A cyber GTM conversation about going after lighthouse accounts instead of easy logos.
Felix walks through spinning @CraniumAI out of @kpmg, why they chased the biggest banks and pharma companies first, and how founder selling and a community-led "Trust Hub" drove pipeline. He gets specific on deal cycles, proving value in the first 30 days, and a channel model now carrying 75% of the business. Useful for anyone working on B2B cybersecurity sales or selling cybersecurity solutions into the enterprise.
In this episode:
* Why getting the MVP funded in three days inside KPMG changed everything
* The case for targeting large lighthouse accounts over mid-market logos
* How the AI Trust Hub community became a real source of leads
* Closing a global bank in four to five months by selling to procurement
* Showing value fast: scanning 100,000 code repositories in hours
* Building a channel where partners earn two to three dollars in services per dollar of product
New episodes of the Cybersecurity Go to Market podcast drop regularly. Subscribe for more conversations on how cyber companies grow sales faster.