NormCyber

Think Marble Cyber Security (as it was called) had become commoditised to the point of ubiquity, with category tropes masquerading as a value proposition, and a commercial strategy that was anything but.

Controversially, success depended on proving to the Board that their sector -  and business  - was boring. Further, the market’s self-aggrandisement was contradictory to the view of the prospective customer, who just weren’t interested.

Leaning into this uncomfortable truth was key to setting them on the path to their 10-year x £100m valuation target. Our ‘boring’ insight led to NormCyber: Business As Normal.

Cyber security issues, we argued, aren’t just technical events – they hold commercial consequences. NormCyber quietly creates resilience and sustains business continuity, supporting stability, shareholder confidence and P&L performance without the ‘hacker-trope’ histrionics.

A mix of competencies helped lead changes in product development, subscription pricing and route to market. Output-led messaging met with renewed board-level confidence, a bustling pipeline and commercial turnaround that was anything but dull.

“This positioning was a hard pill for the VC’s, engineers, sales and commercial teams to swallow – but its unique capacity to upend the status quo internally and externally provided a pivotal competitive advantage.” Wayne Churchill, CEO