Our product didn't change. Our pitch did. Revenue followed.
Gordon is a unified cyber risk platform built for Indian SMBs - the companies that have real security risk but no dedicated security team to deal with it. We cover SOC monitoring, VAPT, dark web monitoring, compliance, and cyber insurance in one place, built around Indian regulations like RBI, SEBI, and DPDP.
The biggest thing we've learned so far: security doesn't sell, but financial risk does. The moment we started showing potential losses in rupees instead of talking about threat scores, conversations with founders and CFOs got a lot more serious.
Still early. Would love feedback from anyone who's built or sold in the security space.
Hey Mayank,
I checked - trygordon.ai
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20+ years in cybersecurity and this is the lesson that took me the longest to learn. Security teams buy security. Everyone else buys risk reduction. The switch from threat scores to potential losses in rupees is the exact right move. Founders and CFOs think in money, not CVSS scores. The fact that you're bundling everything into one platform for SMBs without dedicated security teams is smart positioning too - that's a massive underserved segment everywhere, not just India. Curious how you handle the education gap - do prospects understand they have risk before you talk to them, or is that part of the sales conversation?
Honestly, it depends on who is in the room. It's very easy to make founders understand, but a bit difficult for CISOs and IT heads. The shortcut that I have been following is to start with a free exposure scan, not a detailed one though.
yeap, that's a fair angle, show them the problem in their own data first, then the conversation sells itself. Way more effective than a slide deck
What changed there wasn’t just the pitch.
It was the buyer’s decision unit.
Security is a category.
Loss is a consequence.
Threat scores feel like information.
Loss in rupees feels like a decision.
That’s usually when “messaging” stops sounding cosmetic and starts moving revenue.
Absolutely!
Awesome
Thanks
I tried something similar with polarisaudit. Quite hard area to excel in though. Hope it goes well!
One tip for your website is to make the currency consistent. Currently I see at least 3 different currencies in different places.
Yeah, you're right, we are already working on it (currency part).
I went through your website, it's pretty cool