How challenging is it to sell against competitors in the cybersecurity industry while working as a sales professional at HackerOne?

Question

Accepted Answer

To the comment done on Dec 8th, 2023, who is probably a manager, you cannot strategically sell a 14K pentest. Maybe you can, but it would be a waste of the rep's time when we are only paid 50% of that in commission.  You can dig deeper as  much as you want, but if it's something so simple at SOC2 compliance, good luck asking "why" and peeling the onion. The problem with H1 is they assume everything is strategic, and that's just false. The leadership team is delusional in thinking their product is superior when there are delays, reports missing, billing making daily mistakes, etc. And don't start with the bug bounty program. They're 100% the same as other competitors, the only value they bring is the triage and the hackers, which has been getting worse YoY.  And the hackers hack into every platform, so if you want them on your program, just tell them to sign up on all of the bounty vendors.

It's not challenging to sell something valuable, but H1 has nothing valuable, it sells a "dream" that their hackers will find something, but sometimes they do not.

Answer

H1 is "Premium" so they charge twice or at least 1.5x what the competitor charges. Commission sucks because we don't get paid the contract amount but rather only on saas parts. We lose often

Answer

I'd like to provide some context to the first answer...

The most common reason we lose deals is because the prospect chooses to do nothing, not because they go to a competitor. The real challenge is that many decision makers see H1 as a nice to have instead of a need to have, which forces sales reps to shift to more of a drawn out, consultative sale instead of a transactional one. If transactional selling is what you're looking for, you won't like H1.

Notifications

HackerOne

RepVue Score

0

HackerOne

82.12

Anonymous Q&A

How challenging is it to sell against competitors in the cybersecurity industry while working as a sales professional at HackerOne?