Wiz's $32B GTM Playbook: Unpacking the Formula (Part I)

Summary

Welcome to The Cybersecurity Pulse (TCP)! I'm Darwin Salazar, Head of Growth and Marketing at Monad and former Detection Engineer in big tech. Each week, I dig through all the major headlines to bring you the latest security product innovation and industry news. Subscribe below for weekly updates! 📧Google just acquired Wiz for $32B, 5 years after it’s founding. If you haven’t been watching closely, you may be asking yourself “How on earth did they achieve that?”. It’s an unprecedented, historic feat that will be talked about and studied for decades. Sure they had many factors working in their favor from inception, but to me, the x-factor (aka “Secret Sauce”), was their Go-To-Market (GTM) strategy. I’d argue that they’ve had a greater GTM run than any other B2B company in recent history, except for maybe Salesforce.As a former competitor to Wiz, a current tech partner through Monad, a market analyst with TCP, and a friend to several Wizards, I've had an up close look at their meteoric rise. In this series, I’ll try to decode the exact growth and marketing tactics behind Wiz's historic exit. In this installment, we’ll dissect their journey from finding Product-Market Fit (PMF) to how they nailed branding that set them apart in a hyper competitive segment with well-established incumbents. Curious about what growth + marketing hacks Wiz employed and how you can apply them to your own strategy? This series should act as some sort of guide for that! Interested in sponsoring an issue of The Cybersecurity Pulse?This includes reaching an audience of ~6,000, ranging from CISOs, Security Engineers, and world-class investors across 100+ countries!Learn more here 👈🏼Wiz achieved $100M in annual recurring revenue (ARR) in August 2022, just 18 months after launch, making it the fastest software company to reach this milestone at the time. By May 2023, ARR reached $200M, and by February 2024, it was $350M, with a target of $1B ARR and a future Initial Public Offering (IPO). In July ...