CASE STUDY
API Management Platform Developer to Unlock $10M in New Revenue By Strengthening Security Posture
By partnering with SecureOps, this customer rapidly matured its security posture, empowering the sales team to pursue new markets.
About
Our client, an API management platform developer based in the US, serves 300 million users, including many Fortune 500 companies. More than 35 million developers rely on their platform to design, build and scale APIs.
Objective
- Generate $10M in new revenue by improving their security posture
- Reassure new and existing customers that their data is safe on their platform
- Break into new markets by meeting ISO, FedRAMP, and HIPAA requirements
Problem
- Immature and reactive security organization
- Lacked the in-house resources and skills needed to build a world-class security organization
- Needed to quickly scale a solution to meet revenue goals
Solution
- Partner with a managed security service provider (MSSP)
- Gain access to an 18-person team with highly specialized security knowledge and skills
- Move to comprehensive and proactive 24/7 coverage
Results
- Built a highly scalable security organization in under four months at a fraction of the cost compared to building one in-house
- Enhanced detection accuracy, response times, and flexibility
OBJECTIVE
Moving Security from a Cost Center to a Revenue Generator
The cybersecurity team set a bold target to help the business generate $10 million in net new revenue in fiscal 2026.
Though security is often considered a cost center, a mature cybersecurity program had the potential to unlock new markets and strengthen relationships with existing customers.
“Our plan is dependent on building a robust security framework that reassures our customers, both large and small, that their data is safe,” explained the technical program manager. Security emerged repeatedly as a key consideration in their customer’s decision-making process during sales conversations. “They want to know that we’re not vulnerable to breaches, so they’re curious about our security and penetration scores.” Furthermore, some companies have very specific security criteria, such as meeting ISO, HIPAA, and FedRAMP compliance requirements, in order to do business.
To reach their goals, the API management platform developer needed to mature their security function and earn the trust of new, enterprise customers.
PROBLEM
Security Lacked Maturity
The existing security team, architecture, and resources were insufficient to attract new enterprise clientele.
“We faced a number of related challenges. The biggest was not having a capable security function at all.” The team could not ensure around-the-clock security. They lacked a mature detection and response function with no dedicated detection response engineers. They did not have visibility into critical systems, and they did not have a centralized logging database.
“Our alerts were all over the place. They were disorganized and created a lot of noise.” The team did have one application security lead, but detection and response was only a secondary responsibility—one that occupied an increasing share of their time.
They soon began strategizing on how to mature their security function. “Cost was a factor in both direct dollars and opportunity costs.” A world-class security operation requires experienced professionals with highly specialized skills.
Building such a team in-house would have been time- and cost-prohibitive. Therefore, the decision was made to seek a managed security service provider (MSSP) to quickly ramp up their security function.
“An MSSP would enable us to staff the security team we needed within our budget.” They just needed to find the right partner.
WHY SECUREOPS
Finding the Right Partner
After an exhaustive search, SecureOps was the most flexible and most able to align to their needs.
In total, the API management platform developer evaluated 10 MSSPs, ultimately deciding to partner with SecureOps due to our unique, customized approach.
“They didn’t just provide a standard, off-the-shelf solution. They were willing to tailor their services to our specific needs.” This included providing detection and response for the developer’s proprietary platform.
“The other MSSPs we evaluated were unwilling or unable to do so, which would have left us exposed.” To achieve their goals, 100% visibility and coverage of critical assets was essential, and SecureOps was the only partner ready to step in.
.png?width=600&height=600)
SOLUTION
Maturing the Security Function with a SOC
Top priorities included improving threat detection speed and accuracy, accelerating incident response and containment, and establishing proactive threat hunting.
By forming a Security Operations Center (SOC), the API management platform developer gained access to an 18-person team with deep knowledge and experience building and managing world-class security operations. “This structure provides us with the personnel and architecture to improve our security posture without burdening the internal teams.”
The SOC was responsible for the following duties:
- Monitoring systems and the platform for threats, escalating and addressing issues as they arise. This includes basic containment and more advanced incident handling when needed.
- Managing the security platforms themselves, ensuring they're always operational.
- Proactively improving defenses by designing and maintaining detection rules to keep security systems up-to-date with the latest threats.
- Performing internal and external vulnerability scans to identify and address weaknesses before they can be exploited.
The partnership also included built-in flexibility, allowing them to expand services as needed and access surge support to handle unexpected spikes in activity. SecureOps also tracks their service utilization, ensuring the developer receives the value they expect.
The priority of the partnership was to ensure the security of the platform developer, and SecureOps functioned like a true extension of the team. “We can bounce ideas back and forth about what the best architecture or implementation method will be.”
Through this model, the API management platform developer can feel confident in their ability to address emerging cyber threats and share their preparedness with future prospects.
.png?width=600&height=600)
RESULTS
KPIs and Early Signs of Success
Through this partnership, the developer went from reactive to proactive security in only four months with clear KPIs and expectations.
An MSSP proved to be the only cost-effective option to increase security maturity in time to reach their revenue goal. With this new security framework and the SOC in place, the company dramatically improved its security posture, leading to faster response times, enhanced customer trust, and an ability to meet critical certifications.
“We’re confident these initiatives will not only help us generate new revenue, it will also strengthen customer trust, improve customer retention, and position us for success in the years to come.”
To ensure the partnership continues to provide value, the API management platform developer established several key performance indicators:
- Effective Prevention and Rapid Response: Critical and high-priority security incidents must remain low and infrequent.
- Speed of Resolution: Tickets are to be closed within agreed-upon service levels. Ideally, fewer than 5% of tickets should exceed service level agreements (SLAs) and no ticket should linger longer than 30 days.
- Detection Accuracy: Verified incidents will be compared to detection reports, with an expected accuracy of 99%.
- Timely Communication: SecureOps will provide incident reports within 24 hours of confirmation.
- Service Utilization: Utilization of services will be tracked to ensure the customer receives the expected value.
Not only will the developer benefit from a world-class security program, but the SOC was also launched and fully functional in just four months. The sales team can now promote a 24/7 security model to prospective clients. The technology team can begin qualifying for high-value certifications. And as a whole, the company is well poised to strengthen their customer relationships and hit their revenue goals.
Build a security function that furthers your business goals
SecureOps is ready to join a partnership centered on your needs and ensure the protection of your most critical systems.