The Predictable Revenue Podcast

There are a handful of genuinely useful observations - using cold outbound as a systematic message-testing instrument, building a platform as a hedge against an uncertain use-case roadmap, and the chronic-disease framing of data-security accuracy - but much of the runtime is consumed by repetitive explanations, vague recaps, and filler affirmations that dilute the signal considerably.

“we had, not kidding, thousands of outbound communications, thousands when we were still in stealth mode. And basically, every few hundred, I kind of played with the message”

“we knew that there is a very good chance that we're going to miss in the bat because the bark is moving so fast. If you're trying to chase the wave, you're always going to be reinventing and reinventing”

The platform-as-hedge framing (build broadly so any use case that emerges can be served cheaply) is a genuinely useful lens for early-stage product strategy in a fast-moving market, but the episode leans on well-worn references - Crossing the Chasm, Blue Ocean Strategy - and the core startup-discovery advice ('sleep on it,' 'talk to customers') is standard fare.

“part of the hedging strategy, let's make sure that we have such a robust platform that it's easy for us to apply it to different information systems and channels as they evolve”

“there's a 10 billion dollar market and still did not find product market fit”

Cohen is a genuine practitioner with enterprise-security operating history at Skybox, and he speaks credibly about go-to-market sequencing and technology architecture trade-offs; however, BonFi is a very early-stage company started in 2024 with no disclosed scale, so his current-venture experience is thin and many claims are aspirational rather than proven-at-scale.

“we started the company in 24, right? So I would say probably in the latter part of 24, they just start to realize, especially on the security side, that something has to be done”

“It took us about five calls to get to beta with quite a few engineering and it continued since then”

The episode is almost entirely devoid of hard numbers: no ARR, no named customers, no response rates, no accuracy benchmarks, no headcount, and price points are described only as 'similar to established data security.' The only semi-concrete data point is the 'thousands of outbound' emails and a hypothetical '100,000 emails a day' illustration, leaving most claims unverifiable and abstract.

“think about if every 10 emails in a company, let's say one out of 10 emails in the company is being flagged as a leakage wrongly. You have a big company, maybe let's say 100,000 emails a day. You have 10,000 of them are flagged”

“we spent a few months, right, of just talking to tens and tens of people”

The host maintains a logical narrative arc - idea to validation to first customer to outbound to PMF signals - and asks a few genuinely useful follow-up questions (e.g., how the process differed from Skybox, what specifically made the first customer say yes), but repeatedly accepts vague answers with 'I love that' without pressing for numbers, names, or concrete evidence, and injects a tangential anecdote about his hedge-fund friend that wastes airtime.

“I love that. I've got a couple of follow-on questions”

“a friend of mine's a hedge fund manager and he's having it it's got access to his bloomberg and he's got it creating all these models and stuff”