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With many high profile hacking cases and data breaches in the media, responsible
corporations--especially those which carry highly sensitive client information--are getting serious
about tackling the problem.

Luckily, most of the banks and financial institutions we talk to have a good understanding of the
risks they face. While this puts us in a good position, simply explaining the benefits of stronger
measures for data protection won’t cut it. You need to clearly explain how your product is
different, why now is the right time to implement a solid security solution, and why you are the
best choice given the plethora of other vendors vying for their business.

So how should you pitch your solution?

It’s all about timing. Data security is not just about the here and now; it’s about being one step
ahead of the game. Large institutions have the potential to sign lucrative contracts that last for
many years, so you must be able to have the flexibility and foresight to provide a clear solution
for today’s challenges, as well as to outline your plan for tomorrow’s threats.

Final words

Be patient and flexible, make sure you have a strong understanding of the problem you’re
solving and the reality of enterprise sales cycles.

On top of that, make sure you’re spending your time and effort in a growing market. In startups,
a rising tide doesn’t necessarily lift all boats, but it does lift the ones that are solving the right
problem, at the right time, with the right solution. Our journey at ZeroDB has led us to discover
that the sheer scale of Big Data - the volume, the threats to its security and those who would try
to steal it - is more enormous than we could have ever imagined. It will take a global effort from
startups and innovators all over the world to ensure that sensitive data is kept safe from theft,
leaks and breaches.

About the Author

MacLane Wilkison is the co-founder and CEO of ZeroDB, a Y
Combinator-backed startup that provides enterprise security and
encryption for big data in the cloud.

89 Cyber Warnings E-Magazine October 2016 Edition
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