Silent Push is revolutionizing threat intelligence by tracking threat actors' infrastructure setup before attacks occur. After selling his first cybersecurity company to FireEye and serving as VP of Products there, Ken Bagnall launched Silent Push to address fundamental gaps in how organizations detect and prevent cyber threats. The company has achieved remarkable traction, securing 50% of global Fortune 50 companies as customers within 18 months of launch.

Topics Discussed:

• Evolution from traditional threat intelligence to proactive infrastructure monitoring
• Building a complex data collection and behavioral analytics platform
• Strategic focus on enterprise customers versus SMB market
• Leveraging research and expertise to drive brand awareness
• Balancing free community tools with enterprise sales motion
• Geographic expansion challenges and opportunities

GTM Lessons For B2B Founders: 

1. Focus on markets that appreciate technical depth: Ken's first company struggled selling sophisticated email security through MSPs to SMBs who couldn't appreciate the technical value. After being acquired by FireEye, they discovered enterprise customers who deeply understood and valued their capabilities. This taught them to focus Silent Push exclusively on enterprise customers who can recognize and properly value technical innovation.
2. "Shout loudly in a small room": Silent Push's early GTM strategy focused on penetrating tight-knit threat intelligence communities within industry verticals. By establishing themselves as experts in these concentrated groups and consistently sharing valuable insights, they built strong brand awareness among their exact target customers. The strategy proved highly effective, helping them land major enterprise accounts quickly.
3. Build the right kind of community product: While many security companies struggle with free products, Silent Push succeeded by requiring user authentication, monitoring usage patterns to identify sophisticated users, and actively nurturing promising accounts. Ken emphasized that it's not purely product-led growth, but a "weird hybrid" approach tailored to their market position.
4. Leverage research strategically: Rather than joining the "echo chamber" of threat research, Silent Push focuses on uncovering and publishing novel findings that demonstrate their unique capabilities. This approach not only builds credibility but creates content that can be monetized across multiple customer segments affected by the same threats.
5. Take the right path to the CISO: Instead of pitching CISOs directly, Silent Push targets threat intelligence teams who can validate their technology hands-on and become strong internal champions. This circumvents initial skepticism about threat intelligence products at the CISO level by letting the technology prove itself first.

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