How to Win Lighthouse Deals in a New Market - Felix Knoll COO/CRO Cranium
Cyber Go-To-Market Talk | Cybersecurity B2B Sales Leadership & Revenue Growth · 2026-02-03 · 35 min
Episode notes
Are you navigating the challenge of landing enterprise deals before you even have market traction? Wondering how to build pipeline without SDRs and endless cold emails? Curious if targeting Fortune 500 clients from day one is smart, or suicidal? This episode dives into a truly unconventional path to cybersecurity startup success that defies industry norms. In this conversation we discuss: Incubating a cybersecurity startup inside KPMG and the unique advantages (and hurdles) it brought Strategies for securing lighthouse enterprise customers and building trust-driven communities Lessons on managing founder-led sales, lean teams, and prioritizing scalable product development About our guest: Felix Knoll is the Co-Founder, COO, and CRO of Cranium, which was spun out from KPMG’s incubator. Felix blended enterprise sales expertise with startup agility to pioneer a new category in AI governance.