Bugcrowd

“We had commitments for I think it was 1.6 million out of Australia before we flew to the US.”

“Like don't think about marketing funnels or PLG or like hiring salespeople or any of that stuff until you as a founder have figured out how to tap out your existing networks. I think the bulk of the power that you're going to have pre series A is probably goin…”

“We actually didn't cut code on a platform until, like, literally my technical co-founder built the first version of the platform on the flight from Sydney to SF as we were fundraising, right?”

“Network effects, like your supply-to-man ratios, like all of these different things, there is an element of land grab. That's just inherent to building a marketplace company. But I always saw that as being fairly fragile as the only thing to rely on because ul…”

“We hit a million in bookings in the first year. We did, I think it was three million the following year.”

“We did a deal with Google in the first like four or five months, which was insane.”

“One of the things that happened in twenty-fifteen was that the Department of Defense launched the Hack the Pentagon program. So to see, like, the DOD go out to the open internet and say, hey, like, we need the help of fifteen-year-old kids to secure our stuff.…”

“So the liquidity from supply to demand basically operates as a float across the top of everything. We're charging customers for is using the platform to make the program itself happen in the first place. So it's basically a SAS like your revenue model.”

“Customers, a hundred percent. Like I was cheating a little bit on the supply side because I was already a part of that community. So I already had, you know, some degree of like trust and different things like that. And then Once you kind of drive a message ac…”

“Then I hired two salespeople, because if you're going to do that, you never hire one, you always hire two, because that way they compete with each other and G each other up.”

“Your internal evangelist, your internal sponsor, like at some point they're going to have to have a conversation with the CFO. And the first thing the CFO is going to do is open up a spreadsheet and see if there's an existing budget one item. So if you can att…”

“That was like 50 grand. Pretty much that just tied us over for Four and a half, five months. Got us over to SF, raise our series seed, which we'd already kind of kicked off by the end of it in Australia.”

“We had probably 5000 odd signups in the first month or two, so it's like, cool, supply side's there, we've got that part sorted out.”

“The problem that I had with it was this idea that, like, you know, the whole reason that we're here as a cybersecurity defender industry is because of this crowd of adversaries, right? It doesn't look like one person being paid by the hour. It looks like this …”

“Literally every time I got in the car, I do this. And this is how I refined my pitch. Cause it's like, if I can get this out, have them show some sort of buying intent. Not confuse them or trip them up in the process. The more consistently I can do that, the m…”