Cacioppo: Vanta gained initial GTM traction by selling directly to engineers
Christina Cacioppo · The early-stage lessons of a $2.45 billion company (Vanta's Christina Cacioppo) | Masters of Scale · Mar 17, 2025 · at 19:42
Vanta CEO Christina Cacioppo explains how positioning Vanta as a developer-friendly translator between engineering and audit unlocked early sales adoption.
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“Where we first really had go-to-market success was selling to engineers and heads of engineering. And One of our early customers described us as like a babble fish, a translator, between engineering and audit, right? And I think there was something kind of deeply true there, whereas our pitch to an engineer was like, hey, you want to go through this? You can go talk to an accountant, or you can talk to some engineers. Like, which do you want?”
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