Thought Leaders in Cyber Security: Gryphon CEO John Wu (Part 2)

Sramana Mitra: The primary pain point around which you’re positioning your solution is this parent trying to protect children.

John Wu: Correct. That’s a very salient pain point that a lot of parents are facing today. Less so in terms of people concerned about their refrigerators getting hacked. Once you have our product, we let you know what we’re doing on the network to help you protect against hackers who are trying to hack into these devices as well.

Sramana Mitra: Interesting. Where do you advertise or how do you find the customers that have this pain point?

John Wu: We advertise directly on Amazon. When you’re looking to replace your WiFi router, we show up as an option that gives you better protection, a better point of control for your family. We work with some publications. For example, Fatherly is one of the publications that has tested our product. They named Gryphon as one of the best solutions two years in a row.

Sramana Mitra: I’m always interested in hearing about the nifty go-to-market strategies that allow you to get to consumers efficiently. Consumer marketing is expensive. Creating awareness for niche products is not so simple. What I like about how you’re positioning is you’re going after a particular pain point.

You have the technical capability to protect any kind of network, but you’re positioning around the parental challenge of protecting their kids. Hence, that segment of the market where you are probably looking for techie parents who want to protect their children from inappropriate content.

John Wu: That’s right. We look at strategic partnerships as well. We’re working with a company that is concerned about the problem of pornography being readily available online. How do we protect people from the dangers of that? We’re looking at these partnerships as well to help get the word out.

Sramana Mitra: That’s awesome. That’s an awesome market entry strategy. What do you think about the broader market? We are in Xfinity. Xfinity has a router of its own, but they tend to recommend Eero as the router for bigger houses. Eero is an okay product. It’s certainly not a secure network product. What does it take for a company like you to get into Xfinity as the channel and get Xfinity to replace Eero and recommend you as the preferred solution?

John Wu: We are in discussions with some of the carriers to use our software platform. The magic behind Gryphon is not the hardware; it’s really the software that runs all this. We have software that sits on the router. We have software that sits on the cloud and we have the app. We are talking to carriers about how to integrate this service to the network equipment that you provide your customers to offer additional service on top of just a data connection to people’s homes.

We’re seeing really good engagements with our app. Instead of just a data pipe that you’re introducing, you can introduce a protection service to your customers as well to help them protect their network and enable more connected devices without worrying about these devices being hacked into.

This segment is part 2 in the series : Thought Leaders in Cyber Security: Gryphon CEO John Wu
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