My Thinking

My thinking.

What does not change is what actually works. Clear positioning. Real buyer alignment. Work that supports the field.

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June 2026

Sales Enablement Isn't a One-Time Event Anymore.

Companies are struggling with enablement not because they don't care, but because enablement and selling now happen in parallel. The traditional onboarding model is breaking down, and strong product marketing teams are in the best position to fix it.

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Capability Differentiation vs Operational Differentiation.

In every maturing technology market, capability differentiation eventually compresses. The vendors that separate themselves stop competing on what they can do and start competing on how they actually operate.

The Real AI SOC Battle Is Over Trust.

AI SOC has no universally accepted definition today. The categories are converging, AI tooling is accelerating the sameness, and in a category built around trust, generic messaging becomes a liability.

Revolutionary Technology Still Needs an Evolutionary Adoption Story.

Cybersecurity startups often assume that revolutionary technology requires a revolutionary buying motion. But most security buyers are not wired to make revolutionary buying decisions overnight. Sometimes the fastest path is making the first step feel surprisingly safe.

Mythos, AI Security, and the Challenge for Cybersecurity Startups

Every time the industry experiences a major shift, vendors rush to attach themselves to the story. Post-Mythos, sophisticated buyers will become even more skeptical of generic AI claims than they are today.

Being Technically Better Isn't Enough in Cybersecurity.

One of the hardest lessons in cybersecurity is realizing that better technology does not automatically win. Buyers simplify complexity, optimize for least disruption, and default to familiar mental models.

Features Don't Sell. Outcomes Do.

The instinct in technical markets is to explain the product. But explanation isn't the same as relevance. Buyers aren't asking how it works. They're asking why they should care.

The First Product Marketer in an AI-Driven Cybersecurity Startup

AI is reshaping how cybersecurity startups build their GTM teams. So when do you bring in your first product marketer, and what should you actually look for?

What 20+ Product Launches Taught Me About What Actually Works

A launch isn't the finish line. It's one moment in a much longer system. After 20+ launches, a few patterns kept showing up that aren't obvious early in your career.

Clarity is as important as the features you ship

Shipping fast matters. Closing deals matters. But if clarity isn't keeping up, you're making it harder for the next set of buyers to understand why you matter.

Competitive enablement starts at home

The field doesn't struggle with competitive cycles because they don't know enough about the competition. They struggle because they're not fully confident in their own product.

What Happened to XDR and What It Means for AI Security

XDR did not fail because the idea was wrong. What broke down was how the category was defined, communicated, and brought to market.

Standing Out by Solving Problems Buyers Work Around

In crowded markets, differentiation doesn't come from having more features. It comes from how you define the problem.

Why Founder-Led Sales Breaks at Scale and the Messaging System That Fixes It

The founder never handed off a system. They handed off context. And context does not scale.

What "Agentic AI" Means, and Why Clarity Is Becoming the Real Differentiator

Every cybersecurity company is "AI-powered." Increasingly, they are also "agentic." Ask what that means in practice, and you get very different answers.

Collaborator, Intern, Editor: How I Think About AI as a Product Marketer

The PMMs thriving right now figured out which parts of the job require a human and protected those fiercely.

You can't automate your way out of bad GTM design

Automation scales whatever is already there. If the system is weak, it gets worse.

The first 90 days

What actually needs to happen when product marketing is formalized for the first time.

What makes a good founding product marketer

The difference between joining a function and building one from scratch.

I've done this job at eight startups. Here's what's actually changing.

How AI, GTM ownership, and the age of micro-attention spans are changing how product marketers work in early-stage cybersecurity companies.

If this resonates, we should talk.

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