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A European identity-security company needed to reach IT and security teams, one of the hardest audiences to advertise to. Starting from no creator program at all, Mozie evaluated 355 technical creators, ran personalized outreach to 269, negotiated rates with 31, reached agreed terms with 11, and signed the 6 that fit, across three countries, three disclosure regimes, and two currencies.
355
Technical creators evaluated
46
Replies from 269 reached
31
Rate negotiations run
6
Creators signed across 3 countries
The client is a European identity-security company whose product changes how workforces access company systems: passwordless, device-bound, phishing-resistant. Their buyers are IT and security teams, an audience that famously ignores ads, distrusts vendor content, and listens almost exclusively to practitioners they already follow. That made creator-led distribution the right channel, and also the hard one: the creators had to be genuinely technical, because this audience detects a scripted sponsorship instantly.
The brand had no creator program: no roster, no rate benchmarks, no contracts, no payout setup. Building one from zero means solving every layer at once. Which creators actually reach security practitioners rather than general tech audiences? What is a fair rate when one creator quotes $9 and another quotes $3,000? Who handles the agency representing a top creator? What disclosure rules apply when your roster spans the UK, the US, and India? Most teams stall somewhere in that middle and fall back to paid ads.
Discovery ran against the brief: creators whose audiences are IT and security practitioners, from cybersecurity researchers and ethical-hacking educators to cloud and DevOps voices. 355 creators made the campaign roster. Contact enrichment produced 234 verified email addresses, and 269 creators received personalized outreach. 46 replied and entered real conversations. Then the part that kills most creator programs: commercial negotiation. We collected rate cards and negotiated terms with 31 creators, benchmarking every quote against market value so the brand never overpaid on name recognition alone. Eleven creators reached agreed terms. Six were signed.
“One creator quoted $9, another $3,000. Without market benchmarks you either overpay for follower counts or insult the people you most want to work with. Rate discipline is a feature of the program, not an afterthought.”
Signing six creators across three countries meant closing gaps that have nothing to do with content and everything to do with whether the program survives contact with reality.
From a standing start, the brand ended with a signed roster of six technical creators spanning cybersecurity research, cloud education, and DevOps, across the UK, the US, and India, with every contract, disclosure requirement, and payout handled. The funnel that produced it: 355 evaluated, 269 reached, 46 in conversation, 31 negotiated, 11 agreed, 6 signed. Every number lives in the campaign record.
“Security practitioners can smell a scripted sponsorship a mile away. The only creators worth signing were the ones whose audiences would trust the recommendation, which is why 355 candidates became six signatures.”
Reaching IT and security audiences is the canonical hard case for marketing: the buyers are allergic to advertising and trust only their own. The answer is creators those buyers already listen to, but the distance between that idea and six signed, compliant, paid collaborations is where programs die. It is sourcing precision, honest outreach, rate discipline, contracts, disclosure law, and payments, all at once. That middle is exactly what Mozie runs. The brand saw a shortlist and made final calls. Everything else happened under the hood.
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