How to Build Cybersecurity Companies Right with Lalit Shinde
In this episode, Paris speaks with Lalit Shinde, Chief Growth Officer at Sequretek. With over 30 years of experience in AI and cybersecurity, Lalit leads global growth, sales, and partnerships at the company. He also serves as a board member and mentor across multiple organizations in the tech space. Lalit Shinde shares how his team built a cybersecurity company from the ground up and grew it to $25 million in revenue. He explains the mistakes many founders make when entering new markets, including overreliance on direct sales, unclear pricing, and targeting the wrong customers. He discusses why channel partnerships offered a more effective path and how a clear focus helped drive growth. The conversation also looks at the role of AI in cybersecurity, including how to position it as a tool that supports human teams rather than replaces them. Lalit also introduces Continuous Threat Exposure Management, a model that gives CISOs real-time insight into risk and offers a more practical approach than traditional risk assessments. Topics Covered: 1. Going from $0 to $25M in revenue 2. Avoiding GTM and pricing missteps 3. When and why to use channel sales 4. AI's real role in cybersecurity 5. CTEM vs. periodic risk assessment Tune in to refine how you build, grow, or improve your cybersecurity brand.