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 Paul Valente, CEO & Co-Founder of Viso Trust, a third-party risk management platform that's raised $17 Million in funding.

Here are the most interesting points from our conversation:

• Evolution of Security: Paul highlighted how digital transformation has drastically increased reliance on third-party services, making third-party risk management a critical focus.
• Background and Vision: Drawing from his extensive experience as a CISO, Paul discussed the challenges he faced and how they led to the creation of Viso Trust.
• AI Integration: Viso Trust leverages AI to automate third-party cyber risk management, reducing the workload by 90% and significantly speeding up the assessment process.
• Customer Adoption: With over 35 large enterprise customers and a network of 2.5 million companies, Viso Trust is rapidly scaling and has enabled the assessment of tens of thousands of third parties.
• Empathy with CISOs: Paul's background as a CISO provides him with unique insights into the needs and pain points of security leaders, shaping Viso Trust's approach to customer engagement.
• Go-to-Market Strategy: Viso Trust employs a mix of direct sales, thought leadership, and product-enabled sales, focusing on reducing friction and providing value to both assessors and vendors.