Cloud Buyers & Customer Stories

Identifying Cloud Buyers

Cloud Buyers

● Look for those who are responsible for the public cloud / cloud security specifically AWS, Azure,
GCP or other (NOT Office 365, G-Suite)

● Who is in charge of protecting cloud and container environments from:

○ Misconfigurations, Policy violations & Cloud IAM challenges

● Likely that they are not your current contact for Rapid7 VM and D&R products
Cloud Buyers - How to find them

● Review current customers

● Companies the contact “ follows” on LinkedIn
○ Do they already follow Rapid7, DivvyCloud, or any of our major competitors?
○ Do they mention any CSPs in their Linkedin bio or job description
● Ask is the customer using AWS, Azure, or GCP? How many compute (e.g., AWS EC2)
instances? More is better.

● Ask who is in charge of protecting cloud and container environments from:

Misconfigurations, Policy violations & Cloud IAM challenges?

● Ask if they currently use a solution that helps them protect cloud and container
environments from: Misconfigurations, Policy violations & Cloud IAM challenges?
Cloud Buyers - Who are They
● Very technical with cloud
● Has a large budget established to solve
problems
● Specific problems we can solve
● Little to no governance (or actively failing)
● Limited staff vs demand on their Security
GRC needs
● Recognize they can't do it on their own/have
a plan
● Knows scope of problem/challenges
● Regulated or standards driven
● Multi-Cloud
● Knows their desired end state in posture
management
● Interested in automation
Cloud Buyers - Build the Stories

Example 1: Fortune 100, publicly-traded health insurance firm

Their security team wanted to enable the business to pursue cloud as they saw fit, and

not be restricted by security tools. Their size, brand, and type of data that needed to be

protected required a security-first approach though. DivvyCloud is a powerful platform

for them because it covers their multi-cloud security and compliance needs as well as

provides leadership and auditors with the reporting they need to feel comfortable. As

they continue to mature their use of DivvyCloud the amount of teams and groups that

benefit continues to grow!

Cloud Buyers - Build the Stories
Example 2: Industry: Media

Spotify built Forsetti - an open source solution that competes with DivvyCloud on

GCP. Visibility, Security, Compliance, GDPR, Corporate Standards, Tagging, Cost

Control.

When Spotify expanded beyond GCP to AWS & Azure due to M&A activity, Spotify

had no interest in interest in building something for three different platforms. David

had a build vs. buy mentality. David had to tread lightly because it’s not know how

much political capital he has to disrupt to overturn the status quo. He wanted the

team to come to that conclusion on their own. He is an advocate.