Jason B.

Gašper Š. Honestly, I’d stop thinking about “channels” for a second and focus on where the pain becomes operationally expensive. RFPs and security reviews usually don’t become painful at 5 questionnaires/month. They become painful when: -enterprise deals start stacking up -sales cycles slow down -SEs and founders get pulled into repetitive work -procurement becomes a bottleneck So if I were you, I’d probably narrow aggressively toward companies already feeling that operational drag instead of broad outbound. A few things I’d test quickly: -Trigger-based outbound around hiring/security/compliance motions -Partnerships with vCISO / compliance firms already inside the process -Messaging around revenue slowdown and deal friction, not “AI automation” -Very tight wedges by buyer type instead of generic ICPs Most teams I see struggle because they try selling the tool instead of attaching themselves to an expensive operational bottleneck.