Wiz's early growth was fueled by strong customer pull, not a sales push. They achieved this by solving a massive problem (cloud security) with a product that delivered tangible value in just 15 minutes. This incredibly short time-to-value for an enterprise product made early sales organic and rapid.
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For over a year, Mercor focused 100% of its resources on product and customer experience, forgoing a sales team. This deep focus on flagship customers in a tight-knit industry (AI labs) generated powerful word-of-mouth that fueled its historic growth.
In a domain dominated by fear, uncertainty, and doubt (FUD), Wiz intentionally avoids it. They believe customers connect better with empowerment and humor. Instead of scaring clients about potential breaches, they frame their product as a tool that enables teams to build securely and confidently, fostering a healthier partnership.
Instead of vanity usage metrics, Wiz focuses on a core customer outcome: helping customers resolve all critical risks. They gamified this by creating the 'Zero Criticals Club.' This metric proves the product is driving real organizational change, a key indicator of value and stickiness that is hard to replace.
After a sales pitch to a major influencer failed, a 10X engineer built a working version of the proposed app in just four hours. Putting the functional product directly in the influencer's hands immediately vaulted 10X back to the top of their list, demonstrating that rapid AI-enabled prototyping is a powerful sales tool.
You've achieved product-market fit when the market pulls you forward, characterized by growth driven entirely by organic referrals. If your customers are so passionate that they do the selling for you, you've moved beyond just a good idea.
