“Winning trust, and making powerful connections”

In October 2017, Chris Wallis finds himself on a bustling Megabus heading towards Cheltenham, his laptop balanced on his lap. He is en route to engage with technical experts from the National Cyber Security Centre (NCSC), having been selected for their startup programme. At this time, his startup, Intruder, was just beginning, prompting Chris to cut expenses by opting for bus travel instead of the train, and choosing to stay at a friend’s shed rather than a hotel.

Chris planned to utilize much of the funding from this programme to advance his business and hire his inaugural Chief Technical Officer. These early frugality measures have bore fruit; Intruder, which operates as an online vulnerability scanner identifying cyber security gaps in digital infrastructures, has expanded to a team of 31 and serves over 2,500 clients worldwide, attracting £1.2 million in Seed investment following their graduation from the NCSC’s startup initiative in 2018.

How the NCSC Scheme Supported Intruder

Chris founded Intruder with the objective of helping organizations reduce the time involved in threat detection. Within two years after launching, the company had grown to a modest two-person team and attracted 12 paying clients. Considering a pivot towards creating a user-friendly platform for small and medium-sized enterprises (SMEs), Chris realized the NCSC’s focus on ‘protecting SMEs’ was perfectly aligned with his startup’s mission.

“We believed it was a significant issue to address, so when the NCSC recognized it too, it encouraged us to solidify our commitment to that market,” Chris reflects. “The alignment was fortuitous. Without the NCSC presenting that challenge, our focus on SMEs may not have occurred.”

The funding received through the programme proved pivotal, allowing the company to hire their CTO, a move previously deemed financially unfeasible. This addition transformed them from a consultancy-based model to a product-led business—an essential milestone in their journey.

Beyond financial support and market understanding, the NCSC facilitated key introductions to potential clients and provided unique opportunities to connect with defence sector experts. “As an emerging startup, it was instrumental in enabling us to build trust and form valuable connections,” asserts Chris.

Even after the programme’s conclusion, Chris remains active in a messaging group consisting of alumni, where they regularly exchange advice and address challenges—an aspect he believes would not have materialized without the programme. “There’s a genuine sense of community among cybersecurity founders, and individuals are genuinely eager to assist one another,” he shares.

The Future of Intruder

At the time of joining the NCSC Startups programme, Intruder had approximately twelve customers. Four years later, this number has surged to around 2,500 clients globally, with significant growth in the US market. Chris attributes Intruder’s success in part to their strategy of maintaining focus and consistency without attempting to pivot or diversify excessively with their lean workforce. “We’ve continually refined our existing products instead of incessantly launching new ones,” he explains.

Intruder aims to sustain its international expansion by leveraging its growing team for product enhancement, aspiring to be the leading platform in vulnerability management.

For those interested in gaining access to cybersecurity professionals from both the industry and the NCSC, applications are currently open for the NCSC For Startups 2022 intake. More details can be found on their website, or inquiries can be sent via email to ncscforstartups@plexal.com.