Corelight
RepVue Score
1.50
Corelight
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Former Employee The biggest hurdle is that NDR is not seen as a must-have by most security buyers. CISOs and security teams prioritize EDR, XDR, SIEM, and identity security over network visibility. Many believe they already get sufficient network insight from existing tools, and with the shift to cloud-first architectures, zero-trust models, and encrypted traffic (TLS 1.3, QUIC), the value of NDR has become harder to justify.
Budget allocation was another issue—most security teams were consolidating vendors, not adding new tools.
For sales professionals considering Corelight, be prepared for a tougher-than-usual sales cycle, where pipeline generation is difficult, buyer education is extensive, and budget justification is an uphill battle. While there are buyers who see the need for NDR, they are far less common than EDR/XDR adopters, making it a niche product in a consolidating security market.
Pipeline generation was especially challenging due to a lack of inbound interest, minimal marketing-generated leads, and very few partner-driven deal registrations, making outbound prospecting the primary (and often uphill) strategy for pipeline growth.
1.9
Feb 4, 2025
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