But can we apply this to the skills we'll need for starfighters.io? It's very easy to point to money (or even companies) lost by data breaches and say "I can help you prevent this", but the money you save may be whatever they pay for breach insurance or it may be literally everything they own. Case studies and deliverable targets (+millions of dollars from SEO and stuff) are really great when they're positive, but how do you negotiate this when you're selling protection against income loss?
Part of my background was doing and selling security engagements. Up until a few years ago, it was difficult to get senior leaders to wrap their head around security being anything but a cost center - even though it was always framed as "savings". That has changed in the past year alone. CiSO's are still hounded daily about security products which will "save money / prevent theft" - but the risk to the business is now clear to leaders without security background. I still believe the adage [paraphrased] "People don't pay for the prevention, they pay for the cure"
Been there - started with $10/hr many years ago. Back then I didn't realize that all it takes to triple or quadruple my income would be as simple as asking for it - seriously. Although, it was always parallel to changing clients. So go for it, find a new client and ask 3-figure. Oh, and yes, I live in a poor country...
But can we apply this to the skills we'll need for starfighters.io? It's very easy to point to money (or even companies) lost by data breaches and say "I can help you prevent this", but the money you save may be whatever they pay for breach insurance or it may be literally everything they own. Case studies and deliverable targets (+millions of dollars from SEO and stuff) are really great when they're positive, but how do you negotiate this when you're selling protection against income loss?