FireEye’s go-to-market strategy
Previously in this series, we discussed FireEye’s revenue growth, its offerings performance, and narrower margins. In the past year, FireEye rolled out Helix and in 3Q17, it plans to launch its next-generation endpoint security product, HX, with full antivirus replacement.
During its 2Q17 earnings release, Kevin Mandia, FireEye’s CEO, noted that the company is focused on its go-to-market strategy. This strategy involves Helix as well as overall pricing and packaging of its other offerings.
Helix platform’s hub-and-spoke model
FireEye (FEYE) aims to position itself as an all-encompassing company with a hub-and-spoke model rather than a hardware company. Through its Helix launch, FireEye took a leap from being a network sandbox pioneer to a player offering a comprehensive suite of security offerings.
Explaining Helix’s role in this transformation, Mandia said, “The Helix platform has a hub-and-spoke model, where the spokes, a network solution, an endpoint solution, an e-mail [solution], all leverage the hub, to apply our collection of capabilities to prevent and detect unauthorized or unacceptable activity.”
We believe that under Mandia’s leadership, FireEye has followed stringent, careful measures to convert its revenues into improved margins and cash flow.