| The landing page looks nice. I feel like, based on your comments, you really are trying to build a product for customers - and not building towards some esoteric sales figure. Some comments from someone who's worked for a number of "enterprise" security vendors over the last decade... Your product is competing in the CNAPP (Cloud Native Application Protection Platform) space. I'm sure you already knew this, but you may want to look at how companies have merged CSPM/CIEM/IaC/etc tooling to get to this "Gartnerized" name and just know who's who in the competitive landscape. 14 days isn't long enough to make a decision for most organizations unless they are really small. I'd suggest leaving that in place but also extending that to 30-45 days (1 month workflow) for prospects that will, in turn, go through additional resistance to validate they're truly viable customer candidates. Those things could be a 15 minute qualification call where you have a list of things you want to review with them to understand the fit (good feedback loop for you in features). Standardize on your pricing - you need to understand this so you're both not losing money and so that you don't turn customers away because of the unknown. You can always have a custom pricing tier or an "Ask Us" option. If you don't know what your baseline cost for a customer is - then figure it out quickly. Demos can go a long way - since you're a small shop you need something that won't soak your time, so I'd suggest taking your customer's top couple pain points and recording a nice looking demo that won't cost them more than 10 minutes to watch. People in this space want to see the product. There are so many security tools that a lot of buyers already have too many - so they want to see what it is and many customers are also looking for ways that new tooling can be integrated into existing workflows. There is no "single pane of glass" anymore for customers and instead it's morphed into, as I like to refer to it: "single pain of glass", because every vendor claims you only need them. Right. If you have any questions I'd be happy to chat - [my_hn_name] at counterbrea dot ch. Best of luck! |
Yeah, CNAPP is the new acronym for where we probably best fit right now. I will continue checking out some of the other players.
I initially had a 14 day trial, then people (not potential customers) told me that would not be long enough, so I increased it to 30. That did not make a difference at all. Smaller companies still signed up and converted, larger companies "ignored" any time limits and just assume that those don't apply to them.
Based on all the comments now I wonder if I should have a "base" plan that has the cost on the website and an Enterprise / Custom plan with a "Contact us" button. I pretty much know what a customer costs "on average", so that's not difficult.
Curious, did you see the short demo video on the website? There is a short one on the main site "below the fold" and there are two more in the "Resources/Videos" section. I am working on a longer version that I can send out to potential customers instead of a demo initially. Yeah, I've seen and felt the "single pain of glass" many times :D
I'd love to take you up on that offer, thanks, a lot!