Beyond Detection: How Tamnoon Identified and Captured the Remediation Gap in Cloud Security

Sometimes the biggest opportunities lie in what everyone else assumes is already solved. In a recent Category Visionaries episode, Tamnoon co-founder Marina Segal revealed how they discovered a critical gap in cloud security by looking beyond the industry’s obsession with threat detection.

The Evolution of a Market Insight

Marina’s journey to identifying this opportunity began at Credit Karma, where her work in risk management revealed a pattern. While the cloud security market was flooded with detection tools, companies struggled with what came next. “This whole industry is just blooming. And then you have a lot of tools like we orcap, Prisma, cloud dominant security and others generating billions of dollars on products in cloud security space,” Marina observes.

But there was a catch: “The problem of detection and visibility is really now we can say that we know how to solve it.” This realization led to a deeper insight about where the real pain point lay.

Looking Beyond the Obvious

Instead of building another detection tool, Tamnoon focused on what happens after threats are identified. “What Tamnoon is focused on is this next kind of logical step after the visibility and detection is solved, and this is the remediation and prevention,” Marina explains. This wasn’t just a technical insight – it was an economic one: “it wouldn’t cost you to detect one more thing, but it may cost you a lot of money to remediate and prevent it if you are not solving it the right way.”

Validating the Market Gap

Rather than rushing to build a product, Tamnoon took a methodical approach to validation. “First three months were very different from the second three months,” Marina shares. They began by providing services, creating initial wireframes, and engaging with early design partners.

This hands-on approach allowed them to validate their hypothesis about the remediation gap. Marina describes these early months as being “really busy on customers, really busy with endless calls to validate and define the product roadmap, the company roadmap and make sure that we are moving into the right direction.”

Building Trust Through Problem-Solving

Tamnoon’s approach to capturing this market gap went beyond just building technology. “We are bringing managed services to the customers. We don’t believe that technology can be managed on its own. We still need humans to operate it,” Marina emphasizes. This human-centric approach became central to their value proposition.

They even reflected this philosophy in their branding: “We are in the greens, we are solving problems. We are not adding any overhead on the companies. We are actually their trusted advisor.” This positioning helped differentiate them in a market where most vendors were adding to their customers’ workload rather than reducing it.

Converting Insight into Action

Tamnoon’s process for finding and validating this market gap offers valuable lessons for B2B founders:

1. Look for what’s missing after existing solutions have done their job
2. Focus on the economic impact of problems, not just their technical aspects
3. Validate through services before building products
4. Position around solving the complete problem, not just providing tools

Building for Scale

With the market gap validated, Tamnoon’s vision became clear: “We are the MDR for the CNAP space. We are building that remediation and prevention process that can scale the security experts and that is where we are headed.” This vision shows how identifying a gap isn’t just about finding what’s missing – it’s about understanding how to fill that gap in a scalable way.

For B2B founders, Tamnoon’s journey offers a framework for identifying valuable market gaps:

• Look beyond what incumbent players claim they’ve solved
• Focus on what happens after existing solutions have done their job
• Validate through hands-on engagement before building
• Consider the full economic impact of problems, not just their technical aspects

Their success suggests that even in crowded markets, significant opportunities exist for those willing to look beyond conventional wisdom about what problems have already been solved.