KSA
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Fundraising in cybersecurity sounds like a badge of honour. But the pitch room rarely looks like the press release. You show up thinking you’ve got traction. They show up with a checklist. Here’s the hard truth: for many early stage cybersecurity investors, especially in Europe and the UK, you don’t really exist until you’re doing…
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A few years back, a zero-day hit WordPress. Bad one. Real bad. Every unpatched site—millions of them—started redirecting to Chinese gambling pages overnight. Guess what our site ran on? We were just a cybersecurity vendor with a modest landing page. No login, no client portal. But by 9AM, inboxes were full, phones ringing, and one…
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Freemium works great when you’re selling calendars or CRM to startups. But in enterprise cybersecurity or infrastructure? It’s riskier. Users don’t always convert. Sales hates unqualified signups. And support ends up fielding questions from companies who’ll never pay. But freemium isn’t dead. You just need guardrails. And a few growth hacks to make sure it…
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If your board hears bad news from someone else first, you’ve already lost control of the narrative. Worse, you’ve damaged trust — the one thing you can’t rebuild on a slide deck. Founders don’t lose credibility for bad quarters. They lose it for surprises. So here’s how to deliver bad news — early, clearly, and…
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Security pricing is never simple. Seat-based + usage-based + storage + support tiers… Maybe regionally variable. Maybe with custom terms for every enterprise logo. And then someone says, “We need to automate quoting—let’s bring in CPQ.” Cue the pain. Configure Price Quote (CPQ) tools promise speed and consistency. But without a plan, they turn your…
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A slide deck can open the door. A sharp executive summary can earn a coffee. But the full business plan is still what investors read when they decide whether to wire money or ghost you. It is the dossier that must survive partner meetings, analyst reviews and late night “prove it” Slack threads. Here is…
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Small-Team OKRs: Avoiding the Spreadsheet Graveyard
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2 min read
Most small-team OKRs die in a spreadsheet. Buried in tabs, forgotten by mid-quarter, reviewed once a year if you’re lucky. They didn’t fail because OKRs don’t work. They failed because they weren’t designed to live. OKRs — Objectives and Key Results — are supposed to focus effort, align teams, and drive outcomes. In big firms,…
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He was calm, senior, and unimpressed. A global CISO. One of our biggest prospects. And he wanted a feature that didn’t exist. “We’d need custom X, but built into the UI. Auditable. Editable by non admins. Can you do that?” Old me would say yes. I froze for a second. Because technically, yes. Our engineers could build…
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Using Public Breach Data as Content That Converts
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3 min read
Most breach write-ups are fast takes. “X company was hit, Y records were exposed.” Maybe a hot take on the attacker group. Then the news cycle moves on. But if you sell security, public breach data is more than a news hook. It’s content that converts, when you use it to show, not just tell.…
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Marketing Automation: A Silent Revenue Growth Engine
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2 min read
When interest rates climb and pipelines shrink, most tech chiefs reach for the red pen. The smart ones reach for their workflow rules. Marketing automation—dismissed for years as the digital PA—has become a revenue underwriter hiding in plain sight. From polite drip to persuasive dialogue Legacy “nurture” sequences are the email equivalent of lift music:…