Where on the ladder does your buyer sit?

Four questions about your buyer's current state. Maps to one of four maturity stages — and the motions that actually fit each stage.

Qualitative only — no spend, no headcount numbers asked. Pair with the full Buyer & Maturity module.

What does the security org look like at this account?

Security is one of several IT hats. No dedicated headcount. Dedicated security headcount (1–5), often reporting up to IT. CISO-led function with defined teams (SOC, GRC, AppSec, IR). Threat-intel-driven detection engineering, mature identity-and-data governance.

What's the tooling state?

Tooling assembled tactically around insurance / compliance triggers. Multiple point tools, integration gaps obvious. Mature stack; consolidation conversations underway. Capacity for in-house tooling; selective about third-party.

How do they measure outcomes?

Spend is event-driven (insurance audit, ransomware scare). No real metrics. Beginning to measure alerts and time-to-respond, but inconsistently. Established metrics, regular reviews; alert-fatigue conversations are real. Threat-informed metrics, adversary-relevant validation (BAS, purple teaming).

What's the dominant buying motion they respond to?

Managed outcome — "buy the result; we lack the team." Managed augmentation + first-time SIEM/EDR replacements. Platform consolidation — "replace N tools with one." Threat-informed detection + bespoke API-first tools that fit their detection eng workflow.

Your match

The one-line message

Traits at this stage

Common buyers

Best-fit motions

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