Welcome to another episode of Unicorn Builders! Today, our unicorn builder is Mohit Aron, founder of Cohesity, a data security and management platform that's raised over $955 million in funding. Mohit shares the journey of building Cohesity from a focused VMware backup solution to a comprehensive data management leader.
Key Topics:
- Cohesity's initial beachhead market was VMware backups, addressing specific pain points in virtualization environments.
- The company employed a "land and expand" strategy, starting small and growing within customer environments.
- Cohesity positioned itself as a hybrid solution, supporting both on-premise and cloud environments to meet diverse customer needs.
- The company focused on creating a new category of "next-gen data management" to differentiate from legacy backup vendors.
- Cohesity built strong relationships with analyst firms like Gartner to influence enterprise buying decisions.
- The company delayed its IPO to transition to a subscription model and launch a SaaS product, adapting its go-to-market approach
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