Elastiflow’s Positioning Evolution: From Network Visibility to Cloud-Native Observability

Elastiflow’s Positioning Evolution: From Network Visibility to Cloud-Native Observability

Your positioning determines who you get compared to. And who you get compared to determines whether you win deals or waste cycles explaining why you’re different from solutions you don’t actually compete with.

Elastiflow learned this lesson the expensive way—through lost deals, exhausting sales conversations, and the creeping realization that technically accurate positioning can be commercially disastrous.

In a recent episode of Category Visionaries, Robert Cowart, CEO and Co-Founder of Elastiflow, explained how changing their positioning from “network visibility” to “cloud-native observability” wasn’t marketing polish—it fundamentally altered their competitive dynamics and opened conversations with buyers who actually had budget.

The Network Visibility Trap

When Elastiflow first positioned themselves around network visibility, it made perfect sense. That’s what the product did—it provided visibility into network traffic and behavior. The description was accurate, the category was established, and prospects understood the concept immediately.

The problem wasn’t comprehension. It was comparison.

“Network visibility” is a mature category dominated by expensive incumbents with decades of customer relationships, extensive feature sets, and entrenched procurement relationships. When Elastiflow showed up calling themselves a network visibility company, buyers immediately lumped them in with these established players.

The comparison was death. Elastiflow couldn’t compete on feature breadth—the incumbents had 20-year head starts. They couldn’t compete on enterprise credibility—they were a startup. And they couldn’t compete on price in the traditional sense because buyers expected network visibility tools to be expensive.

Every sales conversation became an exhausting exercise in differentiation. “Yes, we do network visibility, but we’re different because…” The positioning created a problem Elastiflow had to overcome rather than an advantage they could leverage.

The Repositioning Insight

The breakthrough came from recognizing that their target buyers weren’t actually shopping for “network visibility” in the traditional sense. They were solving different problems in different environments with different priorities.

“We’ve also expanded our messaging to talk about cloud native network observability and network detection and response,” Robert explained. “That helps us from a marketing standpoint to better align with the problems that people are trying to solve.”

Notice what happened in that shift. Three changes—”cloud native,” “observability” instead of “visibility,” and the addition of “network detection and response”—completely reframed the conversation.

This wasn’t semantic games. Each word choice did specific work:

“Cloud native” immediately signaled that this wasn’t adapted legacy technology. It told DevOps teams that Elastiflow understood their deployment model and constraints. It separated them from incumbents trying to retrofit traditional tools for modern infrastructure.

“Observability” connected them to a different buyer conversation than “visibility.” Observability implies modern monitoring practices, correlation across telemetry types, and alignment with SRE culture. Visibility sounds like something network operations teams buy. The audiences are different, the budgets are different, and the urgency is different.

“Network detection and response” added a security dimension that opened additional budget lines and stakeholder conversations. It wasn’t changing what the product did—it was describing the same capabilities in language that resonated with different buyers.

Why Observability Mattered More Than Visibility

The shift from visibility to observability deserves particular attention because it illustrates how category language shapes buyer perception.

Visibility is passive—it’s about seeing what’s happening. Observability is active—it’s about understanding system behavior, correlating signals, and enabling action. The connotation difference matters in enterprise buying conversations.

When you position as visibility, you’re a nice-to-have monitoring tool. When you position as observability, you’re infrastructure required for operating modern systems reliably. The urgency level is completely different.

Robert connected this directly to the infrastructure shift they were targeting: “What we saw was there’s a massive shift going on from traditional VM based and appliance based workloads to cloud native container and Kubernetes based workloads.”

In that context, observability isn’t just better marketing language—it’s the actual problem modern infrastructure teams are trying to solve. Containers are ephemeral. Services are distributed. Traditional visibility approaches that assume stable, long-lived infrastructure don’t work.

Positioning as cloud-native observability meant Elastiflow wasn’t competing with legacy network visibility tools. They were competing in the emerging category of Kubernetes-native monitoring solutions—a much less crowded space with buyers who had acute pain and available budget.

The eBPF Buzzword Strategy

One of the most tactically interesting aspects of Elastiflow’s positioning evolution was their deliberate use of trending technology terms. Robert was remarkably candid about this.

“There’s a massive problem of lack of visibility in containerized and Kubernetes environments. eBPF is the latest, coolest buzzword that everybody wants to talk about,” he noted. “So being able to talk about how we use eBPF to provide that visibility definitely helps capture mindshare when we’re talking to prospects.”

This might sound cynical—leading with buzzwords to capture attention. But Robert’s approach reveals sophisticated positioning thinking.

eBPF isn’t just a buzzword. It’s a specific technology that solves real problems in Kubernetes environments. More importantly, it’s a technology that buyers are researching, budgeting for, and asking vendors about.

When prospects search for “eBPF observability” or ask vendors “do you use eBPF?”, they’re signaling commercial intent around modern infrastructure monitoring. By positioning around eBPF, Elastiflow ensures they appear in those searches and conversations.

The alternative—positioning around generic network visibility without mentioning eBPF—means missing conversations where budgets already exist. The buyers talking about eBPF aren’t tire-kickers. They’re technical teams with actual infrastructure problems and approval to solve them.

How Positioning Changes Sales Dynamics

The practical impact of Elastiflow’s repositioning showed up in sales conversations. Instead of spending cycles explaining how they differed from expensive incumbents, they could focus on whether their cloud-native approach matched the prospect’s infrastructure direction.

The questions changed from “Why should we switch from our existing network visibility tool?” to “How does your eBPF-based approach work in our Kubernetes environment?” The first question is about replacement—high friction, long cycles, risk aversion. The second is about adoption of new capabilities for new infrastructure—lower friction, shorter cycles, alignment with where the organization is heading.

Robert’s description of the market opportunity captures this: “The old way of doing things doesn’t work in these new environments.” This isn’t positioning against incumbents by being better—it’s positioning by being native to a context where incumbents are playing catch-up.

When your positioning makes incumbents look like they’re trying to adapt rather than being built-for-purpose, you’ve inverted the credibility dynamic. Suddenly the established player’s maturity becomes legacy baggage, and your startup status becomes modern architecture.

The Broader Lesson About Category Selection

What emerges from Elastiflow’s experience is a principle that applies beyond network monitoring: your positioning determines your competitive set, and your competitive set determines your probability of winning.

Positioning in a mature category means fighting established players with advantages you can’t match. Positioning in an emerging category means racing against other startups to define the space before it consolidates.

But the most interesting option—which Elastiflow pursued—is positioning at the intersection of established need and emerging infrastructure. Take a known problem (network visibility) and reframe it for a new context (cloud-native observability) where old solutions don’t work and new ones are still being established.

This approach lets you inherit the urgency of the established problem while competing in the less-crowded emerging space. Buyers understand they need to solve the problem. But they haven’t locked in on a solution yet because their infrastructure has changed faster than vendor offerings.

The Timing Component

Positioning shifts only work if market reality supports them. Elastiflow couldn’t have positioned as cloud-native observability five years ago—not enough organizations were running Kubernetes at scale. And if they wait five more years, the category will have consolidated around winners.

The window for repositioning exists during infrastructure transitions—when enough organizations have adopted new architectures to create urgent pain, but before solutions have emerged and been widely adopted. That’s the moment when positioning matters most because category definitions are still fluid.

Robert’s observation about the market shift captures this timing: “What we saw was there’s a massive shift going on from traditional VM based and appliance based workloads to cloud native container and Kubernetes based workloads.”

The key word is “going on”—present tense, in motion, not completed. That’s the positioning opportunity. Too early and buyers aren’t ready. Too late and someone else has defined the category.

What Changed Beyond the Words

The most important aspect of Elastiflow’s repositioning is that it wasn’t just messaging. The positioning shift required product changes, technical architecture decisions, and go-to-market adjustments.

“We realized that to really effectively do observability for those types of environments, we need to build a solution that is designed from the ground up to actually run in those environments, be deployed with the same CICD, GitOps type automation tools that devops teams are used to using,” Robert explained.

This is the difference between positioning as marketing exercise and positioning as strategic commitment. Elastiflow couldn’t just claim to be cloud-native observability—they had to rebuild their architecture to actually be cloud-native. The positioning created accountability to deliver on the promise.

For founders considering repositioning, that’s the critical test: does your new positioning require product changes you’re willing to make, or is it just better language for the same offering? The former can work. The latter is lipstick on a pig.

Elastiflow’s positioning evolution worked because they coupled language changes with technical decisions that made the positioning credible. They used eBPF. They built for Kubernetes deployment models. They designed for observability use cases, not just visibility.

The positioning told prospects what to expect. The product delivered on it. And the sales conversations shifted from explaining why they’re different from incumbents to demonstrating how they’re native to the environments prospects were actually building.