One of the many considerations when building a cybersecurity startup is the wedge. 

Your wedge is the sharp entry point into the market. It is the narrow but powerful way you build credibility, capture early customers, and create momentum that allows you to expand.

A big challenge is that the initial wedge can’t be just a feature that another product should offer, because they will and buyers won’t waste time with you. The wedge also can’t be too large because the friction to get initial customer adoption is too cumbersome.