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Shortcuts Sell - by James Berthoty - Latio Pulse

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Last week was huge for cybersecurity funding, but it reveals the reality of building successful cybersecurity companies - shortcuts sell more than security. Vanta Raises $150 million at $2.45 billion valuation Chainguard Raises $140 million at 1.12 billion valuation Wiz backs out of $23 billion deal Part of my background is slinging “SOC 2 automation” software. Like most cyber startups, we forked some open source software, slapped some features around it, and were able to build the outcome of “automated compliance.” As part of this, I was on over 100 sales calls with startups looking for the software they were going to use to achieve SOC 2. The key lesson I learned is that security is a differentiator, not a product. Below I’ll talk about why, and two important outliers from this. First, some prolegomena summarizing what these companies are: The heart of early Vanta was an OSQuery agent applied to SOC 2 compliance, together with connectors for other data. They work with auditors to run

Shortcuts Sell And other realities from last week's fundraising James Berthoty Jul 30, 2024 7 1 Share Last week was huge for cybersecurity funding, but it reveals the reality of building successful cybersecurity companies - shortcuts sell more than security. Vanta Raises $150 million at $2.45 billion valuation Chainguard Raises $140 million at 1.12 billion valuation Wiz backs out of $23 billion deal Part of my background is slinging “SOC 2 automation” software. Like most cyber startups, we forked some open source software, slapped some features around it, and were able to build the outcome of

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