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Why and When Should SaaS Startups Conduct a Penetration Test?

Updated: 23 hours ago

According to Atomico's latest report "The State of European Tech," there are over 3,900 fast-growing tech companies and 41,000 early-stage startups in Europe. It is expected that at least 25,000 more tech startups will emerge in the next five years. In the US and Canada, there is also reason for optimism in 2024, with a forecasted increase in investments.

However, startups face numerous challenges, including a rise in cyberattacks. According to Verizon's 2023 Data Breach Investigations Report, small businesses were targeted in 43% of all cyberattacks. The risk is exacerbated by many startups' lack of adequate resources to combat complex cyber threats. Unlike large corporations with substantial resources for robust cybersecurity, startups and small businesses must act more strategically due to limited resources.

Given these challenges, it is crucial to understand how and when to implement cybersecurity measures such as vulnerability scanning or penetration testing.

This article delves into penetration testing for startups: its benefits, types, recommended frequency, costs, and more.

Why Penetration Testing is Essential for SaaS Startups in 2024

As the popularity of SaaS platforms grows, hackers continuously seek vulnerabilities to carry out illicit activities. They aim to find easy access points to systems, such as obtaining sensitive employee data or personal information about an organization’s consumers. Regular penetration testing allows companies to identify weaknesses in their security systems.

Protecting User Trust

A key element for any SaaS provider is establishing and maintaining user trust. Clients entrust their valuable data to these businesses. However, even a single security breach can severely damage this trust, leading to significant reputational loss among existing and potential customers. Penetration testing acts as a shield, identifying vulnerabilities before malicious actors can exploit them, thus safeguarding user trust.

Regulatory Compliance

SaaS providers must rigorously implement their services to fully comply with data privacy and security standards. Penetration testing is not just important but a mandatory step for meeting compliance criteria. Regular testing enhances security levels and ensures adherence to security standards, which undeniably boosts the company's reputation, attracts major clients, and strengthens investor and customer confidence.

Early Detection and Timely Response

Cyberattacks are becoming increasingly sophisticated, utilizing complex strategies to exploit vulnerabilities. Penetration testing helps identify how and when attackers might exploit a company's weaknesses. Regular testing allows companies to detect potential threats early, before an attack occurs, enabling immediate corrective actions.

Promoting Continuous Improvement

The cybersecurity landscape is constantly evolving, with new threats emerging regularly. Penetration testing keeps companies vigilant and fosters a culture of continuous improvement. Through iterative testing of their systems, companies can implement necessary fixes and enhance their security measures based on the results of the tests. This ensures that SaaS platforms remain resilient against ever-changing cyber threats.


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What is Penetration Testing for SaaS?

While SaaS systems simplify workflows, their structure is quite complex. SaaS solutions consist of numerous components that are invisible to users: web interfaces, network connections, cloud services, APIs, integrations with third-party services, core software, user roles, and other intricate systems that together form the functionality of SaaS.

Maintaining and securing SaaS components at an enterprise level is a challenging task, as vulnerabilities can arise in various forms. This is why penetration testing (pentesting) for SaaS is extremely beneficial, as it helps identify and mitigate potential security risks.

Pentesting involves a detailed and complex analysis of all elements of a SaaS business, with the goal of improving defenses against cybercriminals who attempt to exploit existing vulnerabilities to breach security systems. The results of a SaaS pentest allow system owners to reassess their current cybersecurity posture and promptly address weaknesses. Therefore, it can be confidently stated that pentesting SaaS significantly aids in identifying opportunities for further enhancing overall cybersecurity within the company.

What is Penetration Testing for Startups?

Penetration testing for startups is a method involving controlled cyberattacks to identify and eliminate vulnerabilities in SaaS applications, APIs, and cloud services used by the company. This procedure is essential for ensuring data confidentiality, maintaining customer trust, and meeting cybersecurity and regulatory standards.

This is particularly crucial for startups, which, unlike large corporations, often operate with limited resources and need to grow quickly. Therefore, it is critical for them to integrate security into business processes from the very beginning. Ensuring security from the initial stages is not only a preventive measure against potential cyberattacks but also a way to strengthen trust among clients and investors, who appreciate transparency and responsible risk management.

Penetration testing for startups is significant in the context of cybersecurity, serving as a strategic tool that includes the following aspects:

Developing a Security Culture

Establishing the priority of security from the start of production and operational processes is key to shaping future business approaches. This emphasizes the need to integrate security and innovation, creating a safe yet innovative work environment.

Attracting Investments

Effective and systematic penetration testing can significantly enhance a startup's attractiveness to investors. Potential investors, seeing the company's commitment to high security standards, are more likely to invest, feeling confident in the startup's stability and reliability.

Rapid Market Entry

Quickly identifying and addressing vulnerabilities helps avoid delays that can arise due to security issues. This facilitates smoother and faster product launches, providing the company with advantages over competitors who are slow to respond to such threats.

Preparing for Startup-Specific Challenges

Testing is tailored to the unique needs of each startup, its development stage, and resource constraints. This helps form a comprehensive cybersecurity strategy that aligns with the dynamic and innovative growth of the company.

Enhancing Security and Building Trust

Penetration testing allows the development of effective security plans based on the test results. This proactive approach not only strengthens the company's defenses but also boosts customer and investor confidence in the company's commitment to safeguarding their data and interests.

Vulnerability Scanning vs. Penetration Testing

Vulnerability scanning and penetration testing are often confused, but they are two distinctly different cybersecurity assessment procedures.

Vulnerability Scanning

  • Purpose: It's the first step in securing information systems, involving an automated process using software to detect known vulnerabilities within the system.

  • Process: This process provides a list of vulnerabilities that need to be addressed but does not exploit these vulnerabilities.

  • Outcome: It identifies and reports potential vulnerabilities but does not confirm their exploitability or the potential impact of an attack.

Penetration Testing

  • Purpose: A much deeper and comprehensive approach than vulnerability scanning.

  • Process: Involves actively exploiting identified vulnerabilities through controlled simulated attacks to mimic potential actions of real-world attackers.

  • Outcome: Provides a thorough understanding of the system’s security by demonstrating how vulnerabilities can be exploited and offering detailed insights into the effectiveness of current security measures.

Using both methods together offers a more complete understanding of a system’s security posture and helps develop more effective cybersecurity strategies. This is particularly crucial for businesses that need to protect their data or consumer information reliably.

Types of Penetration Tests for Startups

Penetration testing for startups is recommended at any stage of their development, including creation, proof of concept, and expansion phases. The systematic execution of cybersecurity assessments offers several key benefits:

Regulatory Compliance

  • Importance: Many startups operate in industries regulated by various standards and legislations, such as GDPR, HIPAA, ISO 27001, and PCI DSS.

  • Benefit: Penetration testing ensures compliance with these norms, reducing the risk of legal issues and enhancing the company’s credibility.

Data Leak Protection

  • Importance: Rapid identification and remediation of vulnerabilities significantly reduce the risk of data breaches.

  • Benefit: Critical for protecting sensitive information, such as customer personal data, intellectual property, and financial records.

Customer Trust and Loyalty

  • Importance: Over half of startups face demands from potential clients to verify their cybersecurity level.

  • Benefit: Possessing certifications and detailed penetration testing reports improves the company’s reputation and trustworthiness, especially in its early stages.

Partner and Third-Party Assurance

  • Importance: Penetration testing is often conducted due to partner requirements and to maintain high trust levels between the startup and its suppliers or other third parties.

  • Benefit: It ensures that all parties involved have confidence in the startup's security measures.

Enhancing Security Posture and Overall Resilience

  • Importance: Regular testing fosters the development of a robust security system by continuously identifying and fixing vulnerabilities.

  • Benefit: Increases the company’s overall resilience to cyberattacks.

Competitive Advantage

  • Importance: In highly competitive markets, startups that actively implement cybersecurity measures gain an edge over other companies in their industry.

  • Benefit: Commitment to cybersecurity and the implementation of measures such as penetration testing increase client trust, recognizing the importance of adhering to international cybersecurity standards.

Types of Penetration Tests for Startups

Penetration tests for startups can be classified into three main types, depending on the level of information provided to the testers about the target system. Each type offers a different approach and perspective on the startup's security level, helping to identify vulnerabilities from various angles:

1. Black Box Testing

  • Description: Testers have no prior knowledge of the internal structures or workings of the target system.

  • Approach: Simulates an external attack without insider information.

  • Benefit: Provides a realistic view of how external attackers might attempt to breach the system.

2. White Box Testing

  • Description: Testers have full access to the system's internal information, including source code, architecture, and documentation.

  • Approach: Allows a thorough examination of the system's internal structures and logic.

  • Benefit: Identifies vulnerabilities that may not be visible through external testing methods.

3. Gray Box Testing

  • Description: Testers have partial knowledge of the internal workings of the target system, typically combining aspects of both black and white box testing.

  • Approach: Simulates an attack from someone with limited insider knowledge, such as a user with some access to the system.

  • Benefit: Balances the perspectives of external and internal threat scenarios, providing a comprehensive assessment of the system's security.

Each type of penetration test offers unique insights and benefits, contributing to a well-rounded understanding of a startup's cybersecurity posture and helping to ensure robust protection against various threats.

If you have any questions regarding penetration testing, we have detailed the process and importance of penetration testing in our article. You can read it here, or order our "Pentest Buyer Guide" for more detailed information. This will help you address 90% of your questions about penetration testing.

Recommendations for Security Assessments for Startups at Different Growth Stages

Choosing the appropriate security assessment for a startup depends on various factors, including the company’s size, stage of development, infrastructure complexity, regulatory requirements, and available resources. Based on our experience at ESKA, where we have conducted penetration testing for hundreds of startups at different growth stages, we have formulated recommendations on the optimal types and frequency of security testing for each stage.

Early Stages (Formation and Validation)

  • Automated Vulnerability Scanning: Start with automated vulnerability scanning. This scanning can be configured for regular execution and serves as the first line of defense, identifying and fixing common vulnerabilities in the system’s infrastructure and applications with minimal effort.

  • Annual Penetration Testing: Conduct annual penetration testing from a "gray box" or "white box" perspective. Gray box testing offers a balanced approach, providing insight into potential vulnerabilities based on a certain level of internal information similar to what a potential attacker might have.

  • Certification and Compliance: Use the penetration test report to gain certifications, meet compliance objectives, or demonstrate a high level of cybersecurity to your clients.

Growth Stage

  • Increased Complexity: As the startup moves from initial development to growth, the complexity of its operations and IT systems increases, as well as the volume of processed data and market visibility.

  • Frequent Penetration Testing: Alongside vulnerability scanning, conduct penetration testing more frequently—quarterly or continuously.

  • Key Platforms Testing: Regularly test all critical platforms of the startup to avoid making the common and catastrophic mistake of neglecting penetration testing altogether.

Preparing for the First Penetration Test

Thorough preparation for the first penetration test will enhance its effectiveness and help improve the cybersecurity posture of your startup. Here's a guide to help you prepare effectively:

  1. Define the Scope:

  • Determine which parts of your network, systems, mobile, or web applications you want to test. The scope should provide a comprehensive assessment covering critical aspects of your startup's digital assets.

  1. Set Objectives:

  • Identify if you are verifying compliance with specific regulations, seeking common vulnerabilities, or focusing on suspected weak areas.

  1. Choose the Right Type of Penetration Test:

  • Understand the differences between black box, white box, and gray box tests, and decide which best suits your needs.

  • Black Box Testing: Simulates an external attack without prior knowledge of the system.

  • White Box Testing: Provides the tester with full information about the system.

  • Gray Box Testing: Combines both approaches.

  1. Communicate with Your Team:

  • Inform relevant team members about the test. Ensure they know what to expect and can distinguish the test from a real attack. Decide whether the test should be "blind," with only select individuals aware of it, or if everyone should be informed.

  1. Backup Data:

  • Ensure all critical data is backed up. Although penetration tests are safe, having up-to-date backups is always a good practice.

  1. Logistics and Timing:

  • Schedule the test at a time that minimizes disruptions to your business activities.

  1. Post-Test Plan:

  • Plan how you will address identified issues. This includes allocating resources to fix vulnerabilities and potentially planning a follow-up test.


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Defining the Scope of the First Security Assessment

The first penetration test should strategically focus on critical areas where the likelihood and impact of a breach are highest. Here’s a recommended scope for a tech startup:

  1. Web Application and API Testing:

  • Since tech startups often rely on SaaS applications, web services, and APIs, it’s crucial to test for vulnerabilities such as SQL injection, cross-site scripting (XSS), and insecure API endpoints. Ensure robust authentication, authorization, and data validation mechanisms.

  1. Cloud Infrastructure and Storage:

  • If using cloud services (e.g., AWS, Azure, Google Cloud Platform), include testing your cloud configuration and storage. Check for misconfigurations, insufficient access controls, and inadequate data encryption.

  1. Mobile Application Security:

  • If your startup has a mobile app, include it in the test. Focus on areas such as data leakage, session handling, and integration with external services or APIs.

  1. Network Security:

  • Conduct both external and internal network testing. Externally, focus on firewalls, perimeter devices, and remote access points. Internally, assess the security of wireless networks and data transmission mechanisms.

  1. Endpoint Security:

  • Evaluate the security of devices accessing your network (e.g., laptops, smartphones, workstations). This includes testing for vulnerabilities that could be exploited through phishing attacks or malware.

Key Considerations for SaaS Penetration Testing

When choosing a penetration testing service for your SaaS platform, consider aspects such as transparency, feasibility, timelines, methodology, trust, and security. Here are key points to focus on:

  1. Transparency:

  • Ensure the service provider communicates openly about the testing processes, results, and methods. Transparency helps you understand what will be tested and how vulnerabilities will be addressed.

  1. Feasibility:

  • Ensure the penetration testing service is feasible for your company, considering your resources and needs. This includes financial affordability and technical capabilities.

  1. Timelines:

  • Learn about the time required for testing. Ensure the timelines align with your business needs and operational schedules.

  1. Methodology:

  • Confirm that the provider uses proven testing methodologies that adhere to industry standards and best practices.

  1. Trust and Security:

  • Choose a provider with a reputation for being a reliable partner, ensuring a high level of security during testing.

Additionally, ask well-informed questions regarding:

  • Testing Process: What methods and tools are used during testing?

  • Testing Frequency: How often is testing conducted to ensure security remains current?

  • Post-Testing Support: What support is provided after testing to address identified vulnerabilities?

  • Certifications: Does the provider have the necessary certifications and qualifications to conduct penetration tests?

  • Clients and Case Studies: Can the provider offer examples of successful projects and client testimonials?

By considering all these factors, you can ensure the highest level of security and reliability for your SaaS platform through effective penetration testing services.

How much does a pentest cost for startups?

The cost of a pentest depends on several factors such as the organization's size, type of assessment, level of detail, specific compliance requirements, and the experience and reputation of the pentesting provider. Simple tests for web applications or APIs are usually cheaper, whereas a thorough review of all company assets will require significantly more time and resources, thereby increasing the cost of the pentest.

The average cost of a professional pentest ranges from $10,000 to $35,000. However, depending on the project's complexity, prices can start from $5,000 and go up to $50,000 or more.

Earlier, we have covered the topic of penetration testing pricing in our article, where we have detailed the main aspects of this issue. We recommend reading this article to gain a deeper understanding of the factors that influence the cost of penetration testing and how it can benefit your business.

At ESKA, we offer a wide range of tailored services that can help any startup take its first step in business with enhanced cybersecurity. Contact us to implement modern cybersecurity solutions.


Despite numerous cautionary tales, many startups, especially in their early stages, often ignore cybersecurity. Unfortunately, this can leave them vulnerable to attacks. Considering the increasing rates of cybercrime, particularly phishing and malware attacks, neglecting investment in robust modern cybersecurity is a serious oversight.

Penetration testing and vulnerability scanning are critical components of a strong cybersecurity strategy, especially for startups and small businesses that may lack the extensive resources of larger organizations. Limited resources and the potentially devastating impact of cyberattacks on small enterprises highlight the importance of understanding and effectively utilizing different types of security testing. This can be a key factor in the survival and overall success of a startup.

Modern realities require startups to maintain their uniqueness and reliability. While large companies may survive reputational risks, a breach can be fatal for a startup, leading to a loss of trust from partners and investors, especially in the IT and SaaS sectors. It is crucial to start building a security system now, so that in six months your company meets security standards and is prepared for future challenges.

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