CrowdStrike’s $3.5B Revenue Empire: 12 Steps CEO George Kurtz Took

“I thought I could do it better than what was being done in the industry at the time.”
— George Kurtz at Goldman Sachs

CEO’s of large companies such as CrowdStrike always have two things in common: thinking outside the box and actually doing something about it.

• Launched in 2011
• $874.4M ARR in 2021
• $2.6B ARR in 2023
• $3.5B ARR in 2024

CrowdStrike Breakdown:

• Revenue: $3.4B
• Valuation: $73.5B
• CEO: George Kurtz
• Founders: George Kurtz, Dmitri Alperovitch, Gregg Marston
• Competitors: SentinelOne, Microsoft, Symantec, Cisco System, Sophos

From a bored CPA to a cybersecurity visionary, George Kurtz co-founded CrowdStrike with a mission to stop breaches. Overcoming industry skepticism, the company achieved rapid revenue growth of $3.5 billion and a soaring valuation of over $70 billion.

Today, CrowdStrike protects 69 Fortune 100 companies, 15 of the top 20 U.S. banks, and plays a vital role in securing state and national elections.

In this article, we’ll go into the 12 steps took by CrowdStrike to achieve rapid revenue growth, the strategies behind their valuation, and their relentless pursuit to safeguard the world’s most critical assets.

Step 1: Immediate Time to Value

 

In cybersecurity, organizations can’t afford delays when implementing protection. CrowdStrike recognized this urgency and designed its solutions for swift deployment. They noticed no one else in the market did this.

Traditional security systems often require complex installations and may need system reboots, causing operational downtime.

CrowdStrike’s cloud-native approach eliminates these hurdles. Their solutions can be installed quickly without disrupting existing workflows, allowing businesses to bolster their defenses almost instantly.

A standout feature is that CrowdStrike’s software doesn’t require a system reboot upon installation.

 “When you install our software, it doesn’t require a reboot.”

— George Kurtz at Goldman Sachs

This seemingly small detail has a significant impact. It means companies can enhance their security without halting operations, a crucial benefit in today’s fast-paced business environment.

Easier on the Customer

The ease of deployment extends to user experience as well. CrowdStrike offers an intuitive interface that reduces the learning curve for IT teams.

This simplicity allows organizations to manage their security infrastructure efficiently, focusing more on strategic initiatives rather than getting bogged down in technical complexities.

Immediate time to value also means that as soon as CrowdStrike’s solutions are deployed, they begin protecting the organization’s assets. In an environment where cyber threats are constantly evolving, the ability to respond swiftly is important. This rapid protection capability helps companies stay ahead of potential breaches.

It’s also about scalability. As organizations grow or adjust their infrastructures, CrowdStrike’s solutions can adapt without significant delays or added complexities.

Clients have expressed appreciation for these benefits. The ability to implement security solutions rapidly without compromising daily operations has made CrowdStrike a preferred choice for many enterprises.

By focusing on delivering immediate value, CrowdStrike not only attracts new customers but also strengthens trust with existing ones.

Satisfied clients are more likely to explore additional services offered by the company, leading to increased revenue through cross-selling and upselling opportunities.

In an industry where every moment counts, CrowdStrike’s commitment to providing swift, effective security solutions sets it apart.

Their approach addresses one of the most pressing needs of modern organizations: protecting themselves without hindering operations.

Key Takeaway: Make sure your SaaS solution provides instant benefits upon deployment. Rapid, disruption-free implementation enhances customer satisfaction and accelerates adoption.

Step 2: Be the First in Security To Do Something: Cloud-Native Architecture

Introducing Something Into a Skeptical Industry

When CrowdStrike launched in 2011, the idea of cloud-based security was met with skepticism. Many organizations, especially in sectors like banking, were hesitant to trust the cloud with their critical security needs.

Despite this resistance, CrowdStrike remained steadfast in its commitment to a cloud-native approach.

Competitors were capitalizing on the demand for on-premise solutions, and it was challenging for CrowdStrike to watch others win contracts by adhering to traditional methods.

Yet, the team was confident that the cloud was the future of cybersecurity.

“We knew the cloud was going to be much bigger than just security. If we just stuck to our focus and vision, ultimately that was going to prevail.”

— George Kurtz at Goldman Sachs

Their refusal to develop an on-premise version wasn’t just a technical decision—it was a core principle. By not compromising on their cloud-centric vision, they positioned themselves to lead as the industry evolved.This bold stance meant they sometimes lost short-term opportunities but set the stage for long-term success.

Offer Scalability That Others Cannot Match

Embracing cloud-native architecture allowed CrowdStrike to offer scalability that on-premise solutions couldn’t match.

Their platform could handle vast amounts of data, adapting seamlessly as clients grew or their needs changed. This flexibility was particularly appealing to organizations looking for solutions that could evolve with them.

The cloud also enabled real-time threat intelligence. Continuous connectivity meant that CrowdStrike could collect and analyze data globally, identifying emerging threats faster than traditional methods. This proactive approach was crucial in their mission to stop breaches before they could cause damage.

Cost efficiency was another significant advantage. Clients avoided the hefty expenses associated with hardware investments and lengthy deployment times. Updates were rolled out seamlessly, ensuring that customers always had the latest protections without the hassle of manual installations.

By leveraging the cloud, CrowdStrike could innovate rapidly. They weren’t held back by the constraints of legacy systems, allowing them to outpace competitors.

Their foresight in adopting a cloud-native model became a key differentiator as more organizations recognized the benefits of cloud security.

Over time, industry skepticism diminished. Clients began to see the advantages of cloud-based solutions, and CrowdStrike’s early adoption positioned them as leaders ready to meet the demand.

Key Takeaway: Leverage cloud technology for scalability, flexibility, and real-time updates. A cloud-native approach keeps you agile and ahead of competitors relying on traditional models.

Step 3: Innovating with a Single-Agent Solution

Simplifying Management Through a Unified Approach

Traditional cybersecurity tools often require multiple agents on each device, leading to complexity and inefficiency. CrowdStrike recognized the need for a more streamlined approach.

By consolidating various security functions into one lightweight agent, CrowdStrike simplified the management of endpoint security.

This innovation reduced the strain on system resources and minimized conflicts between different security applications. Organizations could now deploy comprehensive protection without the usual overhead.

“Having something that actually gives you an outcome is what people pay for. Taking care of the customer and delivering what they want. A system that works at scale. Single agent.”

— George Kurtz Interview With Logan Bartlett

This unified solution allowed IT teams to focus on strategic initiatives rather than juggling multiple security tools.

Enhancing Security Effectiveness

The single-agent architecture didn’t just simplify management; it enhanced security effectiveness.

CrowdStrike’s agent was designed to collect vast amounts of data, enabling advanced threat detection and prevention. By starting with data collection at scale, they built a foundation for superior protection.

“We started with the hardest part, which was the data collection in scale, which allows us to operate much more efficiently than our competitors.”

— George Kurtz Interview With Logan Bartlett

This data-centric approach meant that CrowdStrike could identify threats that others missed, providing clients with unparalleled security.

Customers noticed the difference. The enhanced prevention capabilities led clients to ask:

“Why don’t we just use you?”

This shift indicated a growing trust in CrowdStrike’s technology and approach. By focusing on data and intelligence first, they set themselves apart from competitors who began as traditional antivirus products.

The technical excellence of the single-agent solution also meant easier scalability. Organizations could expand their security coverage effortlessly as they grew. The agent’s lightweight design ensured minimal impact on device performance, a critical factor for user satisfaction.

In an industry where threats are constantly evolving, CrowdStrike’s innovative agent provided a flexible and robust defense. Their ability to adapt quickly to new challenges kept clients protected against emerging risks.

Key Takeaway: Offer a unified, easy-to-manage platform. Simplifying complexity with a single, intuitive interface improves user engagement and retention.

Step 4: Expanding Product Portfolio… Always

Introducing New Modules to Meet Evolving Needs

Understanding that cyber threats are ever-changing, the company continuously expands its product portfolio to meet emerging needs.

They began with endpoint detection and response (EDR) solutions but didn’t stop there.

Recognizing gaps in the market, CrowdStrike introduced new modules like threat hunting, vulnerability management, and identity protection.

Each addition was designed to address specific challenges faced by organizations, providing tailored solutions that enhanced overall security posture.

This strategy attracted new customers seeking comprehensive protection and offered existing clients opportunities to augment their defenses. By introducing modules that seamlessly integrate with their core platform, CrowdStrike created upselling opportunities, increasing revenue per customer.

Clients appreciated the ability to access advanced features without the need for separate vendors or complicated integrations.

Staying Ahead of Threats By Innovating

CrowdStrike’s platform is designed for seamless integration, allowing different modules to work cohesively.

This interoperability enhances the effectiveness of their security solutions, enabling real-time sharing of data and insights across the system.

Their focus on data collection at scale laid the groundwork for advanced analytics and machine learning capabilities.

“We started with the hardest part, which was the data collection in scale, which allows us to operate much more efficiently than our competitors.”

— George Kurtz Interview With Logan Bartlett

By prioritizing data, they developed tools that could detect and respond to threats faster and more accurately.

Continuous investment in research and development keeps CrowdStrike ahead of emerging cyber threats. They proactively identify potential risks and innovate new technologies to counter them. This commitment ensures that their clients are protected not just against current threats but future ones as well.

Staying ahead in cybersecurity requires agility and foresight. CrowdStrike’s dedication to innovation fosters trust with customers who rely on them to navigate the complex threat landscape.

Organizations know that as new challenges arise, CrowdStrike will be at the forefront of developing effective solutions.

Key Takeaway: Invest in research and development to expand your product offerings. Continuous innovation keeps your services aligned with evolving customer needs and market trends.

Step 5: What Every Great Company Does: Building Strong Customer Relationships

CrowdStrike’s impressive growth isn’t just due to innovative technology; it’s also a result of their unwavering commitment to customer satisfaction. The company places a strong emphasis on understanding and meeting the unique needs of each client.

George Kurtz highlighted this focus, saying:

“We want to treat our customers right.”

This philosophy permeates the organization, driving them to go above and beyond in their support efforts.

An example that stood out to me in George’s interview with Goldman Sachs. He told the story of CrowdStrike supporting Ukraine:

Ukrainian clients were hiding in basements to avoid Russian attacks, but the glare from their computer screens risked revealing their locations. Desperate for help, they reached out to CrowdStrike…

In response, CrowdStrike remotely adjusted their systems to turn off the screen glare, helping to protect their clients’ safety.

This act of support extended beyond typical business transactions, demonstrating genuine care for their customers’ well-being.

Such stories resonate with clients, fostering trust and loyalty. CrowdStrike’s willingness to assist in critical situations strengthens their reputation as a dependable partner.

Fostering Long-Term Relationships Through Value

CrowdStrike’s solutions not only meet immediate security needs but also adapt to evolving threats, providing ongoing value.

This approach encourages clients to explore additional services. Satisfied with the results, they are more inclined to adopt new modules and upgrades offered by CrowdStrike.

This cross-selling and upselling strategy contributes to revenue growth while enhancing the clients’ security posture.

CrowdStrike invests in understanding each client’s specific challenges. They tailor their offerings to align with organizational goals, ensuring that the solutions provided are effective and relevant.

Their proactive stance in customer engagement sets them apart. Rather than waiting for issues to arise, CrowdStrike actively monitors and communicates potential risks, helping clients stay ahead of threats.

By prioritizing customer success, CrowdStrike creates advocates who share their positive experiences. This word-of-mouth promotion further expands their client base, reinforcing their position in the market.

Key Takeaway: Prioritize exceptional customer service. Going above and beyond fosters loyalty, encourages word-of-mouth referrals, and opens opportunities for upselling.

Step 6: George Kurtz’s Visionary Leadership

Early in his career as a CPA, he found the work unfulfilling and sought ways to make tasks more efficient. Taking initiative, he began automating processes that were traditionally manual.

“I got super bored with accounting. I wrote a few programs on a mainframe and basically cut the billable hours for one of our clients in half.”

— George Kurtz at Goldman Sachs

This bold move could have jeopardized his position, but instead, it propelled him into the management consulting practice. There, he became one of the early members doing security work in the 1990s.

Recognizing a significant opportunity in the nascent field of cybersecurity, Kurtz co-authored a book on the subject. This venture laid the groundwork for his first company, Foundstone.

He believed he could improve upon existing industry practices and make a real impact. His drive to innovate set the stage for his future success.

Handpicking a Talented Team & Fostering a Competitive Culture

Understanding that success starts with people, Kurtz was meticulous in building his team at CrowdStrike.

He personally selected the first 20 employees, seeking individuals who shared his passion and vision. Among them was Employee Zero, Davie, a prodigious talent who contributed significantly to the company’s early development.

Kurtz cultivated a culture that valued innovation and competitiveness. He encouraged unconventional thinking, allowing team members to explore creative ideas. This approach fostered an environment where brilliant minds could thrive and push the boundaries of cybersecurity.

His leadership style emphasized the importance of hating to lose over loving to win.

“What I found was that the folks who hate to lose happen to be the most competitive, and I happen to be in that category.” This mentality galvanized the team, driving them to excel and overcome challenges.

— George Kurtz at Goldman Sachs

By surrounding himself with top talent and nurturing a culture of excellence, Kurtz ensured that CrowdStrike was equipped to tackle the rapidly evolving cybersecurity landscape.

His visionary leadership was instrumental in steering the company toward its remarkable success, transforming it into a $3.5 billion revenue powerhouse.

Key Takeaway: Cultivate leadership that drives innovation and inspires your team. Visionary leaders navigate challenges effectively and propel the company toward long-term success.

Step 7: Investor Relationships

Handpicking Investors Aligned with the Vision

Rather than accepting funds from any willing party, Kurtz was selective, seeking those who shared his long-term vision. Other big company CEO’s such as Mailchimp’s Ben Chestnut, have the exact same mentality.

In the early stages, many investors were primarily focused on quick returns. Kurtz wanted to avoid pressure to sell or make short-term decisions that might hinder the company’s potential.

He believed that aligning with investors who supported CrowdStrike’s mission was crucial for sustainable success.

Kurtz reflected on this strategy, saying:

“I was handpicking every investor.”

His goal was to collaborate with those who prioritized the company’s best interests over immediate gains. This careful selection helped CrowdStrike maintain control over its direction and priorities.

Avoiding Pressure and Achieving IPO Success

By choosing investors aligned with their goals, CrowdStrike avoided the common pitfall of external pressure to sell prematurely.

Kurtz didn’t want CrowdStrike to be merely a means to boost an investor’s portfolio. Instead, he aimed to build a lasting enterprise that could redefine cybersecurity.

This approach paid off when the company decided to go public. The IPO was a significant milestone, but for Kurtz, it was just the beginning. He viewed it as a launching point for further growth rather than a final destination. This perspective kept the team focused on long-term objectives.

The absence of pressure to sell allowed CrowdStrike to develop at its own pace.

They could invest in innovation, expand their product offerings, and strengthen customer relationships without external constraints. This autonomy was instrumental in achieving their impressive revenue growth.

By maintaining strategic investor relationships, CrowdStrike positioned itself for sustained success. The alignment with supportive investors facilitated a smooth path to their IPO and beyond.

Key Takeaway: Select investors who support your long-term goals over short-term gains. Aligned investors allow you to focus on sustainable growth without undue pressure.

Step 8: Having an Impact on the Market — Disrupting the Cybersecurity Industry

CrowdStrike’s entry into the cybersecurity industry marked a significant shift in how organizations approached security.

By championing a cloud-native architecture, they challenged the prevailing reliance on on-premise solutions. Traditional antivirus companies like McAfee and Symantec focused on stopping malware, but CrowdStrike aimed higher—to stop breaches entirely.

Their innovative approach addressed fundamental flaws in existing security models. George Kurtz pointed out:

“If McAfee and Symantec worked so well, there would be no CrowdStrike. Most times, companies like Microsoft are actually causing the breach instead of stopping it due to their architecture.”

— George Kurtz Interview With Logan Bartlett

By leveraging cloud technology, CrowdStrike offered scalability, real-time threat intelligence, and faster deployment—all critical in combating sophisticated cyber threats.

The company’s data-first strategy allowed for advanced analytics and machine learning capabilities. Starting with large-scale data collection, they built tools that could detect and respond to threats more effectively than competitors relying on outdated architectures. 

Their success prompted the industry to reconsider long-held beliefs about cloud security. As organizations witnessed CrowdStrike’s effectiveness, skepticism diminished.

Competitors began to emulate their strategies, recognizing that the future of cybersecurity lay in the cloud.

Outpacing Competitors and Capturing Market Share

By redefining industry standards, CrowdStrike quickly outpaced established competitors. Their ability to deliver immediate time to value, combined with continuous innovation, attracted a growing number of clients.

Serving 69 of the Fortune 100 companies and 15 of the top 20 U.S. banks, they secured a significant portion of the market.

CrowdStrike’s commitment to customer success and proactive threat prevention resonated with organizations worldwide.

As more businesses recognized the limitations of traditional security solutions, their cloud-native platform became the preferred choice. The ease of deployment, single-agent architecture, and continuous updates provided a compelling alternative to legacy systems.

Their influence extended beyond their client base. By demonstrating the efficacy of their approach, CrowdStrike accelerated an industry-wide shift toward more effective security practices. Competitors were forced to adapt, embracing cloud technologies and focusing on breach prevention.

CrowdStrike didn’t just capture market share; they reshaped the cybersecurity landscape. Their impact changed how organizations think about security, emphasizing the importance of innovation and agility.

Key Takeaway: Don’t hesitate to challenge traditional models with innovative solutions. Disrupting the status quo can set you apart and position your SaaS as an industry leader.

Step 9: Honesty and Resilience: July 19th Incident

As most of you may know, in July, CrowdStrike faced a significant challenge when a configuration change led to a service disruption for some of its clients.

Systems were down for many companies and even at airports.

This unexpected incident tested the company’s resilience and commitment to its customers. George Kurtz and his team acted swiftly to address the situation, demonstrating strong leadership under pressure.

Upon discovering the issue, Kurtz personally reached out to affected clients. He understood the importance of transparency and direct communication during a crisis.

“I was on the phone obviously all morning.”

“That’s always been a philosophy of mine, is making sure that we get in front of the customer, we do right by them.”

— George Kurtz Interview With Jim Cramer

The company’s immediate response involved not just technical fixes but also proactive engagement with clients. CrowdStrike’s team worked around the clock to resolve the problem, highlighting their dedication to customer satisfaction.

This hands-on approach helped mitigate the impact and reassured clients of their commitment.

Turning a Challenge into Strength

The incident became an opportunity for CrowdStrike to reinforce trust with its clients.

By handling the situation transparently, they demonstrated reliability even when unforeseen issues arose.

Their actions showcased a culture that prioritizes customers above all else.

Clients recognized and appreciated the company’s efforts. Many saw the quick resolution and open communication as a testament to CrowdStrike’s professionalism.

This experience strengthened relationships and underscored the value of partnering with a responsive and responsible provider.

The incident prompted internal reflections and improvements. CrowdStrike reviewed their processes to prevent similar issues in the future.

In an industry where trust is paramount, how a company responds to adversity can define its reputation. CrowdStrike’s handling of the July incident demonstrated resilience and integrity.

By turning a challenge into an opportunity to strengthen client relationships, they reinforced their position as a leader in cybersecurity.

Key Takeaway: Prepare for challenges with effective crisis management plans. Transparent and swift responses to issues build trust and strengthen customer relationships.

Step 10: Embracing a Security-First Company Culture

A Mission Beyond Profit

CrowdStrike’s remarkable success is deeply rooted in its unique company culture, which places security at the very core of its existence.

Unlike many corporations that craft elaborate mission statements, CrowdStrike’s purpose is succinct and powerful. George Kurtz articulated this philosophy:

“At CrowdStrike, we don’t have a mission statement; our mission is to stop breaches.”

— George Kurtz at Goldman Sachs

This singular focus unites the entire organization around a common and urgent goal. It transcends traditional business objectives, instilling a sense of purpose that resonates with employees across all levels.

This mission-driven approach attracts talent who are passionate about making a tangible difference.

Employees at CrowdStrike are not merely working for a paycheck; they are part of a team dedicated to safeguarding critical assets and, in some cases, saving lives.

This shared commitment fosters a strong internal culture where everyone understands the significance of their contributions. It creates an environment where innovation is encouraged, and every team member feels empowered to contribute to the company’s mission.

This clear and focused mission aids in decision-making processes.

With a unified goal, strategies and initiatives are consistently evaluated against their ability to stop breaches.

This alignment ensures that resources are allocated effectively, and efforts are concentrated on activities that directly support their core purpose. It eliminates ambiguity and keeps the entire organization moving in the same direction.

Impacting Lives and Businesses

CrowdStrike’s culture emphasizes the real-world impact of their efforts.

They recognize that cybersecurity isn’t just about protecting data and systems; it’s about safeguarding people’s lives, livelihoods, and the stability of organizations.

This perspective drives them to go beyond the conventional boundaries of business and actively seek ways to make a positive difference.

Again, I will bring up the example of this commitment occurring during the conflict in Ukraine. Clients were hiding in basements to evade danger, but the glow from their computer screens risked revealing their locations to hostile forces. In their moment of need, they reached out to CrowdStrike for assistance.

This incident illustrates how CrowdStrike’s dedication extends beyond commercial interests. They are willing to take extraordinary measures to ensure the safety and well-being of their clients. George Kurtz elaborated on this ethos:

“We wanted to focus people on what it means to impact companies. In some ways, yes, it’s a commercial endeavor, but in some ways, how are you touching and changing lives and impacting people’s businesses.”

— George Kurtz at Goldman Sachs

Employees are motivated by the knowledge that their work has meaningful consequences, enhancing their commitment to excellence. This deep sense of responsibility encourages them to innovate and strive for the highest standards in all aspects of their work.

This security-first culture not only differentiates CrowdStrike in the competitive cybersecurity market but also drives its ongoing success.

It makes sure that every decision and action taken by the company aligns with their core mission, creating a cohesive strategy that propels them forward. By maintaining this unwavering focus, CrowdStrike continues to lead the industry in stopping breaches and protecting organizations worldwide.

The emphasis on a mission beyond profit has created a company where values and actions are in harmony. CrowdStrike’s approach demonstrates that a clear and noble purpose can be a powerful driver of business success.

Key Takeaway: Center your company around a clear, compelling mission. A mission-driven culture unifies your team and attracts talent passionate about your cause.