What does it take to lead a cybersecurity startup with empathy, clarity, and focus, while staying true to your vision and your customers' real needs? In this episode, Pete Barton, co-founder and CEO of Realm Security, shares his journey from leading at top cybersecurity firms to building a company focused on simplifying security data. He opens up about the importance of vulnerability in leadership, the ongoing challenge of achieving product-market fit, and why clear internal communication is essential for startup success. Pete also offers insights on balancing short-term wins with long-term strategy, using AI responsibly in cybersecurity, and leading with empathy, lessons shaped by both his upbringing and becoming a parent. This episode is packed with practical takeaways for leaders navigating fast-paced, high-stakes environments.
Takeaways:
- Lead with vulnerability to build trust. Being honest about what you don’t know creates space for collaborative problem-solving and strengthens team dynamics.
- Prioritize clear, empathetic communication. Transparent internal dialogue prevents misalignment and shows your team that their personal and professional realities are respected.
- Stick to your Ideal Customer Profile (ICP). Chasing every potential lead can spread your team thin; focus on customers who align with your core value proposition to grow sustainably.
- Balance short-term wins with long-term vision. While it’s tempting to chase quick sales, staying grounded in your product roadmap ensures long-term scalability and market relevance.
- Use AI responsibly and clearly. Be upfront with customers about how AI powers your platform to ease concerns and build credibility in a space where trust is paramount.
- Invest early in technical sales support. Helping prospects see the immediate value of your product through technical insight builds confidence and accelerates decision-making.
- Don’t underestimate the power of empathy. Understanding your team’s and customers’ perspectives creates a culture of care, which fuels innovation, resilience, and retention.
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This show is sponsored by Magnetude Consulting, bringing you the thinking-Power of a Growth Consultancy and the Getting-It-Done Power of a full-service B2B Marketing Agency.
Learn more at: https://www.magnetudeconsulting.com
