I'm very excited to share this recording with you guys, which happened at our conference,

SaaSopin.com, with over 100 speakers, all founders of B2B SaaS companies. We have a very high bar

for what speakers share on stage. So you're going to enjoy this episode where we dive deep into

revenue graphs, real tactics, and real growth metrics.

You are listening to conversations with Nathan Latka, where I sit down and interview the top SaaS founders, like Eric Wan from Zoom.

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We've published thousands of these interviews, and if you want to sort through them quickly by revenue or churn, cac, valuation, or other metrics, the easiest way to do that is to go to gitlatka.com and use our filtering tool.

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So right at 4 o'clock, it's hard to have much empathy. You just want a coffee and a snack and not talk about ideas. But it's great to be here. It's awesome to see founders sharing ideas, sharing insights from

each other. There's no one playbook that works. So I think the best ideas that always happen

are out of spontaneous interactions like this. I'm going to talk in this presentation

about customer empathy, understanding customer and how it could lead to 10X in the company, and share some stories that we learned as we scaled security scorecard.

So let me actually first tell you how the company got started.

So about 11 years ago, I was a chief security officer in an e-commerce startup called Guild Group.

I'm a security guy. I kind of alternate between building things and breaking things. So I just hired for this rapidly growing e-commerce fashion startup,

which was going from a few hundred people to 2,000 people in just a couple of years

as a first chief security officer where I was overseeing security of millions of customers.

And right around month three, Kevin Ryan,

who is the founder of Guild Group, Business Insider, MongoDB,

he was my boss, now he's a friend and an investor into a startup.

He sends me a message and says, Alex,

I'd like you to come in and present to me

...