The strength of a startup’s vision is often built on having a product that can be used by everyone. But when it comes to building a business, success may lie in targeting specific sales areas.
One example of this lies in the most recent version of Light Point Security’s software.
Cofounder Zuly Gonzalez said the bwtech@UMBC-based startup’s product could be used in any vertical. With version 4.0, the team made adjustments like adding an ad blocker, upgrades to its dashboard and functionality with Google Chrome. But Light Point Security also made specific additions that will target two industries: entertainment and healthcare.
Media and entertainment companies are looking to prevent hacks that would result in leaks of pre-released content. They have specific compliance needs that Light Point Web’s isolation browsing can fill. The product protects against malware by providing a separate server for surfing the ‘net.
One early client is visual effects company Legend3D, which has worked on movies in the Shrek, Hunger Games and Marvel series.
“After evaluating similar solutions we chose Light Point Web because it is the most mature, stable, and best performing isolated browsing product we have seen,” CIO Anthony Lopez said in a statement.
The healthcare space also has a specific need to protect against malware, Gonzalez said. The company also added a specific feature that controls what types of files can be uploaded to an employee’s computer from the web. That opens up a wider conversation, Gonzalez said.
“Now they see that the product isn’t just malware protection, but there’s other pieces around it that they can use and leverage,” the former NSA employee said.
Along with the product upgrades, Gonzalez also said recently-hired VP of Sales James Watts, has helped drive the strategy. He has more than 30 years of tech sales and marketing experience at companies like AT&T and Bay Networks.
“He came with a lot of background and experience in security and sales,” Gonzalez said.