What if the hardest part of building a company isn’t the product, but knowing exactly who it’s for?

In this episode, a16z General Partner Martin Casado sits down with Abhishek Agrawal, Cofounder and CEO of Material Security, to discuss how an ideal customer profile is discovered, how to manage any kind of customer, and how frothy markets can distort real signal.

Follow Martin on X: https://x.com/martin_casado

Follow Material Security on X: https://x.com/material_sec

Follow Abhishek on LinkedIn: https://www.linkedin.com/in/abhishek--agrawal/

Check out everything a16z is doing with artificial intelligence here, including articles, projects, and more podcasts.

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