Attaching B2B products to existing budget line items accelerates enterprise sales
Casey Ellis · He tested his pitch on Uber drivers—then built a cybersecurity platform to $180M raised. | Casey ... · PMF Show · Oct 13, 2025 · at 42:32
Casey Ellis, founder of Bugcrowd, explains how positioning crowdsourced cybersecurity against existing penetration testing budgets dramatically accelerated early enterprise sales cycles.
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“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 attach to that, that's like your shortest path, full stop.”
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