Insurance / Advisory Referral

SMB and compliance-triggered buyers where the trigger is a cyber-insurance application, a post-incident IR engagement, or a regulatory audit. The referrer carries urgency and trust.

Buyer is moving because something forced them to. The cyber insurer or IR firm is the credible third party that recommends the toolset. Trust- and urgency-driven, not feature-driven.

Higher close rates because the buyer is pre-qualified for urgency. Pipeline is hard to forecast because the trigger events are not predictable.