The Ledger
Every statement that passed quotation and attribution checks. Mix any filter with any other: certainty 1/5, debate potential 5/5, or both at once.
why aren't all 20 resolved? a statement only gets an assessment when the public record can support or contradict it. opinions and what-ifs never can, and 0 checkable ones are still open, waiting for their date. predictions held up or didn't; assertions are supported or contradicted. on every card: ▮▮▮▮▮ certainty · ▮▮▮▮▮ debate potential. speakers are clickable
Lemkin: Tech Has Shifted Away from Efficiency Back to Growth
“This is the age of efficiency. It's not, we are back to growth. Look at that chart. Look at cursor. Look at whiz. This is what the, this is not only what VCs are hunting. It's tough. This is where your recruits want to work.”
Lemkin: Wiz seems to be the fastest-growing software startup ever
“Wiz is, seems to be the fastest growing software startup ever in today's markets.”
Herzberg: Non-users will not read blog posts about new product features
“Even as, you know, like, even I like Instagram, right? I'm never going to read a blog about the new Instagram feature. So why would somebody who does not use my product read the blog about my features, right?”
Herzberg: Wiz moved its field marketing organization to report to sales
“Today, in Wiz, the marketing team is actually structured untraditionally. So, like, about a year ago, I actually split the marketing org so that the field marketing org is under the sales org. Because to me, it's so attached to regional and to sales, and it's …”
Herzberg: Fear-based marketing fails with technical cybersecurity practitioners
“Security products. Typically were like black and red type of thing that really most of the marketing was done on like scaring people. Hey, I will help you prevent this bad thing from happening. And as an actual technical practitioner, first of all, it's never …”
Lemkin: Cloud security company Wiz sells entirely through partners
“If your ecosystem is in any way partner-driven, and you'll see, if you go super, if you go, like, into security or enterprise, sometimes it's a hundred percent. Wiz is all partners.”
Jones: Wiz is transitioning to a 100% channel sales model
“Like we announced earlier this year, we're transitioning from a kind of hybrid direct channel model to a hundred percent channel. That's a result of how our customers are telling us they want to buy.”
Colin Jones: Celebrating High Performance Requires Not Tolerating Underperformance
“The best way to celebrate over performance is not to tolerate under performance, but like a players want to be with a players.”
Herzberg: Early Wiz marketing prioritized brand awareness over pipeline generation
“I was not focused on building pipeline because I did not even know I was supposed to be focused on that. I was just like thinking in terms of how do I solve this problem as fast as I can?”
Herzberg: Wiz markets to end users over executive buyers
“No, see those are one part of it, but at the end of the day, my best friends are the users. They're the ones that at the end of the day have to love the product, have to use it, have to talk about it in their communities. So absolutely. It's not just, we don't…”
Herzberg: Marketing and pipeline metrics must grow over 20% quarter-over-quarter
“I look at the number and I want it to grow exponentially, meaning you have to go over 20% quarter by quarter. I want to see, like, you know, touch points and attribution and pipeline. Oh my God, there's so many ways to measure it. I just want it to grow expone…”
Lemkin: Wiz scaled from $1M to $100M ARR in under 20 months
“I mean, but in general, I think it did like one to a hundred in 18 months or 20 months or something like that.”
Jones: GTM planning should be milestone-based with objective triggers
“I'm a big believer in milestone-based planning. If A plus B equals C, you better move on to D. And right, so like, objectify the outcomes and the milestones so that it's a no-brainer.”
Wiz CRO: Wiz scaled to over $200M ARR in 27 months
“You know, one of the things I'm proud of is two hundred million plus in 27 months.”
Jones: Creating and recognizing demand is an organization-wide effort, not sales-led
“How do you create more of it and how do you recognize it? And that's not a sales led effort. Like just for everybody is listening. That's an organizational effort. That means adjusting roadmaps and feature function and product direction and marketing approach.…”
Wiz CRO: Security sales networks are earned over time, not at happy hours
“Specifically within the security domain, your network is earned. Over an extended period of time. Like I will never do anything that I don't believe is the right thing for a customer, right? And so like you have to earn that credibility and that trust and buil…”
Herzberg: Wiz marketing team must show AI use in quarterly reviews
“Every person has to say like, what am I doing with AI and show cool things to the team. And we've been doing that for at least over a year.”
Herzberg: Wiz deployed an internal GPT company-wide to enforce technical tone
“Now I built, like, a super easy GPT that we call, like, the whiz spell checker that is used not by marketing. It's used by every single person in the organization. What it does is it makes sure that it's, like, according to our brand and tone of voice.”
Herzberg: Gamified CTF challenges drive strong marketing traction for Wiz
“One of the things we, that works really well for us right now is Really releasing they're called CTFs in the cybersecurity world, but releasing really complex challenges that teach people how to do security hands-on. Like, you can think of them almost like web…”
Blonde: Category Passion Is a Bonus Rather Than a Strict Hiring Requirement
“That if you can get someone who you believe can have an incredible impact on the business and has this track record that is Colin like where starts as a BDR just crushes it realizes a bunch of promotions over a number of years. And that person is also extremel…”