Peter Laakkonen mentioned that back in 2006, he could count serious cybersecurity product companies in India on his fingers. Today, Bangalore alone probably has 3–5x that number. Every category is crowded. Every vendor promises AI, automation, faster detection, and platform consolidation.

The challenge is no longer just building good technology. The challenge is making buyers understand why your product matters before they mentally group you with every other vendor saying similar things.

That’s why GTM cannot begin after the product is built anymore. Positioning, buyer understanding, messaging, and distribution have to evolve alongside the product itself. In today’s market, clarity creates more trust than technical depth alone.

Really enjoyed this conversation with Peter Laakkonen on how cybersecurity GTM has evolved and what founders need to rethink while building security companies today.