In this episode of Inside the Win, Chad Muckenfuss, VP of Cloud at Telarus, sits down with Laura Cope of Synoptic to unpack a deal that started with a security incident and grew into something far bigger. After a client lost confidence in their internal IT team, Synoptic stepped in and won the business on the strength of their security practice. But the real story is what happened next. By uncovering $236,000 in stalled professional services projects, Synoptic repackaged that spend into a monthly recurring roadmap under their Office of the CSO model, converting a capital expense into a managed, structured engagement. The result was a $76,000 per month recurring contract, with another $50,000 in MRR on the horizon as business application development enters the conversation. Laura and Chad break down exactly how trust, vendor consolidation, and the land and expand model turned an emergency into a long-term strategic partnership. If you are a technology advisor looking to grow deals beyond the initial scope, this one is packed with actionable takeaways.
Video Transcript
Video Transcript
Transcript is auto-generated.
Welcome to Inside the Win. We’ll break down real world wins, showing you exactly how strategic partnership with our experts empowers you to tackle your most ambitious opportunities with confidence. Let’s jump in.
Hi. I’m Chad Muckenfuss, VP of Cloud here at Telarus. And joining me today for Inside the Win is Laura Cope with Synoptek. Laura’s going to talk us through a wonderful deal that came into Synoptek based off of the need for security and then has grown tremendously from that initial conversation to what the contract ended up being and what the future contract is growing into. So join me as we talk with Laura and go through this wonderful opportunity.
Alright. So they were hit within a security incident, and they lost confidence in their internal team. So they started looking.
They…
And as they were going through vendor selection, the thing that stood out from the…
For for for them with Synoptek was, obviously, the the depth of our security practice, but also the breadth of everything that we can do. Right? So we won them over with the security piece. But as we uncovered what…
You know, all of what they were doing, we found they had $236,000 worth of professional services projects just sitting Wow. With with one to get to. Right? And so we were able to turn that into…
So part of our security practice, we have office of the CSO. And so we were able to turn that CapEx into a monthly reoccurring road map, a twelve month to get all the projects done. And, really, that was what won them over was was we could…
Obviously, we we honed in on the pain, the point that they had, but we found other things that we could we could help them with. And so that’s how we won. But it was 400 users. They had 570 endpoints, five locations.
They were international companies, so they kinda matched our our portfolio. So that helped.
But… Yeah. It ended up being a $76,000 monthly reoccurring opportunity. So…
And then to cap it off in the next twelve to twenty four months, they… Because they kept their business about the… All their application stack, but we’re already starting to talk to them about that. Right? So because we have a business application development practice, that’s kind of the road map for the next twelve to twenty four months. It’s another 50,000 in MRR that we can, you know, the gift that keeps on giving.
Right? That land and expand model works really well. Once you solve a problem and a customer understands that you can do the work and then they realize that you can also do other things outside of what this initial scope was, that land and expand model just grows and grows. So $76,000 to start, another 50,000 on the horizon to grow into. What a fantastic, opportunity for for you and for Synoptek to really take a hold of what the customer’s needs were when they needed something now to fix some issues and then realize how much more they could leverage you, to grow and and make their lives much easier too.
Yeah. Absolutely. I think, you know, it it also goes into the whole vendor consolidation of once you really…
Once a customer is comfortable with opening the opening the doors, right, like, what’s going on in there? And they tell you and you earn that trust, then it’s like, okay. Well, what else can you do? And, like, you know, now that you’re in…
And it all…
It’s all it’s all relative. It all goes together. Right? It’s all one into the other.
So it just kinda makes…
It’s a natural fit, and it makes sense. So, yeah, it was was a very exciting win for us.
No. That’s great. Fantastic. Well, I appreciate you outlining that today, and I look forward to the next one that we get to win together. And I hope that, you know, this continues to grow and this customer is is a true outstanding win for you. So thank you for joining me today.