YouSaid · the spoken record

Raaz Herzberg

lines on the record: 82
first: 2025-12-12
most recent: 2025-12-12
sittings or episodes: 1
sources: podcast

Every line below is reproduced as it was said and linked to the record it came from. Nothing here is summarised or generated. Directory · Search · Corrections

“It's a tricky line. It's a tricky line. I felt genuinely for us. We always treated customers and we still treat customers, and I also just truly believe this about customers, that they are a core part of the WIS team when it comes to growing in the market. Your customers are your strongest voice. We also always treated them that way when it came to product decisions. So if a customer asks me for something, something that's super custom to them, or something I'm not sure I can build in a way that's generic, or something that doesn't align with my North Star, either he wants something that's not in Wiz's domain at all at all, like not even close to our domain, in which case there's a misunderstanding here, because if you communicate what you're trying to solve for, and we know what we're trying to solve for, like we own cloud security, we own securing everything you build around the cloud. If it's not in that direction, then we have a communication problem and we shouldn't have even gotten here. Or it's a real problem in my domain, and then maybe the way he wants me to solve it is...”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“It's exactly, I think, that will it work for a scale? If you're not sure it will, then don't do it right now because we don't want to hit that problem later. And there's many small things like that that you make decisions on every day as a product manager. You're like, yeah, what's going to solve this for this customer right now? And like, whatever, I just need to. And like those five POCs right now. But it's a question. Can you think about the solution that will solve for them, but in a way that will also solve for the future?”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“I've never seen a team develop with more velocity than the development team at Wiz. I don't think it's a trade off wizard. I think it's almost a mindset. It doesn't mean that you have to make things to be perfect. It just means that when you had the initial idea or approach to implementing something or approach to building a feature, you did not just think about the customers you have today. Let's take a simple example.”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“Deep culture of enterprise sales and what it means to sell to enterprise, and like seeing that machine from the inside, it's amazing. It's such an amazing company. I mean, the big companies, Microsoft, Google, Amazon, truly, they're so successful. Think about what it takes to start it and have a company that stays so relevant for so many years. It's insane. So you have to be humble. And I think we've learned so much from seeing that machine in Microsoft.”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“Take on money, take on money. No, no. Microsoft, when you build something into the product, even the tiniest feature, you have to think about it working for the biggest organizations in the world, for the biggest call deployments in the world. If something doesn't work at an infinite scale, it doesn't work. You never put it in there for the first place. So every small decision you make on the product and on the engineering side, your mental state is either this works for infinite scale or it doesn't work. If something works for like some customers or customers up to an X in whatever size complexity, so it doesn't work. So that's a mindset that from the early days of Twiz made us build everything in the way that we've never had to refactor things. We've built for the scale we have today, that mindset was there from day one because of how we're used to building in Microsoft. And the second thing, that's like on the product side. And I think on the go-to-market side, I just think Microsoft has such a”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“Yes, with a caveat. I don't think it was about the name we had. I mean, a sapphire CO, which is now very well known. It's not like he would walk into a room and people would know who he was. Nobody heard her name. So it wasn't about the credits or the brand. But I think the knowledge we had from working with enterprises at Microsoft and from helping enterprises solve complex security problems, I think that's what helped us when we were having a conversation with an enterprise customer, make him feel like, okay, that's this team understands enterprise. And when you understand enterprise, you know that it's also just never really about the product. It's about really understanding how you integrate into their processes, their workflows, their complexity of the environment. So I don't think it was the fact that we had Microsoft written in our background. And I also think that despite the fact that our founders led Azure Security, it's not like their names were well known or something, but it was really that knowledge of how to work with enterprises and how to”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“Break all their infrastructure to make it work. We started with that. It's weird, but we were like wired for that type of scale and mindset. And I also think security specifically, it's a specific market, security, right? My knowledge is very limited to my market. But in security, I've always felt you want to buy things from the place your bank buys things from. You know what I mean? Like you want to buy insurance from the place your bank buys insurance from. So if you manage to actually help the most complex enterprises in the world, the most heavily regulated and complex organizations in the world adopt you, then you're way down market becomes so much easier. So it's definitely not a move that will work for everybody or is easy and it's definitely very unusual, but it is what worked for us.”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“Think we had something that's part of our DNA, which is critical here. Wiz was founded by four of the most incredible people in this universe, right? The staff or CEO, Roy or VP of Engineering, Yan, our VP of product, and Ami, our CTO. And Wiz is not their first company. So before Wiz, they sold their first company to Microsoft. And instead of leaving Microsoft after a couple of years, like most founders do, they ended up staying for six years and leading all of the Azure Security products. That's also where I'm at the team. I led Azure Sentinel, which is one of the Microsoft Security products. And Microsoft is just the best school in the world for enterprise and for scale. So in WIS from day one, everything we built, we had a perspective of scale. We put into the product features that the early days we built out our role-based access system into the product. It's something that typically products, at some point they want to sell to an enterprise, and then they want to implement that, and then they have to go back and like.”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“For me, also, fear based selling in our domain is not giving customers and teams enough credit because no one product can solve for all of your problems. So there's also, to me, just something not authentic about fear-based selling. I definitely think it's critical to know your pain point to know how you address it, but it can be on the positive side. I mean, and wiz, the pain point is super clear, but it's now about how does a product enable you to do better, to be positive, to be confident. It's not when you hit a pain point, it doesn't need to come from a negative place of scaring you about it. It can also become from a positive place of let's resolve this together, which I think is just also more realistic. When you're a customer of something, when somebody tries to sell you something, you don't want them to be scaring you. You want to feel like they're enabling you, like they're giving you something. So for me, it's just not an either or.”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“Does probably inspire urgency. I mean, a lot of cyber companies have been very successful with those tactics. It just doesn't inspire me or us. And it's not really authentic for our brand and for our product at all.”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“Agree 100% with that. I agree 100% with that. And that's why I feel like you have to connect on a human level. And, you know, in our domain, cyber companies, a lot of them have connected to the realm of fear, scaring you from something bad happening. Like if you're selling a security product scaring you that if you don't use my product, you're going to have something like a security incident or something. I just genuinely don't like fear-based connections. And I feel people connect better on empowerment, on humor. And I also think it connects more to what we do. We help organizations build.”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“We're selling to smart people. They're not confused by something as shallow as the color. So I've just never worried about it. And I also don't think I've ever as a person been offput by somebody being, for me, if somebody walks into your room and they're super smiley and they make jokes, I don't take them less seriously. Quite the opposite. So I've truly never really worried about it and I think it's proven itself.”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“I don't worry about it. And I think it's proven itself. That's what with cells. We sell to CISOs at Enterprise companies. I don't think people are looking for more scariness, formalness. I mean, your role is stressful enough. It's okay. You can have fun with it. And I think also humor is something that naturally connects people more than fear. I've never experienced people not taking it seriously. I also think it's not just about the fun and the jokes, right? The fun and the jokes are like one part of it. The Wizard of Oz is one part of it. But the second part is really making sure that you brand yourself as an expert in your domain. It doesn't mean it can't be found in the way. You can be an expert and make it fun, right? You can say the smartest thing and you can give the best content and you can be the first person to explain deeply when a new vulnerability hits everybody at the same time. You can be the first and most valuable resource to them. It doesn't mean you have to do it in black and red. People are smart, right?”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“Selling through the CIO, the CTO, in my case, the CISO, you're selling to a person that companies. So we end up with like 500 people that need to hear your name somehow. So anything that makes them hear my name will make the room and the meeting warmer. So that you can feel from the ground. You feel from your sales team. As a marketer, I work for the sales team. Once they say, oh my God, the marketing here sucks, I'm doing a really bad job. And it doesn't matter if my pipeline number is green or it's red. They know if they're being outmarketed. They know if the room is hot or if the room is cold.”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“Know it's funny, I also think that when you have the numbers, you also know when it's good. I think every marketing leader that was ever fired had green numbers on his pipeline. You know what I mean? It's like, what does this number even mean? You put a target, you hit the target, you're not selling, right? So the team is frustrated. So the numbers also don't mean something when they're good. The numbers are just not the way to quantify it. For me, I feel it from the ground up. When we had challenges around marketing, you would feel it because you would walk into cold rooms. Simply put, you would walk into a room and you would start from zero. You would start from explaining who you are, where did you come from? What is wiz, who the founders were. I would walk into those rooms. I knew the room was cold. It's very different when you walk into a warm room. And so the question is, how do I make the rooms warm, meaning when I meet my specific audience and our product is an enterprise product? So I know the group of people I'm selling to. I mean, any enterprise product, right? Let's take the Fortune 500 companies. It's 500 companies.”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“But making brand investments sometimes it's impossible to quantify them. And when I say brand, just to be very clear, I'm not talking about a big sign on the San Francisco Highway. I'm talking about any effort that makes your company seem very knowledgeable or an expert in their domain to your audience. And that could be a gazillion things that are very hard to measure. And we spend a lot of our effort on those types of things. And I have no way of tying it back to a number. And I don't really care because I think that's what really matters.”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“I think brand is underrated, meaning people spend a lot of time doing things that will impact a number on the board deck, like pipeline numbers. And having now learned this whole domain from the inside, pipeline numbers are, it's very hard to know what they mean. I mean, I always think about when the board members look at the pipeline numbers, like every company measures attribution so differently. And you work really hard to change the number and you can build a team that's like obsessed with that number. But at the end of the day, I think sometimes things that are very hard to quantify, like brand, are actually the things that matter most. I think people buy things. And at the end of the day, I think enterprise is also people buying things. It's a person at the end that buys something. And the brand matters a lot. I mean, when you now go to buy a phone, you don't start comparing the specs, right? You just know what you're going to buy because you're like, well, that's the best one. I think it's not that different for anything, for enterprise software, for anything.”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“I have a hard time pinpointing to one mistake. I mean, I think if I look at it at a broader company level, the one time where we made something that was a major shift for us was very early on. We started initially from like a very different idea and we pivoted to what is now WIS. It was the early days when we had this idea around network security. Wiz was actually called at the beginning beyond networks. And we would talk to CISO security teams and we would kind of pitch them on this network idea. And I think we were kind of convincing ourselves that it was something they were interested in and we got feedback like, oh, it's interesting. We'd love to talk again, but we couldn't get to that next step. And I think that was at the beginning, like until we pivoted, I felt like that was a big learning of a mistake where we were kind of trying to push something hard without really filling, you know, the pull back, but we were maybe convincing ourselves a bit that we were feeling the pullback.”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“She felt the gap. I couldn't have been more wrong. And I've learned how much of an important function it is to bring something to market. And I've been very humbled by being able to learn a lot from her as well about the role.”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“I think one of my biggest mistakes early on was that I had no real understanding of product marketing and its role. I spent my career on the engineering and product side, never on the go-to-market side. And product marketing is this weird animal that's in between. And being on the product side, it was never sure, I mean, I almost thought of them as ignorantly, right? That was because I was ignorant about their role, but I thought of them almost like the team that writes the blogs, you know, when you launch them. That was my perception. That was my perception in product marketing.”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“That company. It didn't say anything except Wiz of Oz. So I think that taught me a bit about not doing things the classic way, trusting your gut, not being afraid to be different. And it taught me that lesson that that's okay in marketing. It's not that okay in product, by the way. But in marketing, it's fine because let's say that this booth would have been the weirdest thing ever. Okay, I would have never done it again. And people would have rolled their eyes at me, but there's no harm there for good or something. I'm not ruining something.”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“So, the thing literally looked like Wiz of Oz. It was like this big hot air balloon. There was like a yellow brickstone. And I paid some actors from San Francisco to dress up the Wiz of Oz characters and spend the day there. You know, compared to the price you pay for that small space, it's nothing. Doing something yellow and weird doesn't cost more than doing it black and boring. And bringing actors is like $400 a day. So it wasn't more expensive, but there was a chance of people being, what is she doing? This is so weird. And I was just coming into the role. So a lot of people were looking at what I was doing inside the company because I've never done this before. But I just decided to roll with it. I didn't ask a lot of people for their opinion. I just rolled with it. And we have the same size of space and place at that conference every year. And it brought in like 4x more leads. And everybody, because everybody came to see what is this.”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“It's a good question. I think for us, the best marketing decision I've made early on, was trusting my instincts about being out there with something super weird and unique? The first decision I actually made after I took the marketing role already we had space in RSA, which is like the Super Bowl of Cyber Companies. So it's like this huge conference where you pay a lot of money to get a booth. So like five meters on five meters of something, you paid like, I don't know, a ton of money to get that. And we already had that space, right? And I just took over the role and our problem at the time was that nobody's ever heard of us. Nobody heard of Wiz, although we had amazing product market fit. That was a problem. So I decided to be like, okay, I've been to this conference of a zillion times. I spent most of my career in cybersecurity. Everything's like gray, blue, dark, scary. I said, let's do a whiz of Oz booth and make it super weird.”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“Need to explain. Now you can try anything as weird as it gets, as stupid as it gets. If it doesn't work, we won't do it again. You don't have to maintain it. It's not there forever. So for me, marketing is also just about people who can be creative. Think of a solution and be amazing at execution. Just think of something, execute it, let's try something else tomorrow.”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“I'm going to use any channel in my possible imagination, and I'm happy to try anything to make it work, right? And the thing about marketing is you don't have to be so careful. I came from product, and in product you have to be very careful, meaning every decision you make, it's forever. You take the most expensive resources of a company, engineering time. You put it on building something. You put that something into your product. Now let's say it's not a great feature, or let's say only 2% of your customers are using it. You can never take it away if the 2% of customers isn't like a Fortune 10 company. It's there forever. And every new thing you're going to build into their product from now until eternity, you have to take into account that other thing in other area in the product. Making a mistake on what you build is big for me, right? So when you are in product, you really have to think through. Marketing for me is almost the opposite. That's why it's so fun. Again, the problem is pretty simple. I need to explain this thing to the right audience. I know my audience.”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“I'm neither marketing expert. I know very little about marketing. My only marketing ever role has been as part of Wiz. I don't think I could do marketing at any other company. I think it comes from really, really knowing the domain, really knowing the customers, really knowing the pain points, really knowing the tech, really knowing the before and after the Wiz organizations. I think when we think of marketing at companies and startups, it comes with all those scary words and terms and pipelines and MQLs and SQLs and like a ton of things where for me, because I didn't know marketing actually, I had the privilege of being removed from that and being like, what are we trying to solve? Right? I have a product. I can explain to you in English very clearly why it's amazing and what does it before and what is the after of using the product and I feel confident that if you try your product out, it's going to be incredible. And I know who's buying my product. So it's just about how do I tell that to the right audience that's buying my product.”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“I like everything. I've always liked everything. I've always found everything interesting. I mean, I studied computer science in one of Israeli's best tech universities. But then in parallel, I also studied arts. And the best art school, they're both in the same city in Israel. So I've always liked everything and I always say that for me, it doesn't really matter what I'm working on. I just really want to do it with a team of extremely talented people I look up to. And I really don't care what the domain is. That's what drives me.”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“It's funny because I never think of it in the sense of I'm so good that they've never lost a deal. I'm just very, very afraid of failing. And again, I'm never complacent. So every deal I feel like it's my life depends on it. I've had one case like a year and a half and two is. So when they say I was on a deal, what does it mean, right? In the early days, I was literally like the person on a deal. Then the first two years of whiz, I think every...”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“In like 15 minutes. So I think the combination of having very short time to value, being very easy to deploy, and solving a very big problem, like solving cloud security and we started at the beginning of COVID. So it was even a bigger problem than it ever was before because everybody were moving even faster to the cloud. So it was a combination of all of those three things that just kind of made it roll much faster than we expected. I mean, I was doing legal TNCs. I remember myself doing things I never imagined in a million years I'd be doing. But the product market twice was just so strong that customers were pulling. We didn't expect it to happen so fast. And so we were always behind on really everything in the company were behind on, right? Because nothing went at the pace you'd expect it to go. So by the time we had a referral salesperson, it was already rolling.”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“I think Wiz had an incredible product market fit early on, meaning the value that the product broad to customers was very clear. It was a combination of product market fit and also we were solving something that was a big problem. It wasn't like a small problem for our customers. Like for customers, for security teams, there's a before whiz and an afterwiz moment. We're solving a big problem for them. Like we're solving cloud security. If you're a security team, a dev team, and you're building things in the cloud, how do secure them? That's what we solve for. It's a big problem. And the product had very strong product market fit. And also from day one, it's the product. And I started as a first product manager. So my first role was leading the product team. We always believed that time to value is value. And so the way Wiz works is very fast, meaning you connect this to your environment. And it's an enterprise security product. So those things are expected to take months and months and months for deployments and things until you see value. But in Wiz, literally, you get value.”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“I mean, even things I do today, for example, today after our conversation, I'm meeting like six or seven customers at the WIS offices. I've done thousands, if not tens of thousands of those types of meetings and conversations. And in the early days of Wiz, we were selling in millions of dollars an hour before we had salespeople at all. So I was also like leading deals and everything. So I've done a gazillion of those, but I'm still nervous before them. Nothing feels like a walk in the park. I'll read the prep correctly. I'll think about it ahead of time. I've never lost a deal at whiz, but I'm always afraid of that happening. So nothing feels like a walk in the park to me, regardless if I've done it a million times, if I haven't done it a million times, just nothing.”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source
“I always feel like an imposter. It's never left me throughout my career, and I also don't try to fight it. I kind of embrace it. I think a lot of people feel like imposters. I feel like an imposter every day. It's part of the motivation. I also think sometimes people think they know more than they know. I'm never at that problem. I always feel like I know probably less than they know, and I'm never complacent about anything. I'm always paranoid about everything. I've kind of learned to embrace it. I never feel confident. I always feel like an imposter in every single thing I've done through my career, whether I was well prepared, not well prepared, whether it was something that should have been a walk in the park or not, I feel the same way.”
2025-12-12 · The Twenty Minute VC · 20Growth: How Wiz Built a $30BN Brand in Enterprise | What Worked vs What Was a Mega Failure: Lessons Learned | Why Marketers Make the Worst CMOs & What To Look for in Growth with Raaz Herzberg · IDENTIFIED FROM THE TRANSCRIPT · source