Friday Jan 03, 2025

Lessons from Operant AI's Startup Journey: “ We're not wasting time on wheel spinning.”

Two of the three co-founders of Operant AI — CTO Dr. Priyanka Tembey and CMO Ashley Roof — joined me to talk about building the first runtime application protection platform and navigating the challenges of cloud-native security. The company announced a $10M Series A in September 2024 — In October, we discussed taking the leap into entrepreneurship, the lessons they learned through customer discovery and education, making early hires count, and the importance of early-stage team dynamics.

RUNTIME: 48:14

EPISODE BREAKDOWN

(2:28) “ I think it was within six months that we were able to have our first customer conversation.”

(3:46) What can customers do with a runtime application protection platform?

(9:38) “ What is interesting about our team is we don't come from prior security vendor companies.”

(12:59) Ashley explains how her first “real job” at Google eventually led her to Operant AI.

(15:51) “ I had many years of imposter syndrome to get over.”

(17:57) Why working with design partner teams is key, particularly for stealth startups.

(20:43) Priyanka discusses the company’s early customer education efforts.

(24:23) Ashley on why previous runtime application protection products hit “the trough of despair pretty fast.”

(28:26) Turning design partners into paying customers was part of their seed-to-Series A transition.

(31:04) Priyanka explains how Operant AI runs proof-of-concept programs for customers.

(34:28) Why they decided to start up in stealth.

(36:29) “ I honestly don't know how any consumer company could possibly start in stealth.”

(38:35) “ We have the technical leadership in place now… to scale the product further.”

Lessons from Operant AI's Startup Journey: “ We're not wasting time on wheel spinning.”

RUNTIME: 48:14

EPISODE BREAKDOWN

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