One way to think about cybersecurity is as a form of insurance. What lessons can be taken from insurance pricing for cybersecurity solutions? We present a concept blend that suggests a new approach to cybersecurity pricing and advocate for a shared framework for cybersecurity modeled on the insurance industry’s ACORD framework.

The key to value based selling is for buyer and seller to collaborate on the value story. Doing this creates buy in and commitment on both sides. Value stories have an important role to play in supporting the MEDDIC approach to sales.

Ibbaka is a highly collaborative company. We work to build a community of people and organizations committed to creating and delivering value, whether that be economic, emotional or pricing. Some of our work is on pricing. Some is more focussed on innovation. In all cases we are looking to help people develop their skills. One way we do this is through our collaborations with the venture capital firms Arthur Ventures and OpenView Venture Partners.