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Highlights

 

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 Dav Mor, CEO and Co-Founder of OneLayer, a cybersecurity platform dedicated to protecting private cellular networks for enterprises, which has raised $15 million in funding.

Key topics discussed in this episode:

  • Dav’s background serving in the Israeli military intelligence force for over 15 years, gaining experience in both cyber and cellular domains.
  • The evolution of enterprise networks from IT to OT, cloud, and now private 5G, enabling wireless IoT connectivity with high reliability and bandwidth.
  • The growing adoption of private 5G networks across industries, from utilities and manufacturing to ports, airports, and sports stadiums.
  • OneLayer’s approach to addressing the cybersecurity challenges of private 5G by adapting existing enterprise IoT security solutions and simplifying the process for security teams.
  • The importance of mapping the gaps and crystallizing the main challenges in translating IP-based security solutions to the cellular domain.
  • OneLayer’s focus on integration, automation, and ROI to enable seamless onboarding of new use cases while ensuring compliance and reducing costs.

Actionable
Takeaways

Identify Blue Ocean Opportunities:

When starting a company, Dav recommends looking for new technologies that are growing fast, have no significant engineering barriers, and have not yet been fully addressed by existing solutions. By targeting these "blue ocean" opportunities, founders can carve out a unique position in the market.

Simplify the Language for Customers:

In the case of private 5G cybersecurity, OneLayer recognized the importance of enabling security teams to use their existing methodologies and tools without requiring them to become cellular experts. By simplifying the language and integrating with familiar platforms, the company made it easier for customers to adopt their solution.

Create an ROI Model:

To drive adoption and win over economic buyers, OneLayer focused on creating an ROI model that demonstrated the cost savings and efficiencies gained by automating the onboarding of new use cases with the right security procedures and compliance. Founders should always consider how their solution can deliver measurable value to their customers.

Match Investors to Your Domain:

When fundraising, Dav advises founders to understand the different types of investors and their preferences, whether it's deep tech, corporate VCs, or classic cyber investors. By aligning your pitch and metrics with the most suitable investor profile for your domain, you can increase your chances of a successful raise.

Embrace Risks and Gaps:

Instead of downplaying the risks and challenges faced by your startup, Dav recommends openly acknowledging them and presenting a clear mitigation plan. By demonstrating that you have carefully assessed the risks and have a strategy to address them, you can build trust with investors and show that you are building a balanced, resilient company.

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