Interview w/ CMO of SentinelOne, a $8.3B Cybersecurity Company

"You want to be super thoughtful about who you stand for, so that in those buying situations people think about you, and they don't necessarily need to know a ton. They need to know who you are." This and more in my chat w/ Bryan Law, CMO of SentinelOne (NYSE: S), former CMO of ZoomInfo (NASDAQ: ZI). We discuss the future of AI and marketing, the importance of consistent brand messaging across channels, and balancing data with emotional storytelling when it comes to the buyer journey.

Watch all our other interviews from last week here, including the CEO and Founder of Belkins (the #1 appointment setting agency) on the importance of omni-channel; Manich Bhan (SEO expert) on reading Google's patent literature to stay toe to toe with their ever changing algorithms; to Hannah Ajikawo, Revenue Funnel guru, who works with companies in the $30-40MM ARR range on unlocking revenue growth.

The Early Stage Founder's Dilemma:

In working with the Fall Cohort of Antler's accelerator program, I've found that early stage Founder's often struggle on getting to market fit for the following reasons:

The psychological: 1) the idea is tied to their identity 2) and thus fear (fear of rejection, fear of a bad idea reflecting self worth)

The logical: 1) overwhelmed with where to start 2) don’t know which tools to use (based on effectiveness and affordability)

I understand this journey well. As a non-technical Founder, I was often the guy on the couch with a great idea but no knowledge on how to execute. It took me 5+ years to really understand the mechanics of GTM, and even then I’m still learning everyday as the landscape is rapidly changing in real-time.

2 techniques I’ve found to be useful in my journey:

• Schedule it (whether it’s a meeting, a task, a launch date…put it in the calendar)
• Publicize the date (post it to your socials, your LinkedIn, tell your Co-Founder, your community, your partner - the fear of embarrassment for not delivering will help keep you accountable)

Stay Curious,

Chris Sheng

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