How We Defined ICP and Achieved PMF in 3 months - Cyber Sierra
We helped Cyber Sierra uncover a huge gap in the market
Cyber Sierra is an AI-powered cybersecurity platform that serves as a force multiplier for information security teams, streamlining and automating critical cybersecurity processes across various industries. It serves as a comprehensive system of record to digitize and automate security and compliance tasks.
Cyber Sierra’s software platform employs a multi-LLM (Large Language Model) approach to map vulnerabilities to controls, assets, and compliance programs. It digitizes compliance programs, enabling Continuous Control Monitoring (CCM), Third-Party Risk Management (TPRM) and Governance, making it crucial for organizations managing hundreds of daily technical controls and facing evolving cyber threats.
The platform’s automation capabilities significantly reduce manual workload, improve accuracy, and provide near real-time insights into an organization’s security posture.
The Problem
Cyber Sierra partnered with ScaleMate to generate initial interest from US buyers while methodically stress-testing the value proposition of their Continuous Control Monitoring (CCM) product. ScaleMate has a wealth of experience in helping Cyber Security start-ups expand into the US market. Our focus was to reach key decision makers, conduct in-depth discovery interviews and collate our findings to uncover the true needs of US buyers.
Market Results
ScaleMate set out to achieve the following during a three-month engagement:
Define an initial Ideal Customer Profile (ICP) in the US & potential growth paths
Conduct 10 discovery meetings with target ICP contacts
Test three key market hypotheses / value proposition statements
Deliver a repeatable 6-18 month sales strategy based on the evidence collected
Key Insight
One key insight uncovered during this engagement, which ran counter to the founders' intuition, was the prevalence and maturity of Third-Party Risk Management (TPRM) solutions and programs in the US. Given the feedback received, Cyber Sierra now sees an opportunity to capitalize on the underserved TPRM market.
