Next-gen replacement software startups win primarily through superior sales execution
Dean Sysman · They failed every POC—then grew their cybersecurity platform to $100M ARR in 5 years. | Dean Sysm... · PMF Show · Oct 16, 2025 · at 16:29
Axonius CEO Dean Sysman breaks down go-to-market dynamics when selling replacement products into established software categories with predefined budgets and RFP lists.
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“Those companies still need to do product well and marketing well, but the way they win, the way they become dominant is by being the best at sales because they understand the deal mechanics the most. They understand how the buyer's gonna make a decision, and that's how those next-gen something companies end up being successful. They're like super strong on sales. They understand how to replace the incumbent and take over the budget.”
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