Secrets of a Cyber CEO: The Truth About Running a Cybersecurity Business

Unlock the secrets to successfully navigating the cybersecurity business landscape with insights from industry legend Jane Frankland on this episode of Razorwire.Welcome to Razorwire, I'm your host, Jim and in today’s episode, we have the privilege of discussing the intricacies of running a successful cybersecurity business with none other than Jane Frankland. With over 26 years in the industry, Jane has built and sold businesses, influenced trends and mentored the next generation of cybersecurity professionals. In this episode, I chat with Jane Frankland about the challenges and most rewarding experiences of running a cybersecurity business. Jane tells us about her journey from the early days of cybersecurity in the 90s to becoming a prominent influencer and entrepreneur. We explore topics like managing growth, the shift towards freelance work and the importance of humility and mentorship in the industry. 3 Key Talking Points:1. Managing Business Growth: Jane shares her strategies for managing growth through the use of associates and outsourcing non-core functions. Learn how to scale your business efficiently while keeping your core operations robust.2. Navigating Industry Trends: We talk about the increasing amount of freelance work in information security, the importance of a reliable pool of pentesters and the risks of crowdsourced pentesting companies. Gain insight on how to adapt your business model to include evolving industry practices.3. The Role of Mentorship and Humility: Jane and I discuss why mentorship for young professionals is so important and the significance of humility in leadership. Discover why ditching egos and maintaining an approachable demeanour is crucial for building a successful cybersecurity business.Don't miss out on these pearls of wisdom from one of cybersecurity's most respected voices. The Reality of Running a Business: "You are literally flying by the seats in your pants and navigating your company, at the helm, which is very, very stressful. Very stressful. And yet it is exciting and it is fun." Jane FranklandListen to this episode on your favourite podcasting platform: https://razorwire.captivate.fm/listenIn this episode, we covered the following topics:- Business Growth Strategies: Discussing the challenges and careful expansion required to grow a cybersecurity business.- Outsourcing and Associates: Managing growth by outsourcing non-core functions like marketing and accountancy and using associates.- Pentesting Workforce: The shift towards freelance pentesters and the challenges of maintaining a reliable pool of talent.- Revenue Diversification: The importance of diversifying revenue streams and adapting business focus to market changes.- Industry Egos: Addressing the rise of egos in the information security industry and the importance of humility.- Emotional and Mental Challenges: Exploring the emotional rollercoaster and loneliness experienced by business owners.- Mentorship and Support: Highlighting the importance of mentors and coaches for guidance, especially during the early stages of business.- Client Acquisition and Recruitment: The complexities of recruiting staff, especially pentesters and salespeople and the challenges of client acquisition.- Financial Management: The critical importance of managing finances accurately and the common pitfalls at the tax level.- Encouraging Young Talent: The significance of mentoring young professionals and actively supporting their entrance and growth in the cybersecurity industry.Other episodes you'll enjoyPreventing Burnout in Cyber Securityhttps://www.razorthorn.com/cyber-security-professionals-shortage-burnout-how-to-protect-against-it-razorwire-podcast/SolarWinds’ CISO Under SEC Scrutiny: The Impact On The Infosec Communityhttps://www.razorthorn.com/solarwinds-ciso-under-sec-scrutiny-the-impact-on-the-infosec-community/Connect with your host James ReesHello, I am James Rees, the host of the Razorwire podcast. This podcast brings you insights from leading cyber security professionals who dedicate their careers to making a hacker’s life that much more difficult.Our guests bring you experience and expertise from a range of disciplines and from different career stages. We give you various viewpoints for improving your cyber security – from seasoned professionals with years of experience, triumphs and lessons learned under their belt, to those in relatively early stages of their careers offering fresh eyes and new insights.With new episodes every other Wednesday, Razorwire is a podcast for cyber security enthusiasts and professionals providing insights, news and fresh ideas on protecting your organisation from hackers.For more information about us or if you have any questions you would like us to discuss email [email protected] you need consultation, visit www.razorthorn.com, We give our clients a personalised, integrated approach to information security, driven by our belief in quality and discretion.Linkedin: Razorthorn SecurityYoutube: Razorthorn SecurityTwitter:   @RazorThornLTDWebsite: www.razorthorn.comLoved this episode? Leave us a review and rating hereAll rights reserved. © Razorthorn Security LTD 2025