“Navigating the Intersection: Advice for Security Leaders Partnering with Cybersecurity Startups”

Cybersecurity Startups and Security Leaders: A Two-Way Street

The cybersecurity industry has expanded significantly over the years, leading to an ever-increasing number of cybersecurity startups. As a result, security leaders have become fatigued with the aggressive sales tactics employed by these startups and other cybersecurity companies. While many cybersecurity startups may be passionate about solving hard problems, some approach the industry purely for financial gain. Therefore, they need to revise their sales and marketing strategies so that they can acquire customers without aggressive sales tactics. Moreover, security leaders need to recognize that startups face a myriad of challenges, such as growth and innovation, making it essential to foster a mutually supportive relationship between the two parties.

Change in Approach for Cybersecurity Startups

Cybersecurity startups need to change their approach to acquiring customers and engage with security leaders differently. According to the CISO Manifesto: Rules for Vendors, cybersecurity startups must focus on the interests of customers and their challenges by gaining a thorough understanding of the context and problem at hand. This will enable the vendor to offer relevant solutions instead of offloading irrelevant features. Also, companies that use aggressive sales tactics should be held accountable. Social media and online platforms offer cybersecurity leaders an avenue to leave reviews, call out non-compliant vendors, and tell their peers honestly about their experiences with these vendors.

Approaching Cybersecurity Startups with Curiosity

Security leadership and startups should approach each other with openness and curiosity. For example, while some cybersecurity founders may have motives other than strictly professional, most startups are passionate about solving hard problems. Without innovative founders willing to take risks, our industry would not have thrived as it has. As such, it’s essential to approach them with curiosity and recognize their right to exist.

Providing Context for Problem-Solving

Cybersecurity startups must articulate the problem they seek to solve and provide context on how their product offerings can address the customer’s needs. Conversations that focus on solving particular problems are a lot more productive than discussions where vendors only list features without addressing the specific challenges that their products solve.

Offering Feedback to Cybersecurity Startups

Security leaders can offer transparent feedback to cybersecurity startups as a way of fostering positive relationships. Startups struggle to get feedback or ideas from users and companies they serve. Therefore, it’s essential to provide startups with useful ideas and perspectives that help them innovate and prioritize solving the right problems. By doing that, they can build better products and services tailored to the needs of their customers.

Recommending Companies to Peers

Security leaders can help startups grow by recommending companies that they trust to their peers. Early-stage startups face a myriad of challenges such as getting the word out about their products/services. By sharing good reviews on social media, networking, or even giving out testimonials, security leaders can help startup companies build their brand awareness.

Foster an Honest Relationship

At times, some security leaders tend to ghost vendors after investing significant time and resources in demos and proof of concepts. However, this behavior is unethical and unprofessional. Security leaders should manage the vendor’s expectations by communicating when they won’t be able to implement the solution within the set timelines. If they decide not to implement the solution, a brief email explaining their position shows professionalism. Furthermore, giving feedback on the experience helps the vendor to improve, offering the potential to foster a positive partnership in the future.

Editorial

The nature of the cybersecurity industry is dynamic and fast-paced, leading to startups employing aggressive sales strategies to acquire customers. However, it’s critical to recognize that these cybersecurity startups are innovative and passionate about solving hard problems that security leaders face. To foster mutually supportive relationships between startups and security leaders, it’s essential to manage expectations proactively, provide transparency in feedback, and recommend companies that one trusts. By doing that, we can foster a collaborative, supportive, and respectful cybersecurity industry, providing the much-needed support, innovation, and growth.

Advice

The Intersection Between Cybersecurity Startups and Security Leadership

• Cybersecurity startups need to focus on understanding the context and challenges of potential customers to provide relevant solutions.
• Security leadership should approach cybersecurity startups with openness and recognize that not all startups are motivated purely by finances.
• Security leaders should share transparent feedback and ideas to help startups improve on product development and delivery.
• Leaders should recommend trustworthy companies to peers, helping startups improve their brand awareness.
• Honesty and professionalism in handling relationships with security vendors can foster mutually respectful and supportive relationships.