How GitGuardian grew by cold emailing developers
Developers HATE cold emails. So why do they LOVE IT when GitGuardian cold emails them?
What does the company do?
GitGuardian is a global cyber security startup. They bring devs, security teams and ops people together to improve cloud security. They have become a niche leader of “secret detection”, used by 200k developers. API keys and other forms of credentials that can be used to make a “call” are great points for hackers to hit. GitGuardian helps to identify and solve these security gaps.
GitGuardian has somewhat of a freemium model, which also makes it affordable for small team’s personal projects.
👨👨👦👦 Target Audiences
People with “Application Security” in Job Title
Fairly rare in the market, usually 1 person focused on Application Security per 100 devs.
Developers working on side projects
📝 Briefly describe the growth project
The GitGuardian founders were learning cyber security around hacking in college. They found it’s incredibly easy to find API keys on GitHub using the search bar. This puts companies and projects at a security risk. They decided it could be a commercial project to help big companies detect these “secrets” that are out there and fix the gaps.
When they discovered how many vulnerabilities were out there, they felt it was their duty to warn people when they’ve accidentally leaked an API key that puts them at risk. In short, this is how they get trials. If people like it, they talk about it to their security engineer who might buy it for the whole company. It’s quite a pure sales funnel.