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Building a Hacker Mindset and Why It's Important
We’re busy selling tools while the real value lies in selling the hacker mindset—a way of thinking that’s essential to true security.
Dani Woolf
23 Jun • Read Time: 8 minutes
Cybersecurity teams aren’t defined by their tech stack.
They’re defined by how they think, how they anticipate threats, and how they pivot when things go south.
Imagine if GTM teams pitched this mindset instead of just product features.
It’s a radical shift—one that forces vendors to get real about what truly matters.
It’s not about dazzling buyers with jargon.
It’s about empowering them to think like hackers and navigate the complexities of today’s threats.
Are your GTM teams ready to make this bold move?
In this episode, I had a brutally honest conversation with Ferd Hagethorn, Director of Security Services at Planit Testing, about his challenges, goals, what vendors do that piss him off, and the alternatives.
Let’s break down what it takes to sell not just a product, but a mentality.
Before we dive in, don’t forget to subscribe to join 1700+ cybersecurity marketers and sales pros mastering customer research. You’ll get notified whenever a new episode and buyer insights summary drops.
Who is Ferd Hagethorn?
Ferd Hagethorn is the Director of Security Services at Planit Testing, a global quality assurance company operating in Australia, New Zealand, India, and the UK.
Based in the scenic city of Wellington, New Zealand, Ferd plays a crucial role in shaping and leading the cybersecurity practice for Planit Global.
In his position, Ferd has been instrumental in defining and establishing the Security Testing practice within the company.
His expertise extends to serving clients both nationally and internationally, providing critical cybersecurity services and insights.
Ferd is known for his candid approach to discussing challenges and goals in the cybersecurity field.
He brings a wealth of experience to his role, offering valuable perspectives on vendor relationships and alternative approaches to common industry practices.
Ferd emphasizes the importance of developing a "hacker mindset" - a proactive and innovative approach to identifying and addressing security vulnerabilities.
His work at Planit Testing involves not only implementing robust security measures but also fostering a culture of security awareness and continuous improvement.
Ferd's insights and expertise make him a respected voice in the cybersecurity community, particularly in the Asia-Pacific region.
His leadership at Planit Testing contributes significantly to the company's reputation as a leader in quality assurance and security testing services.
Pro Tip for Connecting with Ferd
Skip the fluff. Joseph appreciates clear, concise, and informed conversations.
Lead with genuine curiosity and be ready to discuss specific security challenges or solutions—he’s all about practical, actionable insights.
And if you can squeeze in a good story or two, even better!
Insights and Key Takeaways
Building a Hacker Mindset is Essential for Security Teams
Insight: The “hacker mindset” is crucial for cybersecurity success. It’s about thinking beyond the technical aspects and understanding the broader business context and potential threats.
“What I'd like to see is people that think a bit further than the bits and the bytes. I want to see them look at, how does the business actually depend on this system that I'm poking and prodding right now?”
Ferd believes this mindset enables his team to identify vulnerabilities comprehensively and provide clients with clear solutions.
The hacker mindset is more than technical prowess—it's about creativity, curiosity, and problem-solving.
Professionals with this mindset think like potential attackers, identifying how systems could be exploited.
They also consider the business implications of security flaws, allowing them to provide more strategic and effective solutions.
Clear Requirements Streamline Security Solution Evaluations
Insight: Defining precise requirements helps Ferd and his team filter potential solutions quickly, ensuring only the most fitting tools get considered.
“We are really explicit in our requirements. We write a huge list and just ask upfront, can it do this or can’t it do this? As soon as we get an evaluation version and they lie, that evaluation version goes straight into the trash bin.”
Clarity in requirements is not just about making the evaluation process faster; it’s about improving the overall quality of the decision.
By listing functional and non-functional criteria, Ferd can immediately disqualify tools that don’t meet his needs.
He emphasizes the importance of honesty from vendors—if they overpromise and underdeliver during evaluation, their chances for a second consideration are slim.
Automation Relieves Talent Shortages
Insight: Automation is key to addressing the ongoing shortage of skilled cybersecurity professionals. With talent spread thin, automating routine tasks helps free up experts for more complex work.
“If we can start automating alerting or patching and let people focus on what really needs a human brain to analyze, that's going to go a long way to helping us with the skill shortage.”
Automation doesn’t replace human expertise—it enhances it.
By automating alerting, patching, and other repetitive tasks, Ferd’s team can focus on strategic analysis and threat detection.
This approach not only boosts efficiency but also reduces burnout among staff, making the work environment more sustainable and attractive to new talent.
Test Tools in Shadow Mode Before Full Adoption
Insight: Ferd prefers to test new tools in “shadow mode” before fully integrating them into client reports. This allows his team to verify the tool's effectiveness without committing to it prematurely.
“We do our regular penetration test, but have that tool support us in the back, just to see what the output is. We won’t use it yet for the client report but just see if it picks up the stuff that we regularly pick up.”
Testing tools in shadow mode helps security teams evaluate accuracy, performance, and reliability in real-world conditions without impacting current workflows or client outcomes.
This strategy ensures that new tools complement existing processes and meet Ferd’s strict standards before becoming a core part of operations.
Vendors Should Gamify Training to Boost Developer Engagement
Insight: Ferd sees potential in gamified training programs for developers, which can not only make learning more engaging but also track and reward improvements in secure coding practices.
Traditional training methods often fail to captivate developers, leading to inconsistent results.
“I'd like to see that it [gamified training] keeps track of how often you could have made a mistake and then says, oh, you learned from your last mistake, and just put like a score against that.”
By incorporating game mechanics into training, developers can receive instant feedback, see their progress, and earn rewards for reducing vulnerabilities.
Gamified training not only enhances skill development but also reinforces positive security behaviors over time.
Vendors Must Maintain Relationships Post-Sale
Insight: Ferd values vendors who offer ongoing support and technical expertise, rather than disappearing after the sale is made.
The relationship between vendors and buyers shouldn’t end after the transaction.
Continuous engagement—such as regular check-ins, prompt responses to issues, and technical support—builds trust and demonstrates commitment.
Vendors who foster strong relationships stand a better chance of future business, as clients like Ferd appreciate partners who actively contribute to their success.
“Keeping lines exceptionally short makes me feel very valued. We are professionals from our side, and I expect them to be professionals from their side as well.”
My Final Thoughts
The hacker mindset demands curiosity, constant learning, and a willingness to break free from cookie-cutter marketing tactics.
So, here’s my challenge to you:
Get curious—beyond the surface.
Test your assumptions—don’t be afraid to break the mold.
Make learning a habit—the best hackers are always leveling up.
Because if you’re not evolving, you’re just part of the noise.
Until next time,
Dani
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