Instead of using generic statistics, create urgency by making the problem personal. Polygraph AI's risk calculator shows a company its specific data exposure and potential fines, shifting the sales conversation from passive interest to active problem-solving and overcoming buyer inertia.
Contrary to conventional UX wisdom, introducing friction in a security product can be beneficial. A confirmation step, for instance, isn't bad UX but 'governance made visible.' This friction builds user confidence and trust by demonstrating that the security system is actively working.
The initial startup phase is about survival and discovering product-market fit by challenging assumptions. To scale, founders must transition from making every decision by instinct to building systems and processes that empower the team to make good decisions without them. The initial playbook becomes a liability.
Polygraph AI bypassed traditional top-down sales by first engaging security engineers and compliance teams. By understanding their world and using a fast Proof-of-Concept (POC) to prove value, they created internal champions who drove the sale from the ground up, building trust through the product itself.
An engineering background teaches PMs to view products as a stack of decisions and to understand system fragility. This 'systems thinking' is more valuable than coding ability, as it helps PMs innovate within technical constraints, better understand tradeoffs, and grasp what can break.