Cyber Psychology for SMEs: Making Security Understandable
The Biggest Cognitive Trap in SME Cybersecurity
Sometimes the most profound insights emerge in the most ordinary moments. A Friday in Düsseldorf, a currywurst at a standing table, and a conversation about what should keep German mid-market executives awake at night but often doesn't: cybersecurity.
In conversations with managing directors of SMEs and mid-sized companies, I repeatedly encounter the same paradox. Two statements follow each other in quick succession:
"Yes, cybersecurity is a major risk."
And then, almost in the same breath:
"But not so much for us."
This cognitive dissonance is not an exception. It's the rule. And it's dangerous.
Why SMEs Are in the Crosshairs
The notion that cyber attackers primarily target large, well-known corporations is a fallacy. The reality looks different: Attackers don't choose the most famous targets, they choose the easiest ones.
Mid-sized companies and SMEs are attractive targets for several reasons:
Leaner Processes Mean Fewer Security Layers
What's an advantage in operational business becomes a vulnerability in IT security. While large corporations often have multi-layered security architectures, SMEs work more efficiently but also with fewer redundancies and protective layers.
Time Scarcity as a Security Risk
In mid-sized companies, everyone wears multiple hats. The IT manager often also handles procurement, project management, or support. There simply isn't time for in-depth security analysis.
Valuable Data, Underestimated Risks
SMEs possess highly valuable data: customer lists, construction plans, financial data, access credentials to partner systems. For attackers, this information is worth gold, whether for extortion, resale, or as a springboard to larger targets in the supply chain.
The Numbers Don't Lie
According to current studies, over 60 percent of German SMEs have been affected by cyberattacks in the past two years. The actual number is likely even higher, as many incidents go unreported or aren't even detected.
The Communication Problem: Tech Language Meets Business Reality
The real challenge isn't just the technical implementation of security measures, but communicating about these topics. How do you explain to executive management that they're affected without overwhelming them with technical jargon?
Terms like "Zero Trust Architecture," "SIEM integration," or "EDR solution" may be self-evident to IT security experts, but for decision-makers in mid-sized companies, they're often abstract and difficult to grasp.
The result: Security topics get postponed, budgets are prioritized elsewhere, and the gaps grow larger.
Security Packages You Can Understand: The Metaphor Approach
The solution lies in a fundamentally different communication strategy. Instead of technical buzzwords, we need images and comparisons from the analog world that every executive can immediately understand and categorize.
Here are six security services translated into language that works:
🧑✈️ The "External Security Chief" (Virtual CISO & Risk Management)
Not every company can afford a full-time Chief Information Security Officer. A virtual CISO assumes this role on demand: developing security strategy, assessing risks, advising on investment decisions, and serving as the point of contact for compliance questions.
Comparable to: A tax advisor you don't employ but consult regularly.
🚨 Digital Alarm System & Security Service (MDR & Incident Response)
Managed Detection and Response sounds complicated, but is fundamentally simple: a system that monitors your IT infrastructure around the clock, detects suspicious activities, and responds immediately in an emergency.
Comparable to: An alarm system that doesn't just sound an alert but also dispatches security personnel immediately.
🧾 Vehicle Inspection for IT (Vulnerability Management & Audit)
Just like your company vehicle, your IT also needs regular security inspections. Vulnerabilities are identified, assessed, and prioritized before they can be exploited.
Comparable to: A mandatory vehicle inspection, but for your digital infrastructure.
🧼 Basic Hygiene & Maintenance (Patch & Configuration Management)
Regular updates and correct system configurations are the foundation of any security strategy. Without them, even the best firewall is useless.
Comparable to: Handwashing and tooth brushing, basic hygiene measures that prevent illness.
🧠 Human Firewall (Security Awareness Training)
Your employees are often the first and most important line of defense. Regular training helps recognize phishing emails, use secure passwords, and see through social engineering.
Comparable to: Safety briefings in manufacturing, but for the digital workplace.
🪂 Emergency Parachute (Backup & Business Continuity Management)
When all else fails, you need a Plan B. Regular, tested backups and a well-thought-out emergency concept ensure that your company can quickly resume operations even after a successful attack.
Comparable to: Insurance plus an emergency plan that secures operations in a crisis.
What Belongs in the Basic Package for SMEs?
Not every company needs all six building blocks immediately. But there's an indispensable minimum that every mid-sized company should have implemented:
1. Backup & Recovery (Emergency Parachute) Without functioning backups, you're vulnerable to ransomware extortion. This is the absolute prerequisite.
2. Basic Hygiene (Patch Management) Outdated software is the number one entry point. Automated update processes close the most obvious gaps.
3. Security Awareness Humans remain the most common attack vector. Basic training pays dividends multiple times over.
4. Monitoring (Digital Alarm System) You need to know what's happening in your IT. Without monitoring, you often don't notice attacks until it's too late.
These four building blocks form the foundation. Specialized services like Virtual CISO or comprehensive audits can then build upon this base.
Metaphors as a Bridge Between IT and Business
The power of metaphors lies in their translation function. They transform abstract IT security into tangible concepts:
- The vehicle inspection conveys regularity and standards
- The alarm system communicates active protection and rapid response
- The parachute represents prevention and emergency planning
- Basic hygiene emphasizes routine and normalcy
These images help not only with decision-making but also with internal communication and budget justification to shareholders or advisory boards.
Making Security an Manageable Decision
Cybersecurity doesn't have to be an overwhelming technical challenge. With the right communication, it becomes a manageable decision that translates into clear packages, comprehensible costs, and measurable improvements.
The mid-market doesn't need more complex solutions, but more understandable ones. Not more technology, but clearer language. Not more tools, but better orientation.
The currywurst is long since eaten. But the insight remains: If you want to sell security, you must stop treating it like an IT problem. It's a business problem that demands business language.
And now to you: Which of these metaphors helps you most when discussing IT security in your organization? And what's still missing from the basic package?