The Ledger
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Next-gen replacement software startups win primarily through superior sales execution
“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 t…”
Axonius scaled from zero to $100M ARR in 4.5 years
“And we went from like zero to one, I think in about a few months less than a year. And then we went from one to 10 in like a year and a half or something. And then from one to a hundred million, it took us four and a half years. So one of the fastest ever, eve…”
Cynical enterprise markets require hyper-accurate messaging and fast time-to-value
“You have to do two things really, really well in order to be able to break through that kind of customer journey. One is your messaging has to be super accurate. You really have to decide what do you call your category? What do you call the problem space? How …”
Axonius created and currently leads the CAASM cybersecurity category
“We create a category called cyber asset management or cyber asset attack surface management initials chasm that ended up being picked up by the industry sort of analysts major firms like Gartner and Forrester and others. So we really create our own category an…”
Near-immediate time to value drove viral adoption for Wiz and Axonius
“And then they asked him, well, why? And he said with both of them, that time to value was almost immediate. I had spent very little effort to see an immense amount of value. So I think that was the key factor for them and for us as well.”
Enterprise sales teams should never criticize a buyer's existing technical architecture
“Never call anybody's baby ugly. So like a lot of times we would find gaps that could make people defensive, right? Like we'd say, Hey, This controller, this, like, architecture, there's a bunch of problems with it. So instead of going and telling these people,…”
Axonius maintains an industry-leading Net Promoter Score near 80
“And we have one of the highest NPS scores that we know of in cybersecurity. It's like high seventies, low eighties.”
Encryption and direct internet traffic broke traditional network scanning methods
“Everybody thought that they could just scan the network and then figure out what they had. But because of the encryption of the networking layer, because Devices stopped sharing information on the network layer and just through the internet, then that stopped …”
Axonius built over 1,300 API adapters connecting to existing enterprise tools
“And we built all these adapters today. We have over a 1300 of them that you just give us an API key or a credential to all your existing tooling.”
Fortune 500 CISOs validated the Axonius problem directly to seed investors
“Every single one of them told that VC, That investor, this is one of the biggest problems I have, and even more so, nobody's trying to solve this.”
Axonius failed many proof-of-concept trials before closing its first customer
“We had tried many different POCs before we got to our first customer and many of them failed.”
Enterprise positioning dictates the budget line, which determines the true buyer
“This positioning is very, very important for enterprise buyers and in crowded industries like cyber, because People will always ask you like, okay, which budget line should I be using? Because that also determines who's the real buyer, right? Who's the influen…”
Sysman's previous startup reached $1M ARR purely on hustle, lacking market fit
“That's sort of what happened to me in my previous company, we got to a millionaire. But to be honest, there was no real market opportunity there. It was because we were hustling as founders, right? Like we made enough people like us enough and knew we would wo…”