Fractional CMO for cybersecurity companies.
A senior marketing leader who already knows your buyer, your integrators and your analysts. Fifteen years of cybersecurity marketing, from IBM Security to Hornetsecurity, where ARR grew from €10M to over €100M.
Cybersecurity marketing is not B2B SaaS marketing with a padlock on it.
Your buyer is a skeptical practitioner. They test before they believe, they read your content with the same rigor they apply to your product, and they ask their peers before they sign. A generalist marketing leader takes months to learn that. You don't have those months.
Four things a generalist finds out too late.
The person who signs isn't the person who decides. The CISO, the IT director, the integrator and the engineer who tests your product each weigh on the decision. At IBM, we got past integrators who wouldn't meet us by going through their technicians, with hands-on sessions and no pitch. Read the story →
The channel makes the pipeline. At Hornetsecurity, 40 key partners generated 90% of partner-sourced pipeline. Choosing the right partners matters more than signing many.
Category is won through positioning. By narrowing our promise to a category we could own alone, complete security for Microsoft 365, average contract size doubled.
Analysts matter. I have worked with Gartner analysts in cybersecurity. It is a slow lever, built long before you need it.
What it looks like.
- From €10M to over €100M ARR at Hornetsecurity, a security SaaS sold through partners
- MQL-to-SQL conversion from 39% to 63%
- Average contract size doubled, from €5K to €10K ARR
90 days to know where you stand, and what to do.
Days 1–14: Diagnostic. A deep audit of your pipeline, positioning, team and channels. No assumptions, only evidence.
Days 15–45: Architecture. A strategic plan: ICP definition, messaging framework, channel mix, funnel architecture and the metrics that matter at your stage.
Day 46 onward: execution and scale. We build the systems, hire the right team and create infrastructure that grows over time.
The Diagnostic starts at €2,500. See pricing details →
Who this is for, and who it isn't.
For you if you are a cybersecurity vendor, or a SaaS company selling to CISOs and IT directors, between €10M and €50M ARR, in Europe, and your pipeline no longer matches the noise.
Not for you if you want someone to run campaigns alone, or if your product isn't ready to sell yet.
Frequently asked questions.
What is a fractional CMO for cybersecurity?
A senior marketing leader who runs your marketing a few days a week, without a full-time hire, and who already knows the cybersecurity market: the buyers, the partner channel, the analysts. They set the positioning, structure the pipeline and get your teams and agencies working together.
Why a cybersecurity specialist rather than a B2B SaaS generalist?
Because the cycles are long, the buyers technical and skeptical, and the decisions collective. A specialist has no learning curve to bill you for: they already know which levers (partners, technical proof, analysts) move a deal forward.
How much does a fractional CMO for cybersecurity cost?
A €2,500 Diagnostic to map what is blocking you, then Essential from €8,000 per month and Scale from €12,000 per month depending on scope, with no equity dilution.
Do you work with vendors outside France?
Yes. I work in French and English with European scale-ups.
Want to see the proof?
How Hornetsecurity became the Microsoft 365 security specialist.
Build your Blueprint — let's talk.
No pitch. No deck. A direct conversation about where your marketing is today — and what it would take to make it predictable.
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