The classic B2B sales model is broken. A prospect fills out a form, waits for an SDR to call, gets handed to an AE, and only then, after multiple touchpoints, do they finally see the product. Roeland Delrue, Cofounder, CRO and COO at Aikido Security, opened his talk at Gathering #8 by attacking this model head-on. The paradigm shift he described is simple but radical: stop forcing a sales cycle and start joining the buying cycle.
Aikido Security is an all-in-one security platform that consolidates nine tools into one, cuts noise dramatically, and has built a reputation for stellar UI and UX. Previously at Showpad and Officient, Roeland brought the audience through Aikido's entire PLG customer journey, from their company timeline (idea in April 2022, first revenue by April 2023) to the five specific learnings that drive their growth engine today.
