An 8-Figure AppSec Deal. Zero Internal Capability.
One Week to Delivery.
How CWS turned an impossible timeline into a permanent new service line for a national VAR with 300+ employees and no application security practice.
Massive Opportunity, Zero Capability
A national VAR was pursuing an 8-figure AppSec transformation deal with one of the largest gambling companies globally. The end client needed comprehensive application security: tool selection, program architecture, vulnerability assessment processes, and ongoing delivery across a complex, multi-org environment.
The partner had no AppSec capability. Not a thin bench. No bench at all. No practitioners on staff. No methodology. No prior delivery experience. And the customer expected delivery to begin immediately.
Hire Internally?
12 to 18 months to build from scratch. Customer expected delivery now.
Find Freelancers?
Too risky on an 8-figure deal. Can't afford under-vetted talent at this scale.
Decline the Deal?
Hand delivery to a competitor? On a deal this size? Not acceptable.
"We had an 8-figure AppSec deal and no one to deliver it. CWS didn't just fill the gap. They built the entire program."— VP of Sales, National VAR
Four Reasons This Worked
Immediate Senior AppSec Expertise
CWS had the practitioners and methodology to design and deliver an enterprise-scale AppSec program. No ramp-up period. In front of the customer within days.
Full Pre-Sales and Tool Selection
CWS ran technical discovery, validated and expanded the tool selection, driving additional product resale revenue for the partner.
Program-Level Thinking
Not a single assessment or one-time implementation. A systematic methodology built for multi-phase, multi-org delivery across 10+ portfolio companies.
Enterprise Credibility Under Pressure
A large global enterprise. Significant reputational risk. Tech vendors applying pressure. CWS delivered on the very first project together. Trial by fire.
From Introduction to Program Delivery
Agreement to Discovery
Partner agreement signed. CWS on discovery calls with the end client within 7 days. Fastest activation in the partnership's history.
Pre-Sales and Tool Selection
CWS led technical discovery, validated Snyk, identified additional tools. Expanded the tooling scope and generated additional product resale revenue.
Program Delivery
AppSec program designed and delivered: code review processes, CI/CD integration, vulnerability detection across the main organization.
Expansion
Deeper implementation, additional tooling, expanded coverage. Portfolio rollout to 10+ organizations planned.
"We didn't need a body shop. We needed someone who could walk into one of the biggest gambling companies in the world and build an AppSec program from scratch. CWS did exactly that."— Director of Service Delivery, National VAR
What Changed
The Partnership Continues
The AppSec program rollout to the end client's 10+ portfolio organizations is planned and represents a significant expansion. Beyond this single program, AppSec has become a permanent service line the partner offers to its broader customer base, with CWS delivering every engagement. The partner and CWS have also co-developed additional service campaigns including AI Security Posture Assessments and M&A Cyber Risk Assessments.
Ready to Add a New Service Line?
CWS delivers the cybersecurity programs your customers need, under your brand.