Moving Up The Value Stack
Kevin Lynch has been laser-focused on moving Optiv up the value stack from validating products and provisioning technology to providing customers with advisory, strategic and architectural services as well as managing and operating infrastructure on behalf of customers since starting as CEO 18 months ago. He came to Optiv from Deloitte, where he was tasked with growing merger-and-acquisition revenue.
Optiv has had the need for speed since Lynch’s arrival since he believes customers and prospects make decisions about digital transformation initiatives based more on speed to delivery than either price or quality. Specifically, Lynch expects Optiv to respond to customers or prospects coming forward with a need in less than one day rather than multiples and multiples of that currently.
“We think where we‘re heading is a really attractive space,” Lynch said. ”This notion of being all things to a select set of clients and doing it very well and doing it fast, and getting our materiality to rise with that client base equals growth.”
Lynch has also modified Optiv’s approach to vendor relationships, shifting from a model where the biggest suppliers were lavished with the most attention to one that prioritizes strategic engagement and joint services delivery. From cyber insurance and data governance to anti-ransomware and managed XDR, here’s what Lynch told Best of Breed 2021 attendees about where Optiv plans to focus its resources.