There is such a sad reality I’m witnessing for too long in the cybersecurity space:

Brilliant companies playing telephone with Gartner, Forrester, and the like, while their actual buyers are standing right there, waiting to be heard.

Here's how the madness works:

→ Legacy analyst firms survey hundreds of vendors across cybersecurity
→ They aggregate these conversations into "market trends"
→ They package generic insights as "what buyers want"
→ Companies build entire strategies around these watered-down conclusions
→ REPEAT 😵‍💫

Every cybersecurity startup is building the same features, chasing the same metrics, and wondering why their growth has plateaued.

When I ask founders, "Why is this your priority?" the answer is always some version of "the market research says..."

But whose market research?

Which customer segments?

Why is this YOUR opportunity specifically?

Crickets.

Because it's not their data. It's everyone's data.

Which means it's no one's competitive advantage.

I've watched this pattern destroy companies:

Meanwhile, their competitors who actually talked to buyers are crushing them - on all levels.

Their target customers were begging to tell them what they actually needed in the first place. They just never asked.

Over the past two years, Ben and I have facilitated direct conversations between cybersecurity vendors and their actual target buyers.

We've now logged over 1,000 of structured dialogues, giving us qualitative intelligence that traditional market reports simply can't capture.

What we've discovered isn't just different from generic analyst reports; it reveals critical gaps between industry predictions and day-to-day practitioner realities.

Analyst firms emphasize moving toward unified security platforms to address tool sprawl and operational complexity.

But security buyers consistently tell us they need tools that integrate seamlessly with their existing environment, not another comprehensive platform to manage. They're already suffering from platform fatigue.

Forrester and others position AI-driven security as essential for countering increasingly sophisticated attacks.

Yet security practitioners we speak to regularly tell us that the AI tools deployed are generating more false positives than actionable intelligence. What they desperately need is better signal-to-noise ratio, not more AI features.

Gartner predicts accelerated zero-trust implementation across organizations, but practitioners admit that Zero-trust is everywhere in the discourse, and they need practical implementation guidance they can actually present to the board.

These aren't just anecdotal observations.

They represent systematic disconnects between what analysts predict buyers want and what buyers actually struggle with daily.

Book 30 minutes with me. I’ll show you how to get deep, defensible buyer intelligence in less than 30 days - so you can move faster, waste less, and grow smarter.

While your competitors are building roadmaps based on the same recycled analyst reports, you could have proprietary buyer intelligence that nobody else can access or replicate.

Think about the strategic implications.

Every other vendor in your space is reading identical Gartner Magic Quadrants.

They're interpreting the same Forrester Wave analyses.

They're all building features because "market research indicates demand."

But what if you understood the specific operational constraints preventing your ideal customer profile from adopting current solutions?

What if you knew exactly how they frame security challenges when presenting to their boards?

What if you could predict which features would drive actual purchase decisions versus which ones merely impress during demos?

That's proprietary competitive intelligence.

Here's what our structure qualitative interviews with security leaders have taught us:

Security leaders are eager to share what they actually need from you.

They're frustrated with current vendor products and solutions.

They have allocated budgets.

They possess decision-making authority.

But while you're analyzing the latest industry reports, your competitors might be conducting direct stakeholder interviews with these same buyers.

Your growth targets won't accommodate another quarter of "market analysis."

Your next funding milestone won't pause for you to finally understand why deals aren't converting.

The strategic question isn't whether you should engage directly with your buyers.

It's:

Will you continue sharing buyer intelligence with every competitor reading identical reports, or are you prepared to develop proprietary market data?

In the last 30 days alone, we've connected cybersecurity companies with dozens of their target decision-makers.

Not surveys or focus groups - structured conversations that surface actionable insights unavailable through traditional research.

The business impact is measurable:

The most challenging aspect isn't accessing your buyers. We’ve got you covered there.

It's accepting that your current market understanding might be fundamentally incomplete.

But if you're ready for that revelation…

If you're exhausted from building features for theoretical customers and want structured conversations that generate actual revenue…

We can facilitate that connection, too.

Over the past two years, we've built CyberSynapse Platform specifically to connect innovative cybersecurity companies with the security practitioners who actually influence and make purchasing decisions.

No more industry echo chambers.

No more generic market analysis.

Just direct access to the buyer intelligence that will differentiate you from every vendor chasing identical trend reports.

Ready to understand what your buyers actually want?

Book a 30-minute call with me.

The conversations your competitors are avoiding? Your buyers are waiting for them.