43 min

How Vanta found product-market fit: Christina Cacioppo on startup compliance Startup Field Guide by Unusual Ventures

    • Technology

SOC2 certification is a daunting process for startup founders but increasingly necessary to land customers. Our guest today was among the first to understand how startup founders thought about security and compliance and set out to create the automated compliance category.

Listen in as Christina Cacioppo, CEO and co-found er of Vanta talks about her journey to creating the leading automated security and compliance platform that is valued at $1.6B today.

Join us as we discuss:

How Christina approached finding product-market fit for Vanta
What productivity looks like for the sales team at Vanta with $10-20k ACVs
How Christina has invested in her own evolution as a leader and CEO
Christina’s best advice for seed stage founders just starting out on their journey   


About Unusual Ventures — Unusual Ventures is a seed-stage venture capital firm designed from the ground up to give a distinct advantage to founders building infrastructure software and application-level companies. Unusual was founded in 2018 with the mission to reinvent the venture capital engagement model by serving entrepreneurs with an unprecedented level of hands-on services. Described as a partner versus a top-down stakeholder by its portfolio companies, Unusual is laser-focused on serving exceptional founders and teams building innovative products. With offices in Menlo Park, San Francisco, and Boston, Unusual has invested in category-defining companies like Arctic Wolf Networks, Carta, Robinhood, Harness, and Vivun.

About Sandhya Hegde — Sandhya is a General Partner at Unusual Ventures, leading investments in enterprise SaaS companies. Previously an early employee and executive at Amplitude, Sandhya is a product-led growth (PLG) coach and mentor. She can be reached at sandhya@unusual.vc and on Twitter (https://twitter.com/sandhya) and LinkedIn (https://www.linkedin.com/in/sandhyahegde/). 

Further reading:

CEO/Founder prioritization tool: https://www.field-guide.unusual.vc/field-guide-enterprise/leadership-ceo-and-founder-prioritization
Modern GTM: Scale your sales team to win the early majority: https://www.field-guide.unusual.vc/field-guide-enterprise/the-modern-gtm-scaling-your-sales-team-to-win-the-early-majority 
Product testing process: https://www.field-guide.unusual.vc/field-guide-enterprise/product-testing-overview 

SOC2 certification is a daunting process for startup founders but increasingly necessary to land customers. Our guest today was among the first to understand how startup founders thought about security and compliance and set out to create the automated compliance category.

Listen in as Christina Cacioppo, CEO and co-found er of Vanta talks about her journey to creating the leading automated security and compliance platform that is valued at $1.6B today.

Join us as we discuss:

How Christina approached finding product-market fit for Vanta
What productivity looks like for the sales team at Vanta with $10-20k ACVs
How Christina has invested in her own evolution as a leader and CEO
Christina’s best advice for seed stage founders just starting out on their journey   


About Unusual Ventures — Unusual Ventures is a seed-stage venture capital firm designed from the ground up to give a distinct advantage to founders building infrastructure software and application-level companies. Unusual was founded in 2018 with the mission to reinvent the venture capital engagement model by serving entrepreneurs with an unprecedented level of hands-on services. Described as a partner versus a top-down stakeholder by its portfolio companies, Unusual is laser-focused on serving exceptional founders and teams building innovative products. With offices in Menlo Park, San Francisco, and Boston, Unusual has invested in category-defining companies like Arctic Wolf Networks, Carta, Robinhood, Harness, and Vivun.

About Sandhya Hegde — Sandhya is a General Partner at Unusual Ventures, leading investments in enterprise SaaS companies. Previously an early employee and executive at Amplitude, Sandhya is a product-led growth (PLG) coach and mentor. She can be reached at sandhya@unusual.vc and on Twitter (https://twitter.com/sandhya) and LinkedIn (https://www.linkedin.com/in/sandhyahegde/). 

Further reading:

CEO/Founder prioritization tool: https://www.field-guide.unusual.vc/field-guide-enterprise/leadership-ceo-and-founder-prioritization
Modern GTM: Scale your sales team to win the early majority: https://www.field-guide.unusual.vc/field-guide-enterprise/the-modern-gtm-scaling-your-sales-team-to-win-the-early-majority 
Product testing process: https://www.field-guide.unusual.vc/field-guide-enterprise/product-testing-overview 

43 min

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