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FOR CYBERSECURITY SERVICE PROVIDERS & SAAS COMPANIES

Cybersecurity buyers don't buy from strangers.

We make security buyers trust your people before your rep calls. Built for MSSPs, MDR, pen test, cybersecurity consultancies and security SaaS companies with $5M to $20M of net new pipeline to add in the next 12 months. We call it a TrustFunnel™.

Tell us your number.

Give us your 12-month pipeline target. We will show you what it takes to hit it.

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Trusted on camera by teams at
The pressure · how cybersecurity buyers decide

Cybersecurity buyers decide before you ever hear from them.

Book the first conversation

Seven numbers from the research, one page of what they mean for a cybersecurity services firm or security SaaS company.

01 · Known6sense · 2025
0%

of winning vendors were already on the buyer’s day-one shortlist.

Which means

They shortlist the firms they already know.

6sense · B2B Buyer Experience Report 2025 · 3,744 buyers
02 · Trusted6sense · 2025
0in 5

deals go to the vendor the buyer favored before first contact.

Which means

They decide months before a rep calls.

6sense 2025 · first contact at 61% of a 10.1-month journey
03 · WatchedESG · ISSA 2022
0%

of cybersecurity professionals say vendors sell hype, not substance.

Which means

They trust the people they have watched, not the logo.

ESG and ISSA 2022 · 280 security pros · peers 54% vs vendor social 16%
04 · ReferredHinge Research
0%

of referred prospects rule a firm out before ever talking to them.

Which means

Referrals look you up before they call.

Hinge Referral Marketing Study · 1,168 · top reason: no visible expertise
05 · CoveredEbsta · 2025
0.0×

is the pipeline coverage you need at today’s median B2B win rate of 19%.

Which means

You need more than five times your number in qualified pipeline.

Ebsta and Pavilion 2025 · win rate 19%, down from 29% · coverage = 1 ÷ win rate
06 · HumanTechTarget · 2024
0%

of tech buyers put a trusted expert’s content ahead of anything AI might have written.

Which means

They want a person, not a prompt.

TechTarget 2024 Media Consumption Survey · 688 buyers
07 · ConsolidatingGartner · 2022
0%

of organizations are consolidating their security vendors, up from 29% in 2020.

Which means

Fewer vendors make the list. The ones they already know stay on it.

Gartner security vendor consolidation survey · 2022 · 418 respondents
08 · NextThe first conversation

Bring your number. Leave with a plan.

A working session, not a sales pitch. We map the pipeline your number needs, which of your people buyers would trust on camera, and whether we are a fit. If we are not, we say so on the call.

Book the first conversation
PROOF · CYBERSECURITY SERVICES

He walked into the room already known.

The president of a cybersecurity services firm we work with walked into a Fortune 500 prospect meeting. Before he sat down, the buyer told him they recognized him from his videos. The first call was not a first call. Ninety seconds from him on what changed.
Kirk Jones, President, BlackLake Security
Kirk Jones, President of BlackLake Security
What changes for you

What changes when your people are the brand.

Three outcomes, in the order they arrive. Hover a card to see how each one happens.
NAMED SIGNALS · EVERY WEEK01The first call starts warm

The first call starts warm

The accounts that make up your number see your practitioners about four times a week. When one leans in, your team gets the name, and the first call is with someone who already knows your face.

The outcomeNamed people, handed to sales
ONE RECORDING · A QUARTER OF CONTENT02Your people become the brand

Your people become the brand

One unscripted hour a month with your lead engineer or field CISO becomes the trailer, the shorts, the episode and a transcript page AI can quote. Security leaders start recognizing your people before they recognize your logo.

The outcomeA face your market knows
THREE DATES · EVERY DEAL03Every deal gets a stamp

Every deal gets a stamp

Every deal in your CRM is credited by date, not by a story. Reached, visited, opened: three dates decide whether a deal was ours, and your leadership reads it in a minute.

The outcomeCredit by date, not opinion
01 / 03 · THE METHOD
The method

TrustFunnels™

Trust is the funnel. One real conversation becomes a funnel that stays in front of the accounts you named until they arrive already trusting you.

One offer, one funnel. We put the people your market already believes on camera, run that content in sequence to the accounts you named, cold to warm to hot, about four touches a week, and point it all at one offer page. When they lean in, we reveal the companies and the people behind the visit and hand them to sales, every outcome credited by date.

Let's Talk
Your faces, fueling your content The people your market already believes, on camera.
C-SuiteC-Suite
FoundersFounders
ExpertsExperts
ClientsClients
PartnersPartners
Account based marketing Content in sequence to the accounts you named, cold to warm to hot.
The offer One thing you sell, and the one page it lands on.
Named Signals The companies and the people who came, named.
Pipeline Opportunities, by name. The promise we make.
02 / 03 · WHY TRUST
Why trust

Trust is scarce.

Anyone can generate content.
Few companies can generate a person your market believes.

AI is filling every feed with words nobody said. What still lands is a face your buyers know, saying what they know, and a customer saying it back. The platforms already price it in: the same post reaches six times more of the right people from a person than from a company page. Answer engines work the same way: ChatGPT and Perplexity quote named experts, not brochures. Faces teach. Logos ask.

Do our experts have to be on camera?

Personal posts outperform company posts.

Same content · same audience
0.0× more clicks
from a face
From a personTheir own profile
0.00%
From the logoThe company page
0.00%
Also 5.8× cheaper per click ($2.29 vs $13.23). Medians, ZenABM 2026 LinkedIn ABM benchmarks.
03 / 03 · WHY VIDEO
Why video

Captured once.

One unscripted hour with your expert.
A quarter of content.

Most teams avoid video because it feels like a production: gear, scripts, a crew, a calendar. We took that away. One recording becomes the trailer, the shorts, the episode, the segments, the quote cards, a transcript page built for AI search and the testimonial, each placed where it belongs in the funnel.

How do you record our experts?
Your expert on a remote recording, at their desk
REC · ONE RECORDING
Your expert, at their deskRecorded remotely, no script
Becomes, and runs layer to layer for a quarter
Quote card example
Transcript page example
Cold Warm Hot
Your people on camera · The guest from the room

Your next guest is already in the room.
Or bring your own.

Your practitioner hosts every conversation. When an episode needs a second voice your buyers already recognize, we seat one from the CISO network: over 1,000 cybersecurity leaders, in partnership with CyberNest.
→Scrolls · pauses on hover · swipe on touch
Sue Bergamo
Sue Bergamo
CISO, CIO, Board Member
Rick Doten
Rick Doten
CISO, VP Information Security
Jeannine Gaudreau
Jeannine Gaudreau
Chief Information Security Officer
Chris Gile
Chris Gile
Security Assurance & GRC Leader
Todd Inskeep
Todd Inskeep
Founder, CISO, Board Adviser
1,000+
Security leaders in the room
in partnership with CyberNest
You
Your practitioner hosts
every episode
Christina Mazzone
Christina Mazzone
Deputy CISO
Mel Reyes
Mel Reyes
CISO, CIO, Board Member
Steve Sanders
Steve Sanders
Chief Risk Officer, CISO
Vito Sardanopoli
Vito Sardanopoli
Head of Information Security
+
Your customers as guests
the proof buyers trust most
Members of the CyberNest work at companies like
Johnson & Johnson AWS HubSpot Thales Kenvue Centene American Red Cross Amway Ørsted Compass CohnReznick ID.me
Your host
Your practitioner, every episode.
Your lead engineer, your field CISO or your founder is the voice buyers meet. We prep, host, record and cut it; they show up for under two hours a month.
The guest
A CISO your buyers already recognize.
When an episode needs a second voice, we seat one from the room, matched to your offer and conflict-checked against your competitors.
Your customers
The proof security buyers trust most.
A CISO talking about the incident you handled does more than any case study PDF. We book, record and cut it. You keep the content.
The reporting

The report you always wanted.

Not results twelve months from now. Progress every week, growth every month, and every outcome credited by a rule, not an opinion. Here is how we show whether the funnel is moving the needle.
Reached first, opened by sales
On your list before the deal
IN THE ROOM

$3,400,000

Reached · Jan
Opened · Apr
Visited · Jun
REACH TO OPENED · 3 MO
BENCHMARK, SECURITY · 4 MO
New accounts and win-backs
No open deal when we reached them
OPENED

$1,750,000

Reached · Feb
Visited · May
Opened · Jul
REACH TO OPENED · 5 MO
BENCHMARK, SECURITY · 6 MO
Opened before we reached them
OURS BY TIMING? NO.
NEITHER

$640,000

Opened · Feb
Reached · Apr
Visited · Jun
NO STAMP
BENCHMARK · 1 IN 5 DEALS
One year of a two-offer program, illustrative. Three outcomes, three dates each. Click any dot. Every outcome sits next to the Whyze benchmark for your market, built from every program we have run. Weekly: the named people who came looking, delivered to whoever follows up. Monthly: one page of progress your leadership can read in a minute.
How the stamp works

FAQ

The questions every cybersecurity services firm and security SaaS company asks first. The rest we answer live.
01How much of our team’s time does this take?

One conversation a month, under two hours including prep, recorded from wherever your practitioner is. We write the questions, host, record, edit and cut everything.

Most firms rotate two or three people so nobody carries it alone, and nobody has to be a natural on camera.

02Who goes on camera? What if nobody on our team is ready?

Your practitioner hosts: a lead engineer, a field CISO, a founder. When an episode needs a second voice, we seat a guest from the CISO network or one of your customers, conflict-checked against your competitors.

If nobody on your team is ready yet, we start the audience with guests and customers under your brand and hand the chair to your people when they are.

03We sell MDR, pen testing and vCISO. Which one do we start with?

One. One offer is one TrustFunnel, whether it is a service line or a product, with its own audience, its own practitioner and its own page. We start where your deal size and your most credible person line up, usually the offer you would want a CISO to call you about first.

The second funnel starts when the first one is reporting.

04How fast does this turn into pipeline?

The first month is the recording and the list. Reach starts in month two, and from then on the named people who come looking are handed to whoever follows up, every week. You see progress weekly and growth monthly, every outcome dated in your own CRM.

We do not promise a number by a date. We show you the number moving.

05How do you decide what you get credit for?

By dates in your CRM, not by a story. Opened if we reached the account before the deal existed. In the room if the deal was already open when we reached them and someone from the account visited while we were present. Neither if the timing says it was not us.

The Neither goes on page one. If every deal reads Opened, something is wrong with the dates, not right with us.

THE FIRST CONVERSATION

Let's talk.

Bring your pipeline target and your deal size. We will show you what it takes to get in front of the cybersecurity buyers who decide, what that turns into over a year, and whether we are a fit. No pitch, no deck.
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