How Model Grew its Customer Base by 20% and Boosted Upsell Revenue

Building a Foundation for Strategic Advisory

Model had built its reputation as a managed-services firm delivering cybersecurity and infrastructure engineering to mid-sized companies. In 2022, they added vCISO services and sought to convert more engagements into recurring advisory models. This shift required deeper client alignment, clearer visibility, and a more scalable service structure. 

Challenges of Client Alignment and Service Scale

Model recognized that executives, IT leaders, and engineers often spoke different “languages” of risk and security, which made it harder to drive buy-in or upsell smoothly. Their internal assessment framework lacked direct mapping to industry-standard frameworks and consumed significant resources. At the same time, their delivery model aligned with only one client size, limiting who they could serve and how quickly they could grow. 

Implementing Cynomi

By adopting Cynomi, Model created a shared dashboard and client portal where both teams could see the same data, status, and roadmap. The platform’s built-in frameworks (like NIST and CIS) replaced custom internal models. Remediation tracking, document uploads, and task management were consolidated into a single workflow.

Driving Growth and Client Value

With Cynomi in place, Model shifted from a technical implementer to a strategic advisory partner, unlocking meaningful gains in efficiency, growth, and client engagement. The platform reduced assessment time by 75–80%, enabling consultants to deliver value earlier and support more clients without increasing headcount. 

“When we started, it was four or five months before I’d have somebody doing an assessment on their own. Now it’s down to one month,” said Steve Bowman, VP Sales & Marketing and Partner at Model Technology Solutions.

These improvements helped expand Model’s customer base by 20% and triggered a 60% increase in upsell revenue by giving clients more visibility, stronger alignment, and the confidence to commit to ongoing advisory services.