“You Want Access to Our AWS Account?”: How Spacelift Turned Security Skepticism into Enterprise Sales

“You Want Access to Our AWS Account?”: How Spacelift Turned Security Skepticism into Enterprise Sales

Imagine asking a Fortune 500 company to hand over the keys to their entire infrastructure. That’s essentially what Spacelift had to do to get their first enterprise customers. In a recent episode of Category Visionaries, Chief Product Officer Marcin Wyszyński revealed how they turned their biggest sales obstacle into their greatest strength.

The Trust Barrier

“If you’re a new company that says, oh, we need the keys to the kingdom, we need to manage your infrastructure, everyone is like, what? No, we don’t know you. Who are you? You want to actually have access to our AWS account? You got to be crazy,” Marcin explains. This wasn’t just another enterprise sales challenge – it was existential. Without trust, there would be no product.

Reframing the Challenge

Instead of trying to minimize security concerns or work around them, Spacelift made security their foundation. “We went security first,” Marcin notes. “We have a security team that is by comparison, much larger than other companies this size would have. We design things security first and we follow the security practices.”

This wasn’t just about having good security – it was about making security the core principle of their entire development process. As Marcin explains, “Spacelift must be secure, stable, usable, and awesome.” The ordering is deliberate: security comes before everything, even new features.

From Principle to Practice

This commitment manifests in radical ways: “If we’re not secure, we’ll take down the application. If we know that there is a leak, we’ll stop everything. We’ll stop the world if no features that you built are worth anything.” This absolute prioritization of security sends a clear message to enterprise customers: their infrastructure is safe with Spacelift.

The strategy worked particularly well with the most security-conscious customers. Today, Spacelift counts German pharmaceutical companies among its clients – “that’s like the definition of being conservative,” as Marcin puts it. When you can convince the most security-conscious industries to trust you with their infrastructure, you know you’ve turned a challenge into an advantage.

Building Trust Beyond Security

Spacelift’s trust-building approach extends beyond just security features. They leveraged their network strategically, finding “people in our network that would trust us, that they needed such solutions. And they would trust us because they knew us as the founders personally.”

They also used investor credibility: “If we could convince some of the best investors out there, people would look at our investors and consider that to be a proof of us being someone dependable.” Each new enterprise logo made the next sale easier, creating a virtuous cycle of trust.

The Self-Hosted Evolution

Even with their security-first approach, some enterprises required more. “We couldn’t sign every logo on the SaaS version and there was a lot of demand for an on-prem solution,” Marcin shares. Rather than force these customers into their preferred model, Spacelift adapted, launching a self-hosted version to meet enterprise requirements.

For B2B founders facing similar trust barriers, Spacelift’s journey offers a valuable lesson: sometimes your biggest obstacle points directly to your strongest differentiation. Instead of trying to minimize security concerns, they amplified their commitment to security until it became their competitive advantage.

This approach requires more than just good security practices – it demands building your entire company culture and development process around earning and maintaining trust. But as Spacelift’s experience shows, when you’re asking enterprises for significant trust, there’s no better investment you can make.