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OPINION 3 FEB 2026 · 3 MIN

Why fear-selling doesn't work

The hooded figure and the falling green code sell products, but they do not make anyone safer. We think they do the opposite, and here is why.

TOMOS BEVAN · FOUNDER
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You know the image before we describe it: a figure in a hood, a wall of green characters raining down, a padlock exploding into fragments. It is the default picture for anything about cyber-security, and it is on the brochure of half the firms selling it. We have come to dislike it, not on taste, but because of what it does to the person looking at it.

Fear is a poor teacher. When a threat feels enormous, faceless and technical, the honest human response is not careful action - it is a quiet decision that this is beyond you, and someone else's job. That is learned helplessness, and it is the opposite of what a small business owner or a worried parent needs. People who feel hopeless do not turn on second factor. They close the tab.

There is a commercial reason the imagery persists, and we should be honest about it. Fear shortens the distance between a scary feeling and a signature on a contract. It sells monitoring nobody reads and insurance nobody understands. But a customer sold on fear stays anxious and dependent, and never learns the two or three things that would actually protect them. That is not a relationship we want to be in.

The alternative is not to pretend everything is fine. Real risks exist, and we name them plainly. But we name the mechanism, the honest threshold and the small thing that helps, so that the reader ends up feeling more capable, not less. Calm and specific beats loud and vague every time, because calm is what lets someone act.

So you will not find a hooded figure anywhere near us. You will find a gnome in a garden, and plain sentences about what to do next. That is a deliberate choice, and it is the whole of our approach to this work: leave the reader able to do something, and never frighten them into doing nothing.

WHAT TO DO
  • ✓Judge any security advice by whether it leaves you able to act, not just anxious.
  • ✓Be wary of a supplier whose pitch is mostly fear and mostly imagery.
  • ✓Ask for the plain mechanism of a risk before agreeing you need the product.
  • ✓Pick the two or three concrete steps that fit you, and start there.