Vanta

“He came to me and was like, I want to spend 60,000 dollars on this ad, and my deal with him was like, fine, but you got to sell four more Vantas, because the Vanta basically cost 15,000 dollars, and the next month he sold like 34 more Vantas because of the pod…”

“We have 15,000 customers.”

“GitHub gets 92% of all of the questionnaires they receive answered through Vanta.”

“Arguably, you know, hundreds of millions of dollars in market cap attributed to that billboard.”

“I think for a startup that's never done this, it is unhelpful, because it sort of opens up, you know, a maze in a way that's just not great, and that's why being prescriptive, like, is part of, I think, the, and Vanta's initial product market fit, I think it's…”

“Our growth rate's actually quickened the last couple of years and quarters and months, and so it bends up 60% annual plus for the last couple of years since that milestone.”

“I think the second part is market sizing is bullshit. You know, you can, like, be as academic or whatever, strategery-ish as you want about it, and, like, the market size today is only a predictor of the market size today.”

“Now that we have Probably 30,000 audits completed.”

“In the early days, before we had competitors, we tried to basically make this call response of, like, someone says, talk to you, someone says Vanta. And this really close association, which in the early, again, when we were just competing against consultants. …”

“The market for startups getting SOC II in 2018 was zero dollars. Truly zero.”

“We probably have a couple dozen of them, and if I think about our roadmap, you know, knock on all the things, like, well, like, hundreds by the end of the year.”

“One of the original, like, founding hypotheses of the company is if you want to start a security company for startups, you should actually start a compliance company. Because your customers never ask you for Security, but they do ask you for compliance.”

“This summer.”

“The pros are that European enterprises are the ones that care the most about AI, and this is where they would turn, and so it's the thing that has the most market traction so far. But like none of these are like breakout. None of them have product market fit.”

“The theory at the time was GDPR is written by lawyers at a very high level. You see, it's like not a spec you can handle an engineer, like comically kind of bad as an engineering spec, but like, it's fine. We will clarify that in court over the next 10 years, …”