Building Wiz: the fastest-growing startup in history | Raaz Herzberg (CMO and VP Product Strategy)

Wiz achieved unprecedented growth by hitting $100 million in ARR within 18 months of founding, largely due to a strategic pivot from network security to cloud security. Raaz Herzberg, Wiz’s CMO and VP of Product Strategy, emphasizes that early-stage success depends on identifying genuine customer "pull"—where prospects actively demand proofs of value and push for next steps—rather than seeking superficial affirmation. Transitioning from an engineering and product background into marketing, Herzberg highlights the necessity of "dummy explanations" to bridge the gap between technical complexity and market accessibility. She advocates for a culture where vulnerability is encouraged, allowing team members to admit confusion to clarify strategy. By prioritizing clear, optimistic branding over fear-based tactics and maintaining a flat, impact-driven organizational structure, Wiz scaled rapidly while remaining independent despite significant acquisition interest.