Danny Jenkins Presenting On Stage At The 2021 Producers Club Meeting
The Secret to ThreatLocker’s Fast Growth Danny credits his success to two major factors. 1) His Willingness To Invest In Getting In Front Of The Right People At Events “Marketing is not cheap, but we’re trying to change the world,” Danny said. “The only way we can do that is if everybody in the world knows what we do. My theory on marketing is that if it’s a reputable event in the industry, you should do it. If it doesn’t give you a re- turn, don’t do it again.” At his first Robin Robins/Technology Marketing Toolkit event, he not only added names to his prospect list, but he also made sales. Results have continued to get better and better. “Throughout 2020, Robin’s platform was the most successful for us,” Danny said. “Partly because of the platform but also because of Robin’s team. Her team is critical because of their passion. The account manager assigned to us, Drew, is able to come up with scenarios where we meet our ob- jectives. We speak on the main stage. We talk to people. We can educate people on everything we do, how we do it, and why it’s important. We give people value, and that’s been incredibly important for us and helped us grow rapidly.” Being a sponsor has also helped him create trust, spend time with MSPs, and get in front of new MSPs at each event.
stage,” Danny said. “They went from having multiple pieces of malware every month to zero. Nothing got through.” However, Danny wasn’t fully con- vinced it was a tangible business idea until May 2017, when one of the worst malware attacks in history occurred. “I wasn’t fully committed until the Wanna- Cry ransomware happened,” Danny said. “It was really bad. Ambulances were turned away. Surgeries were canceled. Banks were shut down. But ThreatLocker blocked it.” At that moment, everything changed. “We said, ‘We need to get this into the hands of as many companies as we pos- sibly can,’” Danny recalled. Going all in, he hit the gas in every di- rection. ThreatLocker took off. “It’s been like trying to hold on to a rocket,” Danny said. “We hit goals in half the time and double the income. Every projection we put forward to investors gets blown out of the water.” Today, ThreatLocker has over 2000 partners and thousands of clients. Serving companies who are serious about security, they partner mostly with MSPs, such as Vector’s Choice and Re- sponsive Technology Partners, but also clients such as JetBlue and big financial companies. Their growth is staggering — tripling revenue every 3 to 6 months since 2017.
“It’s been massively productive,” Danny said. “We continued doing virtual events throughout 2020. Although the results are better at live events, even the virtual events have been successful. Despite being kneecapped in 2020, we still man- aged to double our expectations.” 2) The Support People Receive Af- ter The Event “ We call our support team ‘Cyber Heroes,’” Danny said. “You can reach them on the phone, in a live chat, or on Zoom within 30 seconds, 24/7/365.” On a mission to change the way people think about cybersecurity, Danny plans to continue showing up at events and talking to everyone he can. “Cybercrime has grown by 2-3 times in 2020,” Danny said. “I want to change the thought process of security from trying to hunt down and catch the bad guys to just assuming everyone is bad and blocking by default. The reality of cy- bercrime is that it’s constantly growing. The cost of it is going up and up. It’s not just the amount of it that’s growing, but who is being targeted is growing. It is more profitable to be a criminal, and I’d like to change the scale so it’s extremely hard work to hack and costs criminals money to do it. But that means people can’t pretend things are secure. We plan on continuing to educate MSPs at Rob- in’s events and partnering with them to provide tangible solutions that are extremely effective and create a barrier.”
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