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Scaling Securely Across Three Continents

Scaling Securely Across Three Continents

Scaling Securely Across Three Continents

About

OPSWAT is a leading cybersecurity company specializing in Critical Infrastructure Protection. The company’s technologies help organizations detect, analyze and prevent threats to mission-critical systems through advanced tools for threat prevention, secure data transfer and compliance enforcement.

Testimonial

“ISC’s understanding of our business and ability to execute globally made them indispensable to our growth journey. Their work in EMEA was particularly impactful, creating the foundation for our top-performing region. They operated with the precision and trust of an internal team.”

James Neilson, SVP International, OPSWAT

When OPSWAT secured a $125 million growth investment, the company set out to scale globally, strengthen its commercial organization, and position itself for a potential future IPO.

To achieve this, OPSWAT needed a partner capable of executing complex recruitment across APAC, EMEA, and North America while maintaining consistency and compliance in regions.

Over a five-year engagement, ISC maintained an average cost-per-hire of $3,500, completed an average of 24 hires per year across all levels, and delivered a coordinated, globally aligned recruitment model that supported OPSWAT’s growth and commercial success.

The Challenge

After receiving its first external investment of $125 million, OPSWAT needed to scale across multiple regions including APAC, EMEA and North America while developing the leadership depth and operational structure required to support its next stage of growth and prepare for a potential IPO.

The company did not have a centralized talent acquisition function capable of coordinating global hiring efforts. Relying on several regional vendors risked creating fragmentation, inconsistent processes and increased costs. OPSWAT required a unified and strategic talent partner with the reach, compliance knowledge and agility to execute effectively across international markets.

Our Approach

ISC began its partnership with OPSWAT by securing a key leadership hire in Singapore to align and scale the company’s decentralized sales operations across APAC. Once this Regional Executive Sales Leader was in place, ISC expanded support through its Workstream model to build out the broader APAC commercial team — including Regional Sales Executives, Sales Engineers, and sales support professionals — ensuring full compliance with local employment laws and reducing costs and delays.

Following APAC’s success, OPSWAT shifted ISC’s focus to EMEA to accelerate growth and strengthen regional performance. ISC:

  • Identified and placed a Regional Executive Sales Leader to anchor the region.
  • Built cohesive commercial teams across multiple countries.
  • Navigated complex regulatory and cultural landscapes to ensure alignment and consistency across markets.

In parallel, ISC supported ad hoc searches in North America and other regions for highly specialized, technical roles requiring deep cybersecurity and critical infrastructure expertise.

Results

Through ISC’s partnership, OPSWAT successfully built high-performing commercial organizations across APAC and EMEA while maintaining alignment with global objectives.

Key outcomes included:

  • Phased global growth: Starting in APAC and expanding into EMEA, each region operated independently yet stayed connected to overall company goals.
  • Record performance in EMEA: The region became OPSWAT’s top-performing market, driven by cohesive and results-oriented teams built through ISC’s partnership.
  • Cross-functional expansion: Beyond sales, ISC supported recruitment in Marketing, Product, Engineering, and Support to strengthen both commercial and operational capabilities.
  • Targeted expertise: Managed ad hoc searches in North America and APAC for niche cybersecurity, infrastructure, and data protection roles requiring specialized technical knowledge.
  • Strategic alignment: Maintained close collaboration with executive leadership and regional HR teams to synchronize hiring strategy with business growth and IPO readiness.
  • Operational efficiency: Delivered an average of 24 hires per year with an average cost-per-hire of $3,500, creating a unified, cost-efficient global recruitment model.

ISC’s integrated approach improved hiring predictability, enhanced communication, and provided OPSWAT with a scalable talent acquisition framework to support continued global expansion.

Conclusion

Over a five-year partnership, ISC helped transform OPSWAT from a regionally managed cybersecurity company into a globally scalable organization with strong, coordinated commercial operations. What began as a regional initiative in APAC and EMEA evolved into a strategic global partnership that strengthened sales, enhanced operational maturity, and prepared OPSWAT for the demands of future growth and a potential IPO. Through its Workstream model and close collaboration with leadership, ISC delivered a seamless, cost-efficient, and globally unified recruitment program that established a lasting foundation for OPSWAT’s continued success.