4+ years in Cybersecurity But Nobody Told me this about Selling

I've spent the last four years trying to sell cybersecurity to companies that genuinely believe they're too small to be a target.

Spoiler: they're not. But that's not the hard part. The hard part is that they're right that most security tools aren't built for them.
The tools that exist are either built for enterprise teams with dedicated security staff, or they're cheap point solutions that cover one thing: just dark web monitoring, or just compliance, or just phishing simulation and you end up with five different dashboards and no actual picture of your risk.

So we built Gordon (trygordon.ai). One platform that covers SOC monitoring, VAPT, dark web exposure, compliance, and cyber insurance. Built specifically for Indian enterprises navigating RBI, SEBI, and DPDP regulations that most Western tools don't even know exist.

What actually worked:
Selling to the CFO, not the IT team. Once we started framing risk in rupees instead of CVSS scores, conversations changed completely. Nobody argues with "your current exposure is ₹4.2 crore, here's how we bring it to ₹0.8 crore."

What didn't:
Cold outreach to IT managers. They already have too many tools and too little budget. The decisions happen above them.

Still early. Still figuring out distribution. But curious if anyone here has navigated the enterprise security space, especially in US.

You can try our platform & give us some feedback
https://trygordon.ai/