Case study

Grow your businesswith managed services
See how ADmire went from pushing boxes
to adding real value as a managed IT security
service provider.
CompanyADmire

Country
Denmark

Industry
IT, ManagedServicesCase study | Grow your business with managed services

Just a couple of years ago, ADmire was an IT service andsolution provider with a heavy focus on selling licenses,
hardware, PC support and maintenance to customers inDenmark and the Nordics. Business was good, but theADmire team knew it could be even better. There was aclear gap in the market that ADmire wanted to fill. But theyknew they couldn’t do it alone.

“ For organizations, there’s a lot of value inoutsourcing cyber security to a partner that’s
truly able to handle all of their needs. They can
buy licenses and educate people internally, but
attackers and threats are changing so fast, it’salmost impossible to keep up,"Daniel Stentebjerg Petersen, Business Manager, ADmire

So how has ADmire been able to grow a thriving new
security service business in just 18 months?
As a WithSecureTM Managed Service Provider Partner.

Filling a clear gap in the market
Building close, long-term partnerships with their customers has always beenpart of ADmire’s DNA. Partnering with WithSecureTM to grow the company’soffering from PC-as-a-service into a new kind of stand-alone managed security
service business made sense fromthe start.
“It used to be that pushing boxes was enough. Customers wanted products
they could basically install and not worry about. But that doesn’t cut it anymore
because the threat environment is so much more sophisticated,” says Morten
Norup, ADmire’s Director of Sales and Marketing.

The ADmire team wanted to add real value where customers needed it most.
And that meant not only providing the tech and solutions they need but becoming a trusted partner who could manage all of their security needs.
Daniel Stentebjerg Petersen is Business Manager at ADmire. For him, thecustomer need was clear. “For organizations, there’s a lot of value in outsourcing cyber security to a partner that’s truly able to handle all of their needs. They
can buy licenses and educate people internally, but attackers and threats arechanging so fast, it’s almost impossible to keep up,” Stentebjerg Petersen says.
ADmire was already offering PC as a managed service, which includes hardware support and maintenance. Their general approach to services was: “If you
want me to handle your security, tell me what to do and I will do it,” Norup says.
That wasn’t a huge business opportunity.
ADmire wanted to take a more proactive approach and offer customers what
they need, which is often much more than what they even know to ask for.

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Case study | Grow your business with managed servicesAdding value with managed security
services

Onboarding new customers in weeks,
not months

ADmire was already selling WithSecureTM products and solutions to its customers, so the relationship between ADmire
and WithSecureTM was already established. It grew into a true
partnership as ADmire’s team sparred with WithSecure’s teamin Denmark about how to build and drive a new kind of standalone security service business while continuing to seamlessly
serve their existing PC-as-a-service customers.

“ WithSecureTM really helped us“WithSecureTM really helped us understand this was both
something our customers needed and a huge business opportunity that we needed to seize right now. And they supported
us every step of the way,” Stentebjerg Petersen says.

Daniel Stentebjerg Petersen, Business Manager, ADmire

A key part of that support was to help the ADmire team gain
the knowledge, competence and expertise needed to becomea managed security service provider, because that’s where
the real value is added. Resource wise, that meant two people
dedicated full time to learning, developing and selling cybersecurity services. And those resources have been well used.
In the 18 months since making the decision to become anWithSecureTM managed security service partner, ADmire hasgone from being a regular IT company to a true cyber security
partner. ADmire can now deliver managed security services
from end to end.

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understand this was both something our customers needed anda huge business opportunity that
we needed to seize right now. And
they supported us every step of
the way.""But we also know that if and when
we introduce new products orservices, WithSecureTM will deliverthat competence very fast."
Daniel Stentebjerg Petersen, Business Manager, ADmire

The ADmire team was amazed at how fast and how easy it’s
been to onboard new customers based on IT security andcyber security alone. The sales process around security
services is often just weeks, compared to up to eight months
for hardware and software. For ADmire, the reason for this isclear: urgency.
According to Stentebjerg Petersen and Norup, most mid-market companies with 100 – 600+ employees don’t have thecapabilities or employees to manage their cyber security
needs in-house. They don’t need more products, they needsolutions that make them safer.
As Norup says, when approaching clients about handling theirPC operations, the response is usually “Sure, let’s do that in
the next three months.” When the question becomes “Would
you like us to handle your cyber security?” the answer is “Yesplease, right now.” And so far, the feedback from customers
has been great. “They can sleep well at night knowing we’retaking care of their IT security,” Stentebjerg Petersen says.
Stentebjerg Petersen and Norup agree that the training, knowledge and support ADmire’s business and tech teams havereceived from WithSecureTM have allowed them to up theirCase study | Grow your business with managed services

game and specialize quickly. And as ADmire’s competence
grows, so does their confidence and independence. “WithSecureTM transferred their knowledge to us, so we no longer needdeep support for the products we’re using now. But we also
know that if and when we introduce new products or services,
WithSecureTM will deliver that competence very fast,” they say.

Together we are the solutionNew business, smooth and easy onboarding, new revenue,and happy customers. There are countless ways in which
the partnership between ADmire and WithSecureTM has beena success. But for ADmire, it all comes down to one thing:“WithSecureTM is a trusted partner to us so that we can be atrusted partner to our customers,” Stentebjerg Petersen says.

There are other vendors who offer the same solutions, Stentebjerg Petersen says that the combination of having the righttech, the right support, the right people, the right pricing, andthe right offerings for MSP’s makes WithSecureTM the perfect fit.
For Norup, the biggest value is WithSecure’s clear focus on
ADmire’s end customer instead of on them. “I have one focus
and it’s my customers,” he says. WithSecureTM has the samefocus, which means together they are growing ADmire’s business by bringing real value to customers. “I’ve been in thisbusiness for 20 years,” Norup says. “And this is absolutely oneof the greatest partnerships I’ve ever had.”
As for the future, ADmire will continue to implement its strategy of being a value-added security service provider. AsStentebjerg Petersen and Norup both say: “There’s no turning
back, we will never go back to selling just licenses.”" I’ve been in this business for
20 years and this is absolutely one of the greatest
partnerships I’ve ever had."
Daniel Stentebjerg Petersen,
Business Manager, ADmire

Grow your businesswith security services

4Who We Are
WithSecureTM is cyber security’s reliable partner. IT service providers,
MSSPs and businesses along with the largest financial institutions,manufacturers, and thousands of the world’s most advanced
communications and technology providers trust us for outcome-based
cyber security that protects and enables their operations. Our AIdriven protection secures endpoints and cloud collaboration, and ourintelligent detection & response is powered by experts who identify
business risks by proactively hunting for threats and confronting live
attacks. Our consultants partner with enterprises and tech challengers
to build resilience through evidence-based security advice. With morethan 30 years of experience in building technology that meets businessobjectives, we’ve built our portfolio to grow with our partners throughflexible commercial models.
WithSecureTM is part of F-Secure Corporation, founded in 1988, andlisted on the NASDAQ OMX Helsinki Ltd.