BUILDERS · 2026-07-31 · 22 min
Reco is an AI SaaS security company that helps enterprises discover and secure the AI agents and applications spreading across their SaaS environments. In a recent episode of BUILDERS, we sat down with Ofer Klein , Co-Founder and CEO of Reco , to unpack the two sequential bets that reshaped the company's direction, and the operating discipline - borrowed from his time as an Israeli Air Force pilot - that he uses to validate every major GTM decision before scaling it. Topics Discussed: The two sequential bets: securing the SaaS layer first, then AI security, and why each one only felt obvious in hindsight A customer who had built their entire security practice around Reco, and how Ofer handled that conversation mid-pivot The three-part validation framework Ofer runs before doubling down on any bet: pipeline, purchase, adoption Reframing security spend as a mandate the buyer's leadership has already funded, not a new budget request Why roughly eighty percent shadow AI usage is the predictable result of strict blocking policies, not an anomaly The specific headcount and complexity thresholds (2,500 vs.
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