@jack_daniel The reality: There are tens of thousands of companies without one well-qualified, full-time I.T. employee. Do we care? F*** yes. But economically, we couldn't afford to sell at a price that very small biz can afford + do hands-on response hands-on, which they need.

Keith

@kwm

@jack_daniel In the earliest days of Red Canary we asked: How do we qualify customers? As in, what attributes or criteria are most likely to help us find customers for whom we’re a fit and vice versa?

The answer: Must have at least one well-qualified, full-time I.T. employee. That’s it.

12/16/2022, 6:39:49 PM

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Keith

@kwm

@jack_daniel The reality: There are tens of thousands of companies without one well-qualified, full-time I.T. employee. Do we care? F*** yes. But economically, we couldn't afford to sell at a price that very small biz can afford + do hands-on response hands-on, which they need.

12/16/2022, 6:42:50 PM

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Keith

@kwm

@jack_daniel Is it possible to build viable security solutions for SMBs? For sure. But cost, features, expectations are wildly different from those you find in virtually every other type of business.

Good news: There are good solutions, and good MSPs that are set up to help SMBs.

12/16/2022, 6:46:01 PM

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Keith

@kwm

@jack_daniel But there's still a rub: Vendors can't take a thing to market w/o viable unit economics. And while MSPs can take security solutions to smaller businesses, it's a long haul to pair: SMB security sw + MSP who's all-in on it + enough orgs to pay for it that all three survive. Hard.

12/16/2022, 6:50:41 PM

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Keith

@kwm

@jack_daniel I'm proud we've figured it out alongside some great partners. But even at our scale, maturity it's still a challenge for all: for us, our partners, our shared customers.

Net of it all: Being an SMB is exceptionally hard for lots of reasons, security is just one of them.

12/16/2022, 6:53:18 PM

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