[tosh]

Kudos on launching, sounds very exciting. I personally wonder how sales/marketing works in this industry as I often found it tough to convey (necessary) investments that are a bit intangible and more in the cost center / risk reduction side than in the profit center. Anyone has thoughts on this?

[pierrebetouin]

Thanks! Marketing and sales in the security space was traditionally always fear-driven - “Buy our product. If not, you’re going to get breached”. An ROI would be built using an “average breach cost”.

Today Sqreen is inbound-driven and the marketing/sales process is focused on the positive of how to make security better and more transparent, rather than attempting to stoke fear or play up the negative side.

We never had to build any dubious ROI calculation. Tech audience usually understands the need for security and we present a technical solution that is transparent and easy to use and deploy.

[newman8r]

From my experience, it's not easy to get to decision makers, and SMBs are often not concerned enough with security.

I feel like having a great network is absolutely essential for these startups - and it sounds like OP does have a great network, so I think they've got a good shot.