cover of episode Idan Tendler, SVP of Application Security at Palo Alto Networks, on Nailing Go-To-Market and Learning From Mistakes

Idan Tendler, SVP of Application Security at Palo Alto Networks, on Nailing Go-To-Market and Learning From Mistakes

2023/3/23
logo of podcast Founder Real Talk

Founder Real Talk
AI Deep Dive AI Chapters Transcript
People
G
Glenn Solomon
I
Idan Tendler
O
Oren Younger
Topics
Idan Tendler: 我在Fortscale犯了三个错误：缺乏产品市场匹配，过度关注技术而非市场营销，以及将公司定位为被收购的目标。在BridgeCrew，我吸取了教训，在产品上市方面投入了大量时间和精力，并通过开源项目Checkov吸引了数百万开发者。BridgeCrew的成功并非源于计划，而是因为Palo Alto Networks提供了极具吸引力的收购要约，并且双方在愿景和目标上高度契合。我建议创业者不要假设公司会被收购，而应该专注于建立业务。 在收购方面，收购的决定通常基于收购方的需求（例如填补产品或技术差距），但也很大程度上取决于文化契合度和创始人之间的契合度。大多数收购失败的原因并非技术问题，而是文化差异和人员融合问题。 Place.il是一个非营利组织，旨在帮助以色列科技公司雇佣来自弱势群体的员工，以弥合以色列科技行业人才缺口与社会整体人口比例之间的巨大差距。 Glenn Solomon: 作为主持人，Glenn Solomon引导对话，提出问题，并对Idan Tendler的经历和观点进行总结和评论。 Oren Younger: 作为主持人，Oren Younger参与对话，提出问题，并对Idan Tendler的经历和观点进行总结和评论。

Deep Dive

Chapters
Idan discusses his experience with Fortscale, highlighting the mistakes made, primarily the lack of product-market fit, insufficient focus on go-to-market strategy, and the misguided approach of building a company for acquisition. He emphasizes the importance of understanding customer needs and building a sustainable business.
  • 50% of time and energy spent on go-to-market strategy
  • Fortscale's initial success with large clients masked lack of product-market fit
  • Failure to prioritize go-to-market strategy hampered scalability
  • Building a company solely for acquisition was a mistake

Shownotes Transcript

Idan Tendler is the Senior Vice President of Application Security at Palo Alto Networks, as well as the chairman and co-founder of Place-IL, a nonprofit tech initiative. Idan discusses his previous cybersecurity analytics startup, Fortscale (later acquired by RSA Security), and some key lessons he learned from his experience building the company. Before Fortscale, Idan founded Bridgecrew, a company that helps developers better secure their cloud environment. With the goal of to making developers love security—a seemingly impossible task—Bridgecrew built an open-source product called Checkov, which allowed the company to get millions of developers to use their product. Today, Idan is also busy building Place-IL, a non-profit initiative that helps connect immigrants to Israel with job opportunities in the country's tech industry.