Joni Klippert

So for me, the team and the cultural organism that is StackHawk is something that I'm blessed to be a part of and really proud of.

We launched the product with a very PLG focus. So easy to try and buy land and expand software. That's everything in DevOps. It's nothing in cybersecurity. It was actually really interesting to investors to be like, OK, you're not the 3000th company trying to sell to a CISO. Those poor people, they're just inundated with enterprise top-down sales. And we're like, no way.

We launched the product with a very PLG focus. So easy to try and buy land and expand software. That's everything in DevOps. It's nothing in cybersecurity. It was actually really interesting to investors to be like, OK, you're not the 3000th company trying to sell to a CISO. Those poor people, they're just inundated with enterprise top-down sales. And we're like, no way.

We launched the product with a very PLG focus. So easy to try and buy land and expand software. That's everything in DevOps. It's nothing in cybersecurity. It was actually really interesting to investors to be like, OK, you're not the 3000th company trying to sell to a CISO. Those poor people, they're just inundated with enterprise top-down sales. And we're like, no way.

This is sign up for a trial, use the product, open documentation. And the foundation of the company being that was really important. And I think it still has a lot of value for StockHawk because people can tinker, play, get familiar with the product. And then once they enter a POV in a more enterprise sales cycle, it's super fast because they've had some experience with the product.

This is sign up for a trial, use the product, open documentation. And the foundation of the company being that was really important. And I think it still has a lot of value for StockHawk because people can tinker, play, get familiar with the product. And then once they enter a POV in a more enterprise sales cycle, it's super fast because they've had some experience with the product.

This is sign up for a trial, use the product, open documentation. And the foundation of the company being that was really important. And I think it still has a lot of value for StockHawk because people can tinker, play, get familiar with the product. And then once they enter a POV in a more enterprise sales cycle, it's super fast because they've had some experience with the product.

But, you know, the market was shifting. We're moving into more enterprise sales. The top of mind was the most normal stuff, right? Which is, okay, can we close these guys? These are huge customers. Do we have the product for them to be happy and successful? Are there a bunch of features? they need that are different than when you're serving an SMB clientele?

But, you know, the market was shifting. We're moving into more enterprise sales. The top of mind was the most normal stuff, right? Which is, okay, can we close these guys? These are huge customers. Do we have the product for them to be happy and successful? Are there a bunch of features? they need that are different than when you're serving an SMB clientele?

But, you know, the market was shifting. We're moving into more enterprise sales. The top of mind was the most normal stuff, right? Which is, okay, can we close these guys? These are huge customers. Do we have the product for them to be happy and successful? Are there a bunch of features? they need that are different than when you're serving an SMB clientele?

Fortunately, we had built a lot of those. So that was good. Will they grow? Will they adopt? And then can I find more? And I think a mistake we made, we just let it happen to us. We were rapidly trying to answer all of those questions that I just mentioned.

Fortunately, we had built a lot of those. So that was good. Will they grow? Will they adopt? And then can I find more? And I think a mistake we made, we just let it happen to us. We were rapidly trying to answer all of those questions that I just mentioned.

Fortunately, we had built a lot of those. So that was good. Will they grow? Will they adopt? And then can I find more? And I think a mistake we made, we just let it happen to us. We were rapidly trying to answer all of those questions that I just mentioned.

And at the same time, we were spending a lot of money on an inbound focus demand gen marketing motion that works in SMB and it can provide air cover for customers. enterprise sales, but it's a little wasteful because you really have to shift the motion to a more sophisticated enterprise and sometimes top-down sale. And I think we waited too long to do that.

And at the same time, we were spending a lot of money on an inbound focus demand gen marketing motion that works in SMB and it can provide air cover for customers. enterprise sales, but it's a little wasteful because you really have to shift the motion to a more sophisticated enterprise and sometimes top-down sale. And I think we waited too long to do that.

And at the same time, we were spending a lot of money on an inbound focus demand gen marketing motion that works in SMB and it can provide air cover for customers. enterprise sales, but it's a little wasteful because you really have to shift the motion to a more sophisticated enterprise and sometimes top-down sale. And I think we waited too long to do that.

Like I would have augmented the team faster and get more bench in enterprise sales faster rather than making sure we checked off every single box of that handful of questions that I shared early on.

Like I would have augmented the team faster and get more bench in enterprise sales faster rather than making sure we checked off every single box of that handful of questions that I shared early on.

Like I would have augmented the team faster and get more bench in enterprise sales faster rather than making sure we checked off every single box of that handful of questions that I shared early on.

Yeah, I think the market is really starting to understand the cybersecurity market, the importance of a really strong API security platform. Early on, and even within the last couple of years, I think there's been a lot of fear from the cybersecurity side of, oh gosh, so many APIs. They're getting released so fast. We can't keep up. We don't know where they are.