What security buyers actually need from the vendors who want their attention.
Justin Woody planned 100 buyer conversations for Twine and did 250. Nearly all of them pointed at a different problem, and the company pivoted before writing code. Here is how validation actually works.
Phill Keaney-Bolland
Employees are being told to adopt AI as fast as possible in the domain they understand least. That contradiction is the market every agentic-security founder is selling into.
Phill Keaney-Bolland
Security stacks are overflowing, budgets work by replacement, and the market’s biggest fear is buying the wrong thing. Here is the story that wins anyway.
Phill Keaney-Bolland
Ryan Lindley has sat in the CISO seat. He is specific about what earns a vendor trust, and about the sales behavior that gets a company quietly blocked.
Dr. Damodar Sahu treats privacy as a trust problem rather than a compliance one, and is clear that founder-led sales is not a stage you can skip.
Arjun Bisen went from diplomacy and Google to building Overwatch Data. He is blunt about selling into a market that has been burned by vendors overpromising.
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