The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams The Unconventional Growth Playbook: Europe, SMBs, and Cyber Insurance – Christian Werling, CRO, Eye Security
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Sep 9, 2025 Christian Werling, Chief Revenue Officer at Eye Security, is a sales leader who builds partner-led go-to-market plans for SMBs. He explains targeting European SMBs with ultra-simple onboarding. He describes a partner-first approach with MSPs and insurance brokers. He discusses bundling cyber insurance with security to speed approvals and create urgency.
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Purpose Built Cybersecurity For SMB Survival
- Eye Security built its product and go-to-market to serve SMBs because founders saw SMBs collapse after attacks while large firms could afford state-of-the-art defenses.
- The company purpose and architecture were designed to make enterprise-grade protection affordable and operable for small companies across Europe.
Prioritize Lightning Fast Onboarding And Low Ongoing Effort
- Make onboarding and maintenance extremely low effort for SMBs to win their business and reduce churn.
- Eye Security targets 80%+ of customer lifetime onboarding within four hours and limits customer maintenance to about 30–60 minutes per month.
Partners Are The Primary Buyers For SMB Security
- SMB buying decisions heavily rely on trusted MSPs and resellers, so build a partner-first model from day one.
- Even superior products struggle if the customer's IT supplier doesn't endorse the change, so integrate partners into onboarding and support.