Finding product-market fit is challenging; it's essential to trust data and understand customer needs rather than relying solely on your excitement about the product.

Engaging early customers in a consultative manner can help refine your product and ensure alignment with their needs.

When scaling from 10 to 100 customers, it's vital to transition from founder-led sales to hiring your first sales team to prove the business can grow beyond the founder's efforts.

The first sales hire should be someone who can handle multiple roles in the sales process, as they will be crucial for early success.

It's important to find a strong sales leader who can build effective sales processes and playbooks, especially if you lack a sales background.

Pricing should be iterative; continuously adapt and change it based on market feedback and data until you find the right price point.

Expect your pricing strategy to evolve over time, typically every year or so, as you gather more data about your customers and market.

Start with a high price point to gauge market willingness; many founders are surprised by how much customers will pay for their product.

As a first-time founder, it's common to feel guilty about asking for higher prices, but it's important to recognize the value you're delivering.

Understanding the business value your product provides is crucial for setting the right price.

If you don't articulate the actual dollar value of your product, the buyer will have to create that assessment themselves to get approval from the CFO. It's crucial to be involved in that process to drive revenue and articulate how much you can decrease costs.

The key to our Series B was proving we could consistently switch customers from the manual operational work of legacy privacy software to our automated solution, demonstrating our ability to capture market share.

The current trend in privacy is the governance of AI systems, with businesses racing to adopt AI and compile data for its use. However, there are few guardrails around these systems, raising concerns about personal data processing and the impact of AI on individuals.

Many companies are reassigning their chief privacy officers to also oversee AI governance, reflecting a significant industry shift towards comprehensive digital governance and regulatory policy.

Every day, there are new developments in privacy, such as data breaches or concerning technologies, which keep the topic in the news and highlight the need for robust privacy measures.