Before the internet became a thing and we worried about online threats, Chris Klaus developed the first Internet Security Scanner while attending the Georgia Institute of Technology. He then founded Internet Security Systems (ISS) to develop technology that would protect people and companies from what he saw as forthcoming pitfalls surrounding mainstream use of the web. When we joined the ISS team, the company was seeking to differentiate itself in a noisy market. We immediately focused our attention on ISS’ unique combination of products and its people in the form of the X Force. This small internal group of white hat hackers were the best in the business with the ability to forecast emerging threats. This “preemptive” approach to security enabled ISS to help its customers prepare for attacks and stay ahead of threats. We harnessed people and products in the communications process, and this strategy allowed us to take ISS beyond the standard feature comparison discussion prevalent in the industry. It also allowed us to highlight the true value of ISS as a business which caught the attention of competing organizations. One such company was IBM which acquired ISS for nearly two billion dollars, creating further value for founders and shareholders alike.