Battle-tested strategies for complex B2B markets. From displacement to differentiation.
Security Operations | Observability | Detection & Response
Security teams overwhelmed by alert fatigue, rising SIEM costs, and inability to demonstrate security outcomes to business stakeholders.
Legacy SIEMs focus on log collection, not threat detection. Teams spend 80% of time on data ingestion, 20% on security outcomes. Executive teams question ROI.
Position as "detection platform" not "data platform." Lead with threat coverage, not log volume. Show time-to-detect improvements, not storage savings.
3x increase in competitive win rate. 40% reduction in sales cycle. Higher ACVs through outcome-based value selling.
AI/ML Platform | Data Infrastructure | Cloud Native
AI/ML teams struggling with fragmented tooling, poor data quality, and inability to move models from notebook to production at scale.
Every vendor sells "AI platform" but none integrate. Teams cobble together 8+ tools. 90% of models never reach production. Data scientists spend 60% of time on infrastructure.
Position as "deployment platform" not "training platform." Lead with time-to-production, not model accuracy. Target VP Engineering, not Data Science managers.
Shortened sales cycle by 25%. Increased deal size through platform positioning. Higher retention through operational lock-in.
We build battle-tested GTM strategies for complex markets. From cloud security to observability, SASE to AI infrastructure.
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