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Strategic Communications Advisory For Visionary Founders
Actionable
Takeaways
Identify and Address Niche Problems with Scalable Solutions:
Josh's approach to tackling a specific problem within cybersecurity can inspire founders to look for unaddressed challenges within their industries. Focusing on a niche issue not only sets your business apart but also allows for deep expertise and more personalized solutions, creating a strong foundation for growth.
Build Trust through Transparency and Proof:
Overcoming market skepticism, as Josh has with Allure Security, highlights the importance of building trust through transparency. Sharing tangible results, case studies, or testimonials early in your marketing efforts can validate your solution's effectiveness to potential customers.
Leverage Technological Innovation to Outsmart Competition:
Josh's story of using innovative tactics to disrupt attackers demonstrates how technology can be a game-changer in addressing old problems in new ways. Founders should consider how they can use technological advancements not only to innovate but also to create barriers for competitors.
Utilize Strategic Partnerships for Market Access and Compliance:
The strategy of building relationships for better compliance and enforcement underscores the value of partnerships in a GTM strategy. Strategic alliances can not only expedite market access but also provide critical support for navigating regulatory landscapes.
Educate Your Market to Create Demand:
The challenge Allure Security faces in convincing the market of the solvability of a problem highlights the role of education in GTM strategies. By educating your target audience about the problem and your innovative solution, you can create demand where it may not have explicitly existed before.
Conversation
Highlights
Why Solving a 27-Year-Old Problem Is Harder Than Building New Technology
In a recent episode of Category Visionaries, Josh Shaul, CEO of Allure Security, dropped a truth bomb that most founders won’t admit: sometimes your biggest competitor isn’t another company—it’s the market’s complete disbelief that your problem is even solvable.
“27 years ago, people were sending out scams targeting America Online usernames and passwords,” Josh explained. “And because the problem has been around since the Internet has been around, there’s a tremendous amount of disbelief that the problem is even solvable.”
This wasn’t a technical challenge. Allure Security had built a platform that hunts down brand impersonations across websites, social media profiles, mobile apps, and digital advertisements. They had the solution. What they didn’t anticipate was fighting decades of accumulated skepticism.
The Graveyard of Failed Solutions
When Allure Security approached enterprise buyers with their brand protection platform, they encountered the same response repeatedly. Organizations recognized the problem. They understood the value of solving it. Then came the wall.
“They look at us and like, well, we tried three different things already. Never come close to solving the problem. Why should I believe that your magic is the magic that’s going to solve it for us?” Josh said. “And as a startup, that’s very challenging because you’ve got the great story, you’ve got the great vision, but you don’t have the proof points yet.”
This is the hidden tax that every founder pays when entering a mature problem space. Your competition isn’t just the vendors in your category—it’s every disappointed buyer who wasted budget on solutions that overpromised and underdelivered. You’re not selling against competitors. You’re selling against scar tissue.
Josh described the psychology: “I thought we would come out with like, here’s the solution to the problem we’ve all dealt with for all these years, and then market would embrace that. But it was really different from that. It was a lot of skepticism of like, I’ve heard that story too many times of solving that problem and I’m just not sure I’m going to believe anybody can.”
The Only Path Through: Proof, Not Promises
Allure Security’s breakthrough came from a deliberately unsexy strategy: accumulating undeniable proof points. They focused on landing their first customers, delivering results, and converting satisfied clients into referenceable advocates.
“We’re now to the point where we have the proof points and we have a dozen or so publicly referenceable customers that will go out and say, you can believe that they’re going to do this for you because you can look at the results that they’re delivering for us,” Josh shared. “And that’s made it a lot easier for us as putting our customers in front of our prospects.”
This customer-led approach became their primary GTM motion. Rather than outspending competitors on marketing or making bolder claims, they let results speak. Each satisfied customer became a weapon against skepticism—living proof that yes, this 27-year-old problem actually has a solution.
The Integrity Tax
What makes this journey particularly instructive is Josh’s refusal to fight fire with fire. In the cybersecurity space, vendors routinely make claims bordering on fantasy. Josh witnessed competitors promising complete elimination of threats when they could only address specific attack vectors.
“It’s tough to walk that fine line when you know there’s somebody standing next to you who makes bold claims that are fantasy at best and to work through the marketing landscape of hey, my primary competitor loves to tell the market things about what they can do that they can’t actually do,” Josh explained. “Should we go say the same thing? Do we need to do that to compete or do we need to behave differently and say what we can do and do what we say?”
He chose integrity. Allure Security promises to “dramatically reduce the impact of scams on a business to the point that those scams aren’t having a meaningful business impact”—not complete elimination. They acknowledge they can’t stop people from putting scam content on the internet, only find it early and neutralize it quickly.
This decision comes with real costs. “I’m going to say what you do what you say kind of guy. But I swear I miss a lot of opportunity as a result of it,” Josh admitted. “Sometimes those short term decisions of hey, we’re not going to take that business, hey, we’re not going to make that promise, hey, I know that the competitor is making that promise and they can’t deliver, but we’re not going to do the same thing. Sometimes that’s painful.”
But Josh has found peace with this approach through a simple philosophy: “Somebody just made a promise they can’t deliver and they’re going to end up with an unhappy customer down the road who’s never going to want to do business with them again. And I’ll still be there as the one who is honest with them and hopefully that they’ll remember that.”
The Compounding Returns of Customer Success
Today, Allure Security is growing at approximately 10% compound monthly growth rate and preparing for their Series A. Their success hasn’t come from revolutionary marketing tactics or massive ad spend. It’s come from methodically building a portfolio of successful customers in financial services and ecommerce, then letting those customers do the selling.
This approach takes longer. It requires more patience. There’s no viral moment, no growth hack, no explosive hockey stick in month three. But in a market saturated with broken promises and failed solutions, proof isn’t just valuable—it’s the only currency that matters.
For founders tackling established problems, Josh’s journey offers a clear playbook: resist the temptation to overpromise, focus maniacally on customer success, build referenceable advocates, and trust that in a market full of fantasy, reality eventually wins.
The irony? In trying to solve a 27-year-old problem, Allure Security had to rediscover a 27-year-old solution: do what you say you’ll do, and let satisfied customers tell your story.
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