Lenny's Podcast: Product | Growth | Career

Building Wiz: the fastest-growing startup in history | Raaz Herzberg (CMO and VP Product Strategy)

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Nov 17, 2024
Raaz Herzberg is the CMO and VP of Product Strategy at Wiz, a trailblazer in cloud security, having previously led security products at Microsoft. In this conversation, Raaz shares how Wiz quickly pivoted to achieve extraordinary product-market fit. She discusses the importance of listening to customers and the lessons learned during rapid scaling. Raaz also reflects on her switch from product to marketing, blending her unique insights to craft innovative strategies, all while navigating the challenges of startup culture and personal growth.
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ANECDOTE

Initial Confusion and Pivot

  • Raaz Herzberg, initially confused about the product direction at Wiz, didn't understand what they were building.
  • As the first product manager, this lack of clarity prompted her to question the founders, leading to a pivotal shift towards cloud security.
INSIGHT

Misinterpreting Customer Interest

  • Early customer conversations at Wiz initially lacked strong enthusiasm, with potential customers only expressing mild interest.
  • The team realized they were misinterpreting polite interest as validation, leading them to seek more concrete signs of engagement.
ADVICE

Identifying Strong Buying Signals

  • Look for strong buying signals from potential customers like pricing inquiries, requests for proofs-of-value (POVs), and immediate next steps.
  • Don't mistake polite interest for genuine enthusiasm; focus on actions that indicate a strong desire to purchase.
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