In our latest episode, "Pivoting with Purpose," hosts Sandeep Shroff and Gaurav Rastogi sit down with Kabir Mathur, the co-founder of Leen, for a candid conversation about the art of the pivot – and why sometimes the best way forward is sideways! In this episode of our podcast, Sandeep Shroff, founder and CEO of My Startup CFO, delve into the often unspoken challenges faced by startup founders and entrepreneurs. Joined by Gaurav and our guest Kabir, the CEO and co-founder of Lean.dev, we explore the theme of "Pivoting with a Purpose."We kick off the discussion by acknowledging the critical importance of adaptability in the startup world. As Kabir shares his journey, we learn about his extensive experience in various sectors, including gaming, ad tech, B2B SaaS, and now cybersecurity. He introduces Lean.dev, a company focused on creating a unified API for security data, addressing the complexities of communication among the myriad of cybersecurity tools available today.Kabir recounts the initial phase of his entrepreneurial journey, where he and his co-founders aimed to develop a co-pilot for customer success teams, leveraging AI to enhance their efficiency. However, despite their enthusiasm and extensive customer discovery efforts, they faced significant challenges in gaining traction. The team conducted numerous outreach efforts, only to receive lukewarm responses and a lack of commitment from potential customers and investors.As the conversation unfolds, we discuss the pivotal moment when Kabir and his team realised that their original idea was not viable. They faced a harsh reality: while their concept resonated with many, it lacked the necessary market commitment. This led to a critical turning point where they had to confront the void left by abandoning their initial vision.Kabir emphasises the importance of having a strong team dynamic during this challenging period. He credits his co-founders, Neil and Akash, for their resilience and maturity, which helped them navigate the emotional turmoil of pivoting. The team engaged in a structured brainstorming process to generate new ideas, ultimately leading them to explore opportunities in the cybersecurity space.The episode highlights the significance of gathering and interpreting market signals, as Kabir shares their methodical approach to customer interviews and idea validation. Links:First Round ReviewThe Mom TestLenny's PodcastLeen's websiteLeen's LinkedIn pageMyStartUpCFO LinkedIn Page MyStartUpCFO WebsiteSandeep Shroff on LinkedinGaurav Rastogi on LinkedinKabir Mathur on Linkedin00:00:00 - Introduction to the Podcast and Theme of Pivoting00:01:00 - Introducing Kabir and His Background00:02:30 - Kabir's Journey in Startups00:04:30 - Initial Idea: Customer Success Co-Pilot00:08:00 - Realization of Failure and Need to Pivot00:10:30 - Customer Discovery Process00:12:30 - Challenges with Customer Commitment00:13:30 - Feedback from VCs and the Importance of Signals00:15:30 - Navigating Team Dynamics During Challenges00:18:00 - The Emotional Toll of Rejection00:20:00 - The Process of Idea Generation After Failure00:22:30 - Evaluating New Ideas with a Scientific Approach00:25:00 - Understanding the Cybersecurity Space00:27:00 - The Moment of Hitting the Wall00:30:00 - Processing Grief and Moving Forward00:32:00 - Finding a New Direction: The Cybersecurity Idea00:34:00 - Unexpected Commitment from Potential Customers00:45:00 - Conclusion and Reflections on the Journey