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The VC slowdown exposes a painful reality. Cybersecurity startups raised 40% less than in 2022—the steepest drop since the dot-com crash (Crunchbase). Yet Cisco still paid $28bn for Splunk. This divergence proves one truth: investors now care more about sustainable economics than vanity metrics. Why This Debate Matters Now Boardrooms are split. ARR (Annual Recurring…
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Multi-tenancy sounds clean. Efficient infra. Single codebase. Easy onboarding. It’s how most SaaS scales. But the security edge cases? They’re real. And most vendors don’t talk about them, until a tenant leak hits Twitter and suddenly everyone’s scrambling for containment. If you’re managing multiple customers on shared architecture, here are the trade-offs you need to…
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Most partner marketing teams have MDF budgets. Few partners know how to unlock them. You write a request. Attach a deck. List three vague tactics. Hit send. And wait. No response. Or worse—a “please revise” with zero clarity on what to fix. It’s not that vendors don’t want to fund you. It’s that your proposal…
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The Stakes Have Never Been Higher A single zero-day exploit in MOVEit Transfer compromised millions of records—including sensitive Oregon driver data. Meanwhile, Gartner predicts 14% growth in security spending this year, with cloud-native tools eating legacy vendors’ lunch. Your product isn’t just competing for budget; it’s fighting for relevance in a market where one breach…
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Everyone wants a 99.999% SLA—until they see what it costs. Every extra nine comes with real trade-offs: in infra, in people, in cash flow. The goal isn’t to promise the most. It’s to promise what matters. And to do it in a way that helps you win deals without blowing up your ops team. Start…
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Security buyers don’t just evaluate your features. They evaluate the time and talent it takes to make them work. If your product needs three sprints and a full-time engineer just to plug into the stack, you’re not selling security, you’re selling friction. That’s why “no-code” integration isn’t fluff. It’s a deal lever. Security teams are…
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The Wake-Up Call: Why Buyer Personas Matter Now Differentiation is now a survival skill. For cyber-security founders, that means knowing exactly who needs your solution and why. Miss the mark, and you’ll drown in a sea of undifferentiated noise. Consider this, B2B buyers say vendor content fails to address their needs (Forrester). In cybersecurity, where…
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Once your pipeline hits a certain volume, your CRM starts distorting reality. Not on purpose. Just through noise, gaps, and human shortcuts. Win-loss analysis is meant to fix that, but most teams run it too late, too manually, and too shallow to be useful. I’ve built this out before. If you don’t automate the collection…
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Peer-to-Peer Reviews in Small Teams, Worth It?
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1 min read
Short answer, no. Here’s why. Peer-to-peer reviews sound great—better code, tighter security, sharper GTM plans. But in a 10-person shop, is the hassle worth it? Drawing from my own scars, here’s the real deal on making reviews work without killing your vibe. In small teams, mistakes sting. One bad config can leak data. A sloppy…
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Everyone’s trying to drop response times and scale support. ChatGPT feels like a cheat code. It writes fast, never sleeps, and can mimic your tone better than half your team. But in security and regulated industries, one wrong use of AI and you’ve got a trust problem. Not a tooling problem. So how do you…
