Creating the Go to Market Category with ZoomInfo’s Bryan Law

Creating the Identity Governance Category with Kari Hanson

Kari Hanson [https://www.linkedin.com/in/karihanson/], currently CMO of Robin [https://robinpowered.com/], shares the inside story of how she helped create and dominate the Identity Governance category during her tenure at SailPoint. In this episode, we explore the strategic decisions, market dynamics, and execution tactics that transformed SailPoint from a startup competing in the provisioning space to becoming the defining leader of an entirely new enterprise software category. Topics Discussed: * The evolution from provisioning to identity governance * Working with industry analysts to validate and define the category * Using PR and thought leadership to establish market leadership * Leveraging competitor moves to strengthen category positioning * The role of customer evidence in category creation * Transitioning from creating a category to owning it   GTM Lessons For B2B Founders: * Timing matters more than terminology: Kari emphasizes that their success wasn't about insisting on specific category terminology, but rather about timing the market need correctly. She explains, "I think if we had gone a couple of years early or we had waited too long, we would have missed the boat." B2B founders should focus more on identifying the right market moment than perfecting category naming. * Use analyst relationships strategically: Instead of viewing analyst relations as transactional, Kari's team maximized value by treating analysts as strategic advisors. She shares, "We would do monthly inquiries... we would find out what they're hearing." She recommends founders "pick their brain until they tell you can't ask them any more questions." The key is using analyst insights to inform strategy, not just seeking inclusion in reports. * True thought leadership transcends product: Kari defines authentic thought leadership as being able to "get through the entire conversation and never mention your product." She explains that real thought leadership focuses on "here's where the market's going, here's how it's going to affect you" rather than product features. B2B founders should separate vision-oriented content from product marketing. * Build category definition through customer evidence: Rather than simply declaring a new category, SailPoint built credibility by showcasing customer adoption. Kari notes how they would get early customers to speak at trade shows about "why this new approach was so compelling." B2B founders should leverage customer proof points to validate category creation efforts. * Maintain definition control while being flexible on terms: While competitors and analysts used varying terminology, SailPoint stayed focused on controlling the category definition. Kari explains, "We didn't fight on the term because no one really cares. At the end of the day, it was really the definition of what this category includes." B2B founders should focus more on owning the problem definition than specific terminology.   //   Sponsors: Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. www.FrontLines.io [http://www.frontlines.io/] The Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe.  www.GlobalTalent.co [http://www.globaltalent.co/]

Creating the Identity Orchestration Category with Strata Identity's Eric Olden

Welcome to another episode of Behind the Category — the show that explores GTM stories from tech's most innovative B2B founders. In today's episode, we're talking with Eric Olden [https://www.linkedin.com/in/boughtnotsold], CEO and Founder of Strata Identity [https://www.strata.io/], an identity orchestration platform that has successfully raised over $42 Million in funding. Here are the most interesting points from our conversation: * The Genesis at Berkeley: Eric reflects on starting his entrepreneurial journey in 1995, amidst the burgeoning internet era, identifying security as the web's most critical missing ingredient. * The Dot-com Bubble: Eric provides an insider's view of Silicon Valley during the dot-com bubble, highlighting the rapid rise and fall of many startups, including his own brush with an IPO before the market crash. * Creating Categories: Eric talks about his experience in creating new market categories, emphasizing the importance of solving substantial problems and distinguishing between category creation and product innovation. * The Importance of Analyst Relations: Eric underlines the role of analyst and media relations in building and defining new categories, stressing the necessity for founders to invest time and resources in this area. * Identity Orchestration: Eric explains how Strata Identity is pioneering the category of identity orchestration, addressing the challenges of managing identity across multiple cloud environments. * Content and Thought Leadership: Highlighting strategies for building authority and generating interest in a new category, Eric shares insights into producing valuable content and engaging with thought leaders to amplify their market presence.

Creating the Go to Market Security Category with CHEQ's Guy Tytunovich

Welcome to another episode of Behind the Category, where we explore the stories of founders who have successfully created and dominated new market categories. In today's episode, we're joined by Guy Tytunovich, CEO and Co-Founder of CHEQ, a go-to-market security platform that has raised an impressive $183 million in funding. * From Military Intelligence to Tech Entrepreneurship: Guy shares his unique journey from serving in Israeli defense intelligence to founding CHEQ, highlighting how his military experience has influenced his approach to business and category creation. * The Birth of Go-to-Market Security: Discover the strategic vision behind CHEQ and how Guy and his team identified the need for a new niche in cybersecurity, focusing on safeguarding businesses' go-to-market operations. * Evangelizing and Educating the Market: Gain insights into CHEQ's efforts to educate the market, overcome initial skepticism, and achieve widespread acceptance through strategic communication and thought leadership. * Timing is Everything: Guy reflects on the serendipitous timing of CHEQ's launch, aligning with emerging market needs and trends, and emphasizes the crucial role of timing in achieving category success. * Convincing Customers to Invest in a New Category: Learn about the strategies CHEQ employs to persuade customers of the need for go-to-market security and overcome the challenge of establishing budget allocations for a new category. * The Importance of Sales Enablement and Operational Excellence: Understand how CHEQ's focus on sales enablement and operational excellence has been pivotal in scaling the business and solidifying the go-to-market security category.

Creating the Go to Market Category with ZoomInfo’s Bryan Law

Bryan Law [https://www.linkedin.com/in/bryanbasdenlaw/] is the Chief Marketing Officer at ZoomInfo, [http://ZoomInfo.com] the go-to-market platform that has transformed the way businesses approach market engagement and strategy. Before his tenure at ZoomInfo, Bryan's career spanned a variety of roles where he focused on merging strategic planning with actionable data insights to drive growth. His extensive background in consulting emphasized go-to-market strategies, analytics, and the integration of marketing processes to maximize organizational efficiency. This experience paved the way for his success at ZoomInfo, where he plays a pivotal role in steering the company's marketing direction. In our conversation, we discuss: * The evolution of ZoomInfo from a B2B contact database to a leading sales intelligence platform, emphasizing B2B data, including contact databases, company information, intent data, and technographics. * The decision-making process behind formally transitioning ZoomInfo's category to a go-to-market platform, informed by extensive market research and feedback from sales and marketing leaders. * The crucial role of thought leadership in category creation efforts, leveraging insights from ZoomInfo Labs and partnering with major customers to refine and share innovative go-to-market strategies. * The significance of founder-led growth, highlighting ZoomInfo CEO Henry Schuck's active engagement in promoting the company and its new category through authentic interactions and thought leadership. * Future directions for ZoomInfo and the go-to-market category, focusing on the integration of sales, marketing, and customer experience around a unified data strategy and the potential of generative AI to enhance go-to-market efforts.

Creating the Data Privacy Management Category with DataGrail’s Daniel Barber

In today's episode of Behind the Category, we speak with Daniel Barber [https://www.linkedin.com/in/daniel-barber/], CEO and Co-Founder of DataGrail [https://datagrail.io/], a data privacy management company that's raised more than $84 Million in funding. Topics Discussed: * Daniel’s international background, and why he chooses to live in San Francisco * How DataGrail aims to give control back to businesses, so they can provide the data transparency and control their customers want * Challenges: creating a new product category, educating one’s market, and aligning the company around the same narrative * Whether analyst firms have an important role in the creation of a new category * The future of data privacy