Ready to launch your own podcast? Book a strategy call.
Frontlines.io | Where B2B Founders Talk GTM.
Strategic Communications Advisory For Visionary Founders
Conversation
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 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.
Actionable
Takeaways
Focus on Friction:
Address friction on both sides of your process. Whether it's for your customers or their partners, reducing friction can significantly enhance adoption and satisfaction.
Leverage Real-World Experience:
Use your background and experiences to empathize with your target customers. Understanding their pain points and needs can give you a competitive edge.
Integrate AI Thoughtfully:
When incorporating AI, ensure it genuinely enhances your product. Educate your customers on the real benefits and avoid buzzword overload.
Early Customer Engagement:
Engage potential customers and industry leaders as early as possible. Their feedback is invaluable and can lead to early adoption and long-term relationships.
Continuous Improvement:
Regularly update and refine your product based on customer feedback and evolving industry needs to stay ahead of the competition and maintain relevance.
Recommended Founder
Interviews
Mykolas Rambus
CEO & Co-Founder of Hush
Mykolas Rambus, CEO & Co-Founder of Hush: $7.5 Million Raised to Build the Future of Data Privacy
Ori Eisen
CEO & Founder of Trusona
Ori Eisen, CEO & Founder of Trusona: $38 Million Raised to Power the Future of Account Takeover Prevention
Ryan Schonfeld
Founder & CEO of Hivewatch
Ryan Schonfeld, CEO of Hivewatch: $25 Million Raised to Build the OS of Physical Security
Justin Beals
CEO, Co-Founder of Strike Graph
Justin Beals, CEO of Strike Graph: $12 Million Raised to Build the Future of Automated Security and Compliance
Paul Lewis
Founder and CEO of Calamu
Paul Lewis, CEO of Calamu: $20 Million Raised to Build the Cyber Storage Category
Tiffany Ricks
CEO and Founder of HacWare
Tiffany Ricks, CEO and Founder of HacWare: $2.6 Million Raised to Build the Future of Security Awareness
Austin Gadient
CTO & Co-Founder of Vali Cyber
Austin Gadient, CTO & Co-Founder of Vali Cyber: $15 Million Raised to Build the Future of Linux Security
David Etue
CEO of Nisos
David Etue, CEO of Nisos: $33 Million Raised to Build the Future of Managed Intelligence
Arjun Bhatnagar
CEO & Co-Founder of Cloaked
Arjun Bhatnagar, CEO of Cloaked: $25 Million Raised to Build the Future of Data Privacy
Mollie Breen
CEO and Co-Founder of Perygee
Mollie Breen, CEO and Co-Founder of Perygee: $6.4 Million Raised to Build the Future of IT/OT Security
Stephen de Vries
CEO and Co-Founder of IriusRisk
Stephen de Vries, CEO and Co-Founder of IriusRisk: $40 Million Raised to Build the Future of Threat Modeling
Umaimah Khan
CEO and Co-Founder of Opal Security
Umaimah Khan, CEO & Co-Founder of Opal Security: $32 Million Raised to Build the Future of Identity Security
Spencer Thompson
CEO and Co-Founder of Prelude
Spencer Thompson, CEO and Co-Founder of Prelude: Over $30 Million Raised to Build the Future of Continuous Security Testing
Dan Lorenc
CEO & Founder of Chainguard
Dan Lorenc, CEO & Founder of Chainguard: $250 Million Raised to Power the Future of Software Supply Chain Security
Danny Lopez
CEO of Glasswall
Danny Lopez CEO of Glasswall: $60+ Million Raised to Make the Content Disarm and Reconstruction (CDR) Category Mainstream
Christian Almenar
CEO & Co-Founder of Monad
Christian Almenar, CEO of Monad: $19 Million Raised to Solve the Cybersecurity Big Data Problem
Ian Amit
CEO and Founder of Gomboc
Ian Amit, CEO & Founder of Gomboc: $5 Million Raised to Build the Future of Cloud Security Remediation
Sivan Tehila
Founder and CEO of Onyxia
Sivan Tehila, Founder and CEO of Onyxia: $5 Million Raised to Build the Future of Cybersecurity Performance Management
Colby Proffitt
VP of Marketing of Shift5
From the Pentagon to B2B: Colby Proffitt’s Journey and ABM Insights
Michael Assraf
CEO & Co-Founder of Vicarius
Michael Assraf, CEO of Vicarius: $29 Million Raised to Build the Future of Vulnerability Prioritization
Matteo Bogana
CEO and Co-Founder of Cleafy
Matteo Bogana, CEO & Co-Founder of Cleafy: $12 Million Raised to Build the Future of Online Fraud Prevention
Jason Martin
Co-Founder and Co-CEO of Permiso Security
Jason Martin, Co-Founder and Co-CEO of Permiso Security: $10 Million Raised to Build the Future of Cloud Security
Russell Spitler
CEO & Co-Founder of Nudge Security
Russell Spitler, CEO & Co-Founder of Nudge Security: $17 Million Raised to Build the Future of SaaS Security
Eric Olden
CEO and Founder of Strata Identity
Eric Olden, CEO and Founder of Strata Identity: $42 Million Raised to Build the Identity Orchestration Category
Dave Mor
CEO and Co-Founder of OneLayer
Dave Mor, CEO and Co-Founder of OneLayer: $15 Million Raised to Protect Private Cellular Networks
Stijn Vande Casteele
Founder of Sweepatic
Stijn Vande Casteele, Founder of Sweepatic: $4.4 Million Raised to Build the Future of External Attack Surface Management
Kyle Hanslovan
CEO & Co-Founder of Huntress
Kyle Hanslovan, CEO of Huntress: $160 Million Raised to Build the Future of Managed Security
Itzik Alvas
CEO & Co-Founder of Entro Security
Itzik Alvas, CEO & Co-Founder of Entro Security: $24 Million Raised to Build the Future of Non-Human Identity Management
Nadav Arbel
CEO & Co-Founder of Cyrebro
Nadav Arbel, CEO & Co-Founder of Cyrebro: $51 Million Raised to Build the Future of ML-Backed MDR
Marina Segal
CEO and Co-Founder of Tamnoon
Marina Segal, CEO & Co-Founder of Tamnoon: Over $5 Million Raised to Build the Future of Cloud Security
Rodrigo Leme
Marketing Director of Right-Hand Cybersecurity
Rodrigo Leme, Marketing Director at Right-Hand Cybersecurity: Standing Out in a Crowded Market – Niche Targeting and Customer-Centric Approach
Aurelie Guerrieri
Chief Marketing & Alliances Officer of DataDome
Aurelie Guerrieri, Chief Marketing & Alliances Officer at DataDome: 20 Years in Silicon Valley – Insights on the Evolving Tech Landscape
Neil Serebryany
CEO and Co-Founder of CalypsoAI
Neil Serebryany, CEO & Co-Founder of CalypsoAI: $38 Million Raised to Power the Future of AI Security
Scott McCrady
CEO of SolCyber
Scott McCrady, CEO of SolCyber: $20 Million Raised to Build the Future of Managed Security
Ryan Lasmaili
CEO & Co-Founder of Vaultree
Ryan Lasmaili, CEO of Vaultree: $16 Million Raised to Build the World’s First Fully Functional Data-in-Use Encryption
David Brumley
CEO of ForAllSecure
David Brumley, CEO of ForAllSecure: $38 Million Raised to Build the Future of Security Testing
Ayal Yogev
CEO and Co-Founder of Anjuna
Ayal Yogev, CEO and Co-Founder of Anjuna: $42 Million to Build The Future of Confidential Computing
Pukar Hamal
CEO and Founder of SecurityPal
Pukar Hamal, CEO and Founder of SecurityPal: $21 Million Raised to Power the Future of Customer Assurance
Josh Shaul
CEO of Allure Security
Josh Shaul, CEO of Allure Security: $6 Million Raised to Help Businesses Win the Battle Against Online Scammers
Arie Zilberstein
CEO and Co-Founder of Gem Security
Arie Zilberstein, CEO and Co-Founder of Gem Security: $34 Million Raised to Power the Future of Cloud Detection and Response
John Milburn
CEO of Clear Skye
John Milburn, CEO of Clear Skye: More Than $20 Million Raised to Build the Future of Identity and Access Governance
Bill Moore
CEO and Founder of XONA
Bill Moore, CEO and Founder of XONA: $30 Million Raised to Build the Future of OT User Access
Tom Jermoluk
CEO of Beyond Identity
Tom “TJ” Jermoluk, CEO of Beyond Identity: $200 Million Raised to Build the Future of Multi-Factor Authentication
Sebastian Stranieri
CEO & Founder of VU Security
Sebastian Stranieri, CEO & Founder of VU Security: $24 Million Raised to Build the Future of Digital Identity & Fraud Prevention
Philippe Humeau
CEO of CrowdSec
Philippe Humeau, CEO of CrowdSec: $21 Million Raised to Build the Future of Cyber Threat Intelligence
Peter Prizio Jr
CEO of SnapAttack
Peter Prizio Jr, CEO of SnapAttack: $8 Million Raised to Power the Future of Threat Management
Jean Le Bouthillier
CEO of Qohash
Jean Le Bouthillier, CEO of Qohash: $20 Million Raised to Build the Future of Data Security
Ani Chaudhuri
CEO & Co-Founder of Dasera
Ani Chaudhuri, CEO & Co-Founder of Dasera: $21 Million Raised to Build the Future of Data Security
Edward Wu
CEO and Founder of Dropzone AI
Edward Wu, CEO & Founder of Dropzone AI: $20 Million Raised to Build the Future of AI SOC Analysts
Robert Cowart
CEO & Co-Founder of ElastiFlow
Robert Cowart, CEO & Co-Founder of ElastiFlow: $8 Million Raised to Power the Future of Network Performance and Security Analytics