Pre-seed investments and GTM and PMF founder advisory support

LONDON, UK / ACCESSWIRE / September 24, 2024 / Cybercrime remains a major concern for companies worldwide. Financial losses hit a record $12.5 billion in 2023, largely due to investment fraud and business email compromise schemes, according to the latest FBI Internet Crime Report.

The impact isn't just financial. Victims of cybercrime often face reputational damage, as clients lose trust in their ability to protect sensitive data. They also deal with operational disruption, higher insurance premiums, and potential legal consequences.

It's no surprise CIOs are searching for ways to stay ahead in the ongoing battle against Black Hat hackers targeting extortion, network disruption, and data theft for resale on criminal networks.

The growing threat has sparked a surge in cybersecurity startups vying for a piece of a global market valued at USD 172.24 billion in 2023. Expected to grow to USD 562.72 billion by 2032, the potential rewards for leading in this space are enormous.

However, cybersecurity startups have to be at the top of their game if they want to take on established players like the IBM Corporation, Microsoft Corporation, Palo Alto Network, Broadcom and others. The battle for market share is a take-no-prisoners affair, and startups face some unique challenges in their quest for market share.

One man who is intimately familiar with these challenges is Simon Chassar, former CRO of Claroty.

Chassar has launched his own cybersecurity start-up advisory company after taking Claroty from a startup Series B to Series E, readying the company for an IPO, expanding its global presence, and crossing the $100 million threshold in annual recurring revenue (ARR) while sustaining an impressive 30%+ annual growth. Chassar's years of experience in helping startup cybersecurity companies formulate strategies for market dominance and reach their funding goals makes him one of the country's foremost thought leaders in the cyber-venture sector.

Nimbleness and Overcoming Challenges

Thriving in the fast-paced startup culture can be a daunting challenge, especially in the field of tech. It's a challenge that is made even more overwhelming due to the rapid evolution of cyberthreats according to Chassar.

"I've always found the startup environment tremendously exciting, but when it comes to coming up with disruptive solutions there are a lot of moving pieces in the machine, and for many tech-orientated founders the intricacies of getting a startup to market are a terra incognito, it's unknown territory - and it can be a frightening place."

For Chassar the startup machine will only deliver a superior return on investment if all the parts are working in harmony towards a strategic goal.

"There's a lot of legwork involved in raising capital or bringing a product or service to market. You need to research market needs, conduct a user analysis, and perfect the design to ensure the right market and use case fit. External partners must be identified to ensure they share the organization's vision."

For Chassar, careful analysis of market opportunities is often the foundation of success. He believes building trust with clients is the first step to creating a lasting relationship, but it's only part of the challenge of building a sustainable company.

"The startup market has much to focus on; ensuring a strong product-market-fit and then the commercialisation from licensing, regulatory approval, finding a subscription model that fits market needs, or offering packages with upgrades and after-sales service. The key is bundling everything to hit the sweet spot in client experience, price and service. It's about identifying unique differentiators to compete with legacy cybersecurity players."

Team Talk

"Chassar has seen that optimal results come from a delicate, time-intensive balancing act, complicated by the fact that many startups lack senior staff with the skills to ensure market success. Most startups are lean, focusing mainly on their technology-driven solution. They often lack the financial resources to hire someone with the right skill set to cover the other essential steps to launching their product."

According to Chassar, that's why he and his extended team of advisors can add significant value.

Says Chassar, "The key is to address these challenges as soon as possible in the lifecycle of the enterprise and mistakes early on can be extremely challenging to rectify later."

In the case of Claroty, Chassar critically assessed and overhauled an initial $50M sales pipeline he deemed largely ineffective, rebuilding it from scratch. This process involved redefining the total addressable market, identifying ideal client profiles, and establishing strategic partnerships. "We had to rethink everything from the ground up, ensuring each step aligned with our ultimate goal of exceeding $100M ARR," Chassar explained.