We Trained Cybersecurity Startups to Win POVs, Not Solve Problems
Cybersecurity has a strange problem. Everyone says they want to reduce risk. But too often, the way we evaluate products rewards something narrower: how quickly a vendor can show value in a POV. Can it deploy fast? Can it work agentless? Can it produce a clean report? Can it map to OWASP, NIST, the EU AI Act, or the latest framework? Can it check enough boxes in the RFP?