CNBC: What's the difference being a cybersecurity start-up versus every other start-up out there?
Braun: I'd say there are quite a few differences. Not only do you have to worry about your own security, you have to worry about the security of all the other companies that are your customers. So there are lots of different things that you have to think about, not only in how we secure data, which is first and foremost on our mind. We also have to look at all new technologies to see how our security service can be more applicable to the world than [to] … the older companies that are 10 to 15 years old.
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CNBC: Ten or 15 years old is an old company?
Braun: It is in security. Security is always changing.
Borohovski: It's also a different type of growth. When the Yo app was trying to grow, they were trying to make it as viral as possible. When you're an enterprise business-to-business company, we're spending all of our time growing by making actual sales and talking to people and so forth. It's a little bit less viral than Yo or any of the others.
CNBC: What is the start-up climate in the cybersecurity industry now?
Borohovski: You know, I think the appetite is very high. There's a lot of news nowadays about cybersecurity breaches, and people are more concerned about security and breaches than ever before. It's easier to find funding, and it's a little bit easier to make sales. At the same time, I don't know that it's necessarily any easier to actually build or found a security start-up. Because I think the level of effort it takes is always going to be high. It's just difficult to start your own business and start one that matters and that actually solves a real problem that people are having.
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CNBC: It seems like one of the biggest problems with being a start-up in cybersecurity is that people don't know who you are, and you're asking them to trust you with their most important data.
Borohovski: Yeah, I mean, that's where solving a real problem comes in. I mean, if you can show them—despite the fact that you're unknown and new and relatively smaller compared to any of your competitors—if you can show them that you're solving a real problem that they're currently having and can help them prevent breaches. That, coupled with any sort of pedigree or history or proof that you know what you're talking about, can really be beneficial.
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CNBC: So what's your sales pitch?
Braun: We scan websites for vulnerabilities. That's kind of the high-level security piece that we do. We are the best Web application scanner on the market. Our goal is to make it extremely easy to find vulnerabilities and fix vulnerabilities. Our goal right now is actually targeting developers within companies, because security teams are getting extremely overwhelmed by all the vulnerabilities that are coming into the company. Companies and websites are changing every single day, so you can see new content, new versions of websites pushed out daily or weekly. And with every new code change, you're potentially introducing new vulnerabilities. And a lot of times developers aren't getting the security training. So it's the security team who has to deal with all the vulnerabilities that are being introduced to the companies. And our goal is to actually train those developers with our tool so that not only are we finding those vulnerabilities but we are helping them fix the vulnerabilities as quickly as possible.
CNBC: What advice would you give somebody who wants to start up a cybersecurity company right now?
Borohovski: Be very, very careful, and be judicious about what you say and don't say. [With] financial services or anything that's dealing with medical—anything that's dealing with really sensitive and important data—it's incredibly important to be very sensitive to what your customers want you to say and what they don't want you to say.