Find the gap
Surface where east-west traffic and segmentation created blind spots.
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Case study 01 · Expansion strategy
From coverage gaps to a $2.4M expansion
A Fortune 500 financial services customer needed stronger visibility across east-west traffic. I connected technical gaps in segmentation and detection coverage to a business case for expanding the NDR platform.
The goal
Make the risk visible and the next investment clear
The customer had meaningful gaps in network visibility, segmentation, and detection coverage across east-west traffic.
The opportunity was not simply to add more technology. It was to show where the existing security program lacked coverage, align the right stakeholders around those gaps, and frame an expansion around concrete security outcomes.
Connect the impact
Translate technical coverage gaps into priorities executives and the SOC could act on.
Build the case
Shape the expansion around measurable improvements in visibility and detection.
The strategy
A technical finding became an account-growth plan
I treated the expansion as a customer outcome project: diagnose the operational gap, clarify the value of closing it, and keep the plan anchored to the customer’s security priorities.
Diagnosed visibility and segmentation gaps
Focused the conversation on east-west traffic, where incomplete visibility and inconsistent segmentation limited detection coverage.
Aligned technical and executive priorities
Connected the platform discussion to risk reduction and the customer’s broader detection program rather than positioning the expansion as additional product capacity.
Built an outcome-led expansion case
Defined the expansion around closing the identified gaps so the investment had a clear operational purpose and an executive-level rationale.
My Personal Role & Authority
What I personally owned
I owned the customer-success strategy and commercial account plan that connected the technical findings to the expansion decision.
Diagnosed
Identified the segmentation, visibility, and detection-coverage gaps across east-west traffic.
Decided
Framed the opportunity around risk reduction and measurable security outcomes instead of additional product capacity.
Executed
Aligned technical and executive stakeholders and led the outcome-based business case through the $2.4M expansion.
Cross-functional support: Customer security stakeholders and internal technical specialists supported validation and implementation.
The result
One account, one clear business case, $2.4M in growth
The work produced a $2.4M expansion in a single Fortune 500 financial services account.
It also reflects the broader portfolio motion: identifying adoption and coverage gaps early, turning them into a mutual plan, and tying account growth to a customer outcome.
Single-account expansion
Expansion opportunities identified across the broader ExtraHop portfolio
Net revenue retention across the portfolio
What this case demonstrates
Expansion is strongest when it begins with an unresolved customer problem. My role was to make the problem legible, align the stakeholders, and connect the investment to a security outcome the customer already valued.
Customer name and sensitive implementation details are withheld. Results are drawn from my portfolio performance.