Key Highlights in This Episode:

• Lauro's passion for computers starting at age 10 and the perseverance shaping his career.
• The impact of a life-changing scholarship and networking in securing job offers.
• The importance of soft skills, confidence, and concrete achievements in interviews.
• How mentorship and self-study have influenced Lauro's growth in the field.
• AI tools' role in enhancing learning, cybersecurity, and content creation.
• Balancing work, family, and personal projects while overcoming imposter syndrome.

Additional Topics Covered:

• Challenges like AI's role in cybersecurity, unfair bug bounty rewards, and ransomware-as-a-service.
• Sharing knowledge to empower others and reinforce personal learning.
• Trends like AI and diverse representation reshaping the cybersecurity industry.
• The importance of hands-on learning versus traditional computer science education.
• Authentic, unscripted content as a means to foster engaging discussions.
• Collaboration and personal experiences driving innovation in tech, health, and gaming.

Guest:

• Lauro Perez:
• LinkedIn - https://www.linkedin.com/in/lauroperezjr/

Podcast

• Exploit Brokers:
• Website - https://exploitbrokers.com/
• YouTube - https://www.youtube.com/@exploitbrokers
• Spotify - https://open.spotify.com/show/3YRafqb2OGxfXgoIPfRbe2?si=40e21cd5ac0b45c0
• Rumble - https://rumble.com/user/ExploitBrokers

Key Highlights in This Episode:

• Sid's journey from a small town in India to becoming an international cybersecurity entrepreneur.
• The importance of peer relationships in career growth and development.
• How transitioning from corporate life to founding NotSoSecure shaped Sid's entrepreneurial mindset.
• The role of training in scaling a cybersecurity business.
• Insights into the acquisition of NotSoSecure and the strategy behind its growth.

Additional Topics Covered:

• Building a brand through innovative and accessible exam models in cybersecurity education.
• Challenges and strategies in the service business landscape compared to product-based ventures.
• The evolving impact of certifications and training in the cybersecurity field.
• SecOps Group's approach to making high-quality exams affordable and widely available.
• The role of mentorship, networking, and community engagement in entrepreneurial success.

Guest:

• Sid:
• LinkedIn - https://www.linkedin.com/in/sumsid/

Company:

• SecOps Group:
• Website - https://secops.group/

Key Highlights in This Episode:

• Greg’s journey from early tech curiosity to becoming a cybersecurity expert.
• His pivotal role at a local ISP and transition to data centers during the cloud computing boom.
• Work with the FBI, Secret Service, and private sectors to combat cybercrime.
• Insights into founding Ghost Security and the challenges of startup life.
• The role of mentorship in cybersecurity and training the next generation of professionals.

Additional Topics Covered:

• Experiences in the Secret Service Nitro program for cybercrime initiatives.
• Greg’s entrepreneurial journey from developing open-source tools to launching startups.
• Balancing technical innovation with the business demands of a startup.
• The evolving impact of AI in cybersecurity and automation’s role in productivity.
• Importance of understanding market needs and evolving technology for long-term success.

• LinkedIn - https://www.linkedin.com/in/gregcmartin/

• Website - https://ghostsecurity.com/
• Ghost Security Reaper - https://github.com/ghostsecurity/reaper

Key Highlights in This Episode:

• Hahna’s journey from early tech curiosity to cybersecurity expertise.
• Her participation in Capture the Flag competitions and its impact on her career.
• Role at Dark Wolf Solutions and their focus on zero-day vulnerabilities and drone technology.
• Networking strategies for small businesses in government contracting and leveraging set-asides on SAM.gov.
• Importance of customer intimacy, mentorship, and continuous learning in cybersecurity.

Additional Topics Covered:

• Scaling success in defense contracting and innovative projects at Dark Wolf Solutions.
• Strategies for engaging small business offices for contract opportunities.
• Cybersecurity’s role in national security and daily life, especially in hostile environments.
• Hahna’s entrepreneurial spirit, side hustles, and her emphasis on self-investment and learning.
• Networking at conferences and exploring new business avenues in the tech industry.

• LinkedIn - https://www.linkedin.com/in/hahnakane/
• X - https://twitter.com/hahnakane
• BSides Tampa Presentation - https://youtu.be/xi5EFPmw18g?si=w10fpRjv4hswWMc_

• Website - https://darkwolfsolutions.com/
• Android Security Research Playbook - https://asrp.darkwolf.io/
• Drone Security Research Playbook - https://dronewolf.darkwolf.io/
• IoT Exploitation Blog Post - https://blog.darkwolfsolutions.com/dws-blog-09-26-2024-ep-15
• Spoofing Mint Browser Blog Post - https://blog.darkwolfsolutions.com/dws-blog-07-30-2024-ep-8

• Mastering Your Money - Stop Yearning Start Earning - https://amzn.to/48nuOTf
• Unlock Your Millionaire Mindset Today Course - https://www.udemy.com/course/unlock-your-millionaire-mindset-today/
• The Personal MBA - https://amzn.to/3Ys9gQE

Key Highlights in This Episode:

• Alan’s journey from hacker to CTO, highlighting his work at Cloudflare, Segment, and RunReveal.
• Founding RunReveal and understanding customer needs in the cybersecurity landscape.
• Importance of customer feedback in product development and the value of engaging with paying customers.
• Developing a user-friendly product, data management, and the introduction of streaming detections.
• Vision for a flexible security pipeline and strategies for customer acquisition.

Additional Topics Covered:

• The challenges of on-prem solutions and the journey of founding a cybersecurity startup.
• Philosophical influences and the importance of curiosity in cybersecurity.
• Balancing the big picture with being present in the moment.
• Alan's recommendations for books and resources that shaped his career.

• LinkedIn - https://www.linkedin.com/in/alan-braithwaite/
• X - https://x.com/caust1c
• RunReveal - https://runreveal.com/

Key Highlights in This Episode:

• Umit’s path from cybersecurity roles at ING, DarkMatter, and Microsoft to founding Mobile Hacking Lab.
• The inception of Mobile Hacking Lab: the first lab to offer an immersive mobile research environment, developed with Corellium.
• The lab’s mission to equip penetration testers and security researchers with practical tools and 0day discovery skills across mobile applications and ecosystems.
• Expertise of Mobile Hacking Lab educators, delivering real-world experience in 0day research to empower security professionals.
• Corellium overview, led by Amanda Gorton and Bill Neifert, as a powerful mobile virtualization platform chosen by mobile security researchers.

Additional Topics Covered:

• Insights into building and leading cybersecurity programs.
• Future offerings at Mobile Hacking Lab, including specialized courses in userland and kernel fuzzing.
• How the Corellium partnership enhances Mobile Hacking Lab’s capabilities, making advanced security research more accessible.

In a recent episode featuring Jordan Wiens, co-founder of Vector 35, several critical aspects of running a business in the cybersecurity industry were discussed. From pricing strategies to overcoming administrative challenges and navigating market dynamics, Wiens shared invaluable insights derived from his extensive experience. This blog post delves into these insights, providing a deeper understanding of the strategies and decisions that shape the success of a cybersecurity company.

Setting Effective Pricing Strategies

One of the key takeaways from Wiens' discussion was the importance of defining a clear pricing strategy. Vector 35 initially set a low pricing threshold of $1500 for their licenses, but soon realized that negotiating individually for low-priced licenses consumed a disproportionate amount of time and resources. Wiens explained that they eventually raised the minimum threshold for negotiations to $15,000. This strategic move helped streamline their sales processes and reduce administrative burdens, allowing the team to focus on more significant, lucrative deals.

Overcoming Administrative Challenges

Wiens shared a particularly insightful anecdote involving interactions with a financial institution. The institution's purchasing process for small purchases was so inefficient that it stretched over six to nine months. This experience was a turning point for Vector 35, leading to the realization that engaging extensively with prolonged paperwork for low-value deals was untenable. Thus, they set clearer policies to avoid bureaucratic tangles, ultimately reducing wasted time and resources.

Adapting Market Entry Tactics

The discussion also highlighted different strategies for entering new markets. Wiens compared tactics such as offering products at reduced prices or even for free initially to gain market share, similar to PayPal's approach. This strategy can be beneficial in establishing a product's presence in the market before introducing fees. It's a delicate balance between attracting new users and ensuring sustainable revenue.

Navigating Enterprise Sales

When it comes to large enterprise-level deals, Wiens acknowledged the unavoidable complexity. These deals typically involve detailed contracts and negotiation processes, often demanding more time and resources. However, the payoff is considerably higher, making the effort worthwhile. For instance, a telecom company once purchased 40 licenses, highlighting the potential revenue from such sizeable contracts.

Impact of Free Tools on the Market

The emergence of free alternatives like Ghidra has significantly impacted Binary Ninja's strategy. Wiens noted that while these free tools appealed to students and hobbyists, the market remains dynamic with shifting preferences. Offering significant value through continuous product enhancements is key to staying competitive.

Balancing Commercial and Non-Commercial Licenses

Vector 35 has a higher volume of non-commercial licenses compared to commercial ones. However, commercial licenses contribute significantly more to their revenue due to higher pricing and the value-added services they offer. This highlights the importance of maintaining a diversified clientele to balance volume with value.

Company Growth and Financial Strategies

Wiens revealed that after facing a period of flat growth, the company considered taking on external investment. Although it was a precautionary measure and ultimately unnecessary, it underscores the need for strategic financial planning to navigate competitive market landscapes.

Importance of Team Motivation and Product Passion

The development of Binary Ninja, initially an open-source tool for CTF competitions, underscores the Vector 35 team’s passion for their work. Despite the potential for higher earnings elsewhere, the team remains committed to the project due to a shared vision and genuine interest in the field.

Conference and Community Engagement

Wiens discussed an upcoming conference titled "Reverse," set to take place in Orlando, Florida. This community-focused event aims to foster a tight-knit environment, reflecting Vector 35’s commitment to engaging with and contributing to the broader cybersecurity community. Plans to maintain the conference's intimate atmosphere include limiting attendance to 400 tickets and ensuring all attendees engage with the same content.

Conclusion

Jordan Wiens' insights provide a comprehensive look into the strategic considerations essential for a cybersecurity business's success. From effective pricing strategies and managing administrative challenges to adapting market entry tactics and maintaining team motivation, these lessons are crucial for any enterprise navigating the intricate cybersecurity landscape. The ongoing evolution of tools and market dynamics highlighted by Wiens underscores the importance of adaptability and continuous learning in achieving and sustaining success. As Vector 35 continues to grow and innovate, their commitment to quality and community engagement remains a cornerstone of their strategy.

August 23, 2024

Coming Soon

When Hackers become Entrepeneurs
and the investors that back them.
by REal0day

That's my dog. Cat is hiding.

After a decade in cybersecurity as a security researcher, I have discovered that many experts in our industry have amazing ideas about how to build and improve things. However, because they are unsure or do not know how to take their ideas and build a company from them, they either let those ideas die or attempt to integrate them into their existing companies. As we know, the bigger the company, the less likely it is that they will listen to new ideas.

In our upcoming podcast, we explore the world of cybersecurity professionals who have reached the pinnacle of their profession and have decided to launch their lives into the stratosphere of entrepreneurship. We delve into the struggles and challenges these founders have faced and continue to face.

But that's not all. We'll also be bringing in investors who specialize in cybersecurity companies. These investors will share their perspectives on what makes a cybersecurity startup worth investing in, the trends they are watching, and the advice they have for aspiring founders in the space. Their insights will provide a valuable complement to the stories of our featured entrepreneurs, offering a 360-degree view of the cybersecurity startup ecosystem.

We also uncover the strategies these founders employed to overcome obstacles and the lessons they've learned along the way. From securing funding to building a team, from dealing with setbacks to celebrating victories, these stories are not only about success but also about resilience, innovation, and the relentless pursuit of excellence.

Whether you're a cybersecurity professional with entrepreneurial aspirations, an investor looking for the next big thing, or simply someone who enjoys hearing about the journeys of industry leaders, this podcast offers valuable insights and inspiration. Join us as we bring you the untold stories of those who dared to turn their ideas into reality and, in doing so, are shaping the future of cybersecurity.

Stay tuned for our upcoming episodes, where each conversation will provide a unique perspective on what it takes to succeed in the ever-evolving world of cybersecurity entrepreneurship.

To join the waitlist, apply here!