Array Networks

Sizing a Zero-Trust market entry

Built the market case, roadmap, and pricing model for a network security company entering Zero-Trust Network Access across Asia.

Outcome

$1.08M

projected Year 3 revenue

123%

Year 3 ROI at 25 customers

~50%

faster PRD drafting with a reusable template

epics across a 3-phase roadmap

Traditional VPNs were built for occasional remote workers, not hybrid workforces on unmanaged devices.

Array Networks needed to decide whether and how to enter the 23.2% CAGR Zero-Trust Network Access (ZTNA) market.

I owned the market requirements and business case, synthesizing client and executive input into a recommendation for leadership.

Size the opportunity

Researched a 23.2% CAGR market, ran 5-vendor benchmarking on features and pricing, and completed a SWOT for Array’s position.
Write the MRD

Authored a 25-page MRD recommending ZTNA entry across India, Southeast Asia, and Japan.
Standardize requirements

Created a reusable PRD structure that cut drafting time about 50%, then applied it to a 39-epic, 3-phase roadmap spanning MVP, beta, GA, and GTM.
Price it and prove it

Built a $5–$7 per-user monthly pricing model and a 3-year business case across R&D, cloud, licensing, acquisition, and support.
Beyond ZTNA

Also wrote a competitive analysis, PRD, and OKRs for modernizing the company’s Web Application Firewall product.

ZTNA MRD and roadmap: withheld (employer document). Happy to discuss the approach.

ZTNA Market Requirements Document