Egnyte

Background

Original Requirements and Journey

What was Oakstone’s Solution?

Why was Oakstone the best choice?

The Results

Background

Egnyte provides a unified content security and governance solution for collaboration, data security, compliance, and threat detection for multi-cloud businesses. More than 16,000 organisations trust Egnyte to reduce risks and IT complexity, prevent ransomware and IP theft, and boost employee productivity on any app, any cloud, anywhere. Investors include GV (formerly Google Ventures), Kleiner Perkins, Caufield & Byers and Goldman Sachs.

Original Requirements and Journey

• Egnyte had a newly appointed VP of EMEA who had moved from the US to expand and develop the European branch of the business. 

• Egnyte and their newly appointed VP EMEA were looking to expand their sales team in the UK and required a recruitment partner who knew the SaaS security and collaboration space. 

• Egnyte needed enterprise sales specialists; however, they had a background in mid-market and transactional selling, so they had little reputation in the market to attract the right people. 

• A previous connection Oakstone had worked with at ServiceMax suggested Egnyte speak to us about recruitment and executive search assistance to find the right salespeople for their business. 

• Oakstone initially assisted Egnyte in hiring multiple salespeople in the UK. Over time, this evolved into hiring UK-based German and Arabic speakers to sell into the respective markets and a Mid-Market Sales Leader and SDR Sales Leader.

What was Oakstone's Solution?

Oakstone’s solution was to assist Egnyte in headhunting the right people for the sales roles. Due to Egnyte’s mid-market and transactional selling background, they struggled to attract enterprise sales specialists.

Oakstone had to conduct specialist searches for enterprise salespeople in the SaaS collaboration and security space and pitch Egnyte’s story to help people understand the business’s possibilities from an enterprise perspective. 

Why was Oakstone the best choice?

Oakstone invested time learning about Egnyte’s requirements, working closely with their newly appointed VP EMEA to establish the challenges and requirements of each role as well as the culture of the company. 

Oakstone and the VP of EMEA invested in a mutually beneficial relationship where both parties were committed to the recruitment process, making it streamlined, efficient, and successful. 

The commitment from both parties meant quality people were hired quickly.

The Results

We utilised our network and introduced highly qualified candidates across all roles in the UK, where we subsequently went on to close seven roles with strong people who were highly motivated to join Egnyte. 

o Account Manager

o Business Development Manager

o Enterprise Sales

o Sales Director, Commercial

o Sales Executive

o SDR Manager

o VP of Sales