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Welcome to another episode of Category Visionaries — the show that explores GTM stories from tech’s most innovative B2B founders. In today’s episode, we’re speaking with Arie Zilberstein, CEO and Co-Founder of Gem Security, a cloud detection and response platform that has raised $34 Million in funding.
Here are the most interesting points from our conversation:
Arie's experience in unit 8200 taught him that perceived impossible challenges can indeed be solved. This mindset is crucial for founders, encouraging them to approach seemingly insurmountable obstacles with determination and creativity.
Despite skepticism from some advisors and security practitioners, Arie and his team trusted their gut feelings and extensive experience in cybersecurity to pursue their vision for Gem Security. Founders should trust their instincts and unique insights gained from their professional backgrounds.
Gem Security's strategy of engaging design partners early on and transitioning them into paying customers underscores the importance of validating your product with real users. This approach not only tests the product's viability but also strengthens the product-market fit.
The endorsement by high-profile cybersecurity experts for Gem Security highlights the power of leveraging strategic relationships. Founders should focus on building and nurturing relationships that can offer credibility, support, and visibility to their startup.
Arie's journey from incident response to founding a company required him to learn aspects of business he was previously unfamiliar with, like marketing and sales. Founders should be prepared to step outside their comfort zones and adopt a learning mindset to address new challenges head-on.