Industries — Cybersecurity Firms
5 marketing mistakes cybersecurity firms owners make
The five mistakes below cost security firm owners more money than any competitor does, and the first one is treating a measurement problem as a demand problem.
8 min read · Reviewed by both partners
None of these are exotic. They are the five that show up again and again when we read the numbers of a security firm that has been spending without moving.
They are listed in order of what they cost, not in order of how obvious they are. The expensive ones are rarely the obvious ones.
Public-company boards got a clock in 2023.
Step by step
Buying attention before fixing the model
The instinct when growth stalls is more traffic. If the budget appears after an incident and evaporates during quiet quarters, so demand is event-driven rather than steady then added traffic amplifies a leak and the invoice arrives either way. Diagnose first; it is the cheapest step in the sequence.
Not knowing which source produced the revenue
Most security firm operators can state last quarter’s spend and not last quarter’s source mix. Without that, every budget decision after it is a guess wearing a decimal point.
Ignoring the vertical’s own rulebook
Under the SEC’s cybersecurity rules adopted that July, registrants must disclose a material cybersecurity incident on Form 8-K within four business days of determining materiality, and describe their risk management, strategy, and governance annually. Generic playbooks discover this after the money is spent.
Underfunding the thing that already works
Almost every security firm has one channel quietly outperforming the rest — often an offer built around the client’s actual governance obligation rather than around technology features. It is usually the one nobody has bothered to systematize, because it never asked for budget.
Killing programs at month four
Compounding channels look like failures right up until they do not. Programs get cancelled one quarter before payback more often than they get cancelled for being genuinely broken.
Common mistakes
Confusing activity with progress
A busy quarter of posting, posting, and posting produces a report full of numbers and a bank balance that has not moved. Ask what each activity was supposed to change.
Hiring for execution before strategy
A freelancer executing an undiagnosed plan produces well-made wrong work. For a security firm the sequencing matters more than the staffing.
Frequently Asked Questions
5 marketing mistakes cybersecurity firms owners make?
None of these are exotic. They are the five that show up again and again when we read the numbers of a security firm that has been spending without moving.
What happens if a business owner ignores this?
It sits under Cybersecurity Firms in the Growth Scaling Method. The next step for an owner is the $1,500 Assessment, which reads your own numbers against everything described above.
What does working with Growth-Scaling cost?
Four thousand five hundred dollars for the Foundation, split evenly across three deliverables. Recurring work is quoted afterward and never starts below five thousand a month.
Who delivers the work?
Both founding partners, every time — strategy from David Mitroff, Ph.D., systems and measurement from Steven Lockhart.
References
- www.data.gov — primary source
- www.usa.gov — primary source
- www.bls.gov — primary source
Find out which of these is costing you
Two hours and your real numbers name the constraint. The rest of the list stops mattering once you know.
Growth-Scaling is a marketing and business-scaling firm. It is not a licensed practitioner in any client vertical and does not provide medical, legal, financial, or contracting services; all industry content on this site is marketing and growth guidance for owners in those fields. Figures describing past engagements refer to specific businesses under specific conditions and are not a prediction of any future result. No outcome is promised.
Written by Steven Lockhart, reviewed by David Mitroff, Ph.D. Figures and regulatory details reflect the cited public sources; requirements vary by state and situation. Growth-Scaling is a marketing and business-scaling firm, not a licensed practitioner in any client vertical.