Huntress has carved out a unique position in cybersecurity by staying laser-focused on SMBs while competitors chase enterprise deals. With 70% year-over-year growth and a tripling of company size in just two years, Chief Marketing & Growth Officer Jason Marshall joined us to break down their unconventional approach to building a marketing engine that scales from $45M to $500M ARR. Rather than following the typical cybersecurity playbook of chest-pounding about AI and technology superiority, Huntress has built their growth on a foundation of customer education, community engagement, and an unwavering commitment to making customers the hero of their story. Topics Discussed: - Huntress’s decision to stay focused on SMB market (up to 2,000 employees) rather than moving upmarket - The company’s educational content strategy that drives 80% education, 20% product marketing - Building and scaling a 45-person remote marketing team through rapid growth - Transitioning from word-of-mouth and events to a comprehensive digital marketing engine - Reddit and community marketing strategies that actually work without getting ”eviscerated” - The ”Go Giver” philosophy and how it translates to measurable business results - Channel-first strategy and why Huntress will never cut out partners - Hiring and managing high-performing remote marketing teams GTM Lessons For B2B Founders: - Make customers the hero, not your technology - Stay in your lane and dominate it - Lead with education, not pitches - Community marketing requires authentic value-add first - Screen for ownership mindset during hiring - Over-communicate clarity in remote environments // Sponsors: Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. www.FrontLines.io The Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe. www.GlobalTalent.co