IGNORE TAM

“I believe market sizing is bullshit. Often when people ask for a TAM calculation, they are simply looking for a reason to say no, failing to realize that the most impactful products actually create their own markets rather than fitting into existing ones.”

“There is a very specific vitamin versus painkiller dynamic in this industry. Most founders don't start a company because they love compliance, but they realize quickly that it is the essential painkiller required to unblock sales and close enterprise deals.”

“We are exploring a future where we use agents to generate the UI itself based on the specific security context. It is a shift from static software to agentic trust, where the interface adapts to solve the compliance problem in real-time.”

“The most successful founders I have encountered are relentless truth-seekers. They don't care about being right or maintaining a narrative; they are obsessed with finding the ground truth of their business and reacting to it immediately, no matter how uncomfortable.”

“The strategy behind the 101-billboard campaign was to create a sense of scale and inevitability for Vanta. By being everywhere at once, you move past being just another startup and start to feel like a permanent piece of the enterprise infrastructure.”