Material Security is an email security company that protects an organization's users and data particularly across Microsoft 365 and Google Workspace. Last valued at $1.1B, Material has over 100 enterprise customers, including Doordash, Lyft, and Fox.

In this episode, Sandhya Hegde and Wei Lien Dang chat with Abhishek Agrawal, CEO and co-founder of Material Security.

Join us as we discuss:

00:00 Preview: Seeking validation for a B2B product

1:36 Founding Material Security

5:31 Identifying the Gap in Existing Solutions

10:00 Validating the Thesis

12:41 Product Vision and Initial MVP

19:56 Go-to-Market Strategy for the First Million in ARR

25:40 Product Vision and Impact of AI

31:50 Advice for Founders Starting Companies in 2024

Sandhya Hegde is a General Partner at Unusual Ventures, leading investments in modern SaaS companies with a focus on AI. Previously an early executive at Amplitude, Sandhya is a product-led growth (PLG) coach and mentor. She can be reached at sandhya@unusual.vc.

Wei Lien Dang is a General Partner at Unusual Ventures and leads investments in infrastructure software, security, and developer tool. Wei was a co-founder of Stackrox, a cloud-native security company prior to its acquisition by Red Hat. He can be reached at wei@unusual.vc

Abhishek Agrawal is the co-founder and CEO of Material Security

Unusual Ventures is a seed-stage venture capital firm designed from the ground up to give a distinct advantage to founders building the next generation of software companies. Unusual has invested in category-defining companies like Webflow, Arctic Wolf Networks, Carta, Robinhood, and Harness. Learn more about us at https://www.unusual.vc/.

Material Security's CEO Abhishek Agrawal on securing enterprise workspaces

Startup Field Guide by Unusual Ventures: The Product Market Fit Podcast

Material Security's CEO Abhishek Agrawal on securing enterprise workspaces