10 / 15Personnel & operating model
Talent architecture
The operating model balances elite talent with repeatable delivery. Avoid dependence on a few heroic operators. Target: senior technical core, strong QA, controlled contractor/freelancer capacity, internships for pipeline, and AI-enabled processes that let excellent people do more high-value work.
—Functions
Compensation and resource strategy
| Function | Scope | Strategic note |
|---|---|---|
| Founder / executive | Strategy, investor relations, key clients, culture, IP ownership, major partnerships. | Keep focused on high-leverage enterprise relationships and product direction. |
| Offensive security | Pentest, red team, protocol research, exploit validation, adversary simulation. | High seniority; maintain legal/scope controls and strong QA. |
| Identity & cloud | IAM, PAM, IGA, CIAM, Azure/AWS/GCP, Zero Trust. | Essential for enterprise remediation and recurring managed services. |
| AI & engineering | Portal, Shield, Threat Intel Center, AI, automation, data pipelines. | Fund like a product company, not spare-time consulting output. |
| Threat intelligence | CVE center, research, sector briefings, detection mapping. | Converts research into recurring revenue and marketing authority. |
| Sales & partnerships | US enterprise sales, EU strategic accounts, partner/channel management. | Critical investment: technical excellence alone will not produce US-scale revenue. |
| Finance, legal, ops | Billing, utilization, contracts, compliance, HR, vendor management. | Needed earlier than founders usually expect. |
—Resource mix
Who delivers the work
| Resource | Best geography | Use case | Control principle |
|---|---|---|---|
| Interns / students | Belgium, Netherlands, Eastern Europe, India | Research, tooling, QA, documentation, supervised labs. | Low-cost pipeline, not primary delivery capacity. |
| Freelancers | EU, US, APAC | Specialist surge capacity for red team, cloud, IR, OT, IAM. | Vetted roster, strict NDAs, scope controls, QA. |
| Self-employed senior experts | US / EU premium markets | High-end delivery and credibility for specialist engagements. | Expensive but margin-positive when priced correctly. |
| Full-time core team | Global hubs | Client ownership, methodology, product knowledge, QA, culture. | Primary carrier of IP and customer trust. |
—Capacity
Headcount vs. productivity
Delivery capacity
FTE / core contractor growth (bars) vs. modelled revenue per FTE (line, $k)