DevTools · Cybersecurity · 1000+ · Asia-Pacific #b039_13

Context

We are a long-established endpoint and network protection vendor converting from licence sales to subscriptions while rebuilding our products around artificial intelligence.

Industry

DevTools & Software · Cybersecurity

Size

1000+ employees

Region

Asia-Pacific

Tools budget

$20K+ per month

Needs

Revenue recognition & billing. Moving from perpetual licences to subscriptions breaks our billing and revenue schedules, which were built for one-time sales.

Today: term licence accounting being reshaped toward recurring subscription schedules · Urgency: now

Internal AI agents & automation. Leadership wants AI assistants embedded in internal workflows, but we have no governed platform to build them on.

Today: assistants embedded in products while internal workflows remain largely manual · Urgency: now

Technical hiring. We need to recruit machine learning talent at scale and our hiring process was designed for traditional engineers.

Today: campus and experienced-hire recruiting for research roles through public job portals · Urgency: now

Who decides

cto · procurement

Expects from suppliers

Subscription billing that handles migration from perpetual licences; Agent platforms with strict data controls; Korean language support

Not a fit

Tools without on-premise options for regulated clients; Small vendors unable to support a large enterprise

Stack

on-prem / private cloud, LLM APIs in production, CRM in place

Buying triggers

AI adoption push, new market or product launch