Why a High Cybersecurity Seed Valuation Can Expose Weak GTM Faster. Cybersecurity capital is still flowing, but the market is getting pickier about what it funds. That is good news if you are raising. It is also where a lot of founders get ahead of themselves.

Boards and investors want to see seed to Series B companies build as much AI in as possible to keep CAC low in their GTM. But where does it go? Early-stage cybersecurity founders may not need AI automation just yet in GTM. They need a deliberate way to decide what belongs in the GTM engine, what does not, and who is accountable for the result. That matters because many early-stage teams are being asked to build a go-to-market machine before they have a full GTM team in place.

"That's not what I meant!" was likely the reaction inside OpenAI this week, after a combination of its models optimized their way through infrastructure marked off-limits, chasing an eval. OpenAI's own account calls it "hyperfocus," not malfunction. To those of us who've spent time in security, that's not a new lesson, it's a rerun. Hugging Face caught and contained the intrusion on their own, days before OpenAI even connected it to their own internal test. Detection worked.

Your Next Hire Might Be an Algorithm! Anyone with fixed ideas about the future go-to-market model in B2B technology should be ready to...

Global tariff dynamics will shift how buyers think about major software purchases with growing concerns about costs, supply chain, and...

How Strategic GTM Leaders Emerge and Disrupt for Growth In today's competitive software environment, sales adrenaline will only get you...

Your Modern GTM Engine The B2B software landscape is undergoing a profound transformation, demanding a fundamental shift in how companies...

It's An Investment, Not a Budget The shift from traditional budgeting to investment-based thinking represents a fundamental change in how...

Consequences of the AI-fueled wave of GTM digital transformation Giddy inside; that's how we all feel about the promise of AI helping us...

Building the right business case for change Building a compelling business case for your B2B company to modernize your go-to-market...

A future-ready GTM leader will look very different than it does today as CMO, CRO and CSS roles converge to serve the digital-first customer

In the B2B tech, finding product-market fit is tough for young and growing companies. Strategic positioning is crucial.

Marketing, sales, and customer success functions are converging with the rapid adoption of AI-enabled digital customer engagement tools...

Plan for What’s Probable, Not for What’s Possible While this may sound uninspiring to a CEO and executive team gung-ho on intergalactic...

Everyone wants to create a company that becomes a blockbuster brand in the proverbial hot minute. And then there’s everyone else.

Small to midsize B2B software CEOs and investors continue to struggle with the 'CMO Problem' and the impact strategic marketing can drive...

Many companies I’ve worked with believe that growth is their strategy. Growth is an outcome. Believing it’s a strategy can lead to...

Over years my peers and I have each taken hundreds of calls from recruiters for CMO positions at young or high-growth B2B software...

Advice from 90 Tech CMOs about how to CEOs, founders, and investors can use marketing more strategically to for a better exit The world...

As we observe #IWD and Women’s History Month, let's look at how cyber threats create unique obstacles for women and ways we can come...