Updated
Why a dropped security product is a buying moment
Companies rarely switch off a security control without a plan. One that drops a security product has usually chosen its replacement or is about to, and until it does, it carries a gap that its security team, its IT lead and often its auditors or cyber insurer will ask about. The decision tends to be quick and the shortlist short, which favors the vendor who shows up early with a clear way to switch.
Coolie sees these departures when they leave a public trace: a product's record removed from a company's domain or mail settings, its script gone from the website, its name taken off a published list of subprocessors. How Coolie finds these changes.
Who to contact
In smaller companies, security sits with IT, and the person who signs is often the person who deploys. In larger ones, a CISO owns the budget and engineers run the evaluation. Put the titles that match your deals in your ICP:
- CISO or Head of Security: owns the risk and usually the budget.
- Security engineers and architects: run the evaluation and the rollout.
- IT Director or Head of IT: decides where there is no dedicated security team.
- CTO or COO in smaller companies, where security is one of several responsibilities.
What to say
Start from the change, not a feature list: they stopped using a named product recently, so ask what replaced it, or whether anything has yet. Then offer what lowers the risk of switching: a deployment plan, help carrying policies and rules across, a period of overlap, the reports their auditors will want.
Keep the tone factual. A message that implies they are exposed reads as fear selling and gets ignored; one that shows you know how such a switch goes, and where it usually goes wrong, earns the call.
How Coolie finds them
Name the security products you replace
Choose up to five from the products Coolie tracks: the tools you most often displace, or the ones your product makes unnecessary.
Coolie dates each departure
It looks for companies that stopped using, cancelled or downgraded one of them in the last 90 days, and shows the product and the date on every lead.
It keeps the companies that fit your ICP
Your ideal customer profile (industry, company size, location) filters the companies before anyone is contacted.
It finds the decision makers
At each company, Coolie looks for the people whose job titles match your ICP, and gives each lead a score.
It researches the leads you pick
For the leads you choose, Coolie writes a research brief (the company's news, the person, the reason to write now) and a personalized email and LinkedIn sequence.
It writes and sends from your own accounts
Email and LinkedIn steps go out from your own mailbox and LinkedIn account, spread over your working hours. You approve each message, or let the agent run on autopilot.
Signals to pair it with
Competitor Renewal reaches the same products' customers earlier, while a renewal is still ahead of them. Tech Used finds who runs a product today, useful when yours works alongside it. And a CISO in their first months is often reviewing the whole program: Recent Job Change finds them. See all signals.
Example (fictional)
You sell an email security product and name the two gateways you most often replace.
Coolie finds Greywillow Clinics, 600 employees in Ireland, whose domain stopped routing its mail through one of them five weeks ago.
It finds Greywillow's Head of IT and its security engineer and scores them; when you pick them, it drafts an email asking what now filters their mail, with a plan for moving their rules across.
Every company and person in this example is invented.
Frequently asked questions
Can Coolie tell which product replaced the one a company dropped?
Not from the churn signal, which names the product a company stopped using and the date. Ask in your first message, or add the products you suspect to a Tech Used signal to see who runs them now.
Which security products can I track?
The ones Coolie tracks; it suggests them as you type a product's name. Security tools that work out of sight, with nothing on the website, the domain or in job posts, are hard for any outside source to see.
Should my first message name the product they dropped?
Yes, briefly: it is why you are writing, and the change was public. Name it plainly, then move to what you can do for them, without suggesting they are exposed.
How recent are the departures?
All from the last 90 days, each dated on the lead, so you can start with the most recent.