their product and go-to-market for medium size to large enterprise.

Challenges faced by Probely

Filipe Silva, the Head of Sales for Probely states: “In two words – Fast growth. Direct sales are an excellent way to start and learn how medium to large markets work and react to your product, but it's constrained in reach and takes a long time. Building up a partner program with Distributors and Resellers was a natural next step after setting the direct sales team. We supported the relationship with the distribution channel in our CRM. We quickly understood that it did not fit this task.”

The introduction of Channelyze

[Felipe]: “We started to look for solutions that could help us manage the relationship with all the stakeholders of the distribution channel - internal and external, regarding leads, deals, renewals, pricing, sales materials and training.

We've done a thorough analysis of our needs, vendor features, prices, and we ended up choosing Channelyze. It was not a hard decision to make. The other vendors are far behind, and the costs are reasonable.”

How Channelyze helped overcome problems

[Felipe]: "It allows us to automate and establish procedures reducing errors and workload. Before Channelyze, everything done by email, excel files, etc… It weas not easy to control and manage."

Channelyze value proposition for Probely

[Filipe] “Very valuable at a very reasonable price!. We can now focus on what matters the most – go-to-market, market strategies, price and product strategy, in other words business related activities instead of the administrative process of handling distributors and resellers.”

Probely’s partner program

[Felipe]: We are opening new markets at a steady pace, learning and adapting to each market our strategy. We are now in Portugal, LATAM, Spain, France, UK, Benelux, US, Canada and South Korea (more markets to come!).

Our main focus, so far, is to establish partnerships with Distributors that have experience on selling Cybersecurity product and services with a strong reseller network. We also work harder to have easy procedures between us, the distributor, the reseller and the final customer, so that the Reseller can make an easy sale without complications or barriers.

Channelyze is built to suit vendors of all sizes. From vendors just moving into channel sales to the large vendors already working with multiple routes to market.

To find out more about Channelyze and how it can help your company grow, register for a demo.