NetRise CEO Thomas Pace on Sales Bluebird Podcast

Key Takeaways

NetRise’s core thesis: firmware visibility is missing:
Pace explains how NetRise focuses on giving organisations visibility into device firmware (especially “minimal-function” devices) by automating analysis that historically required expensive reverse-engineering engagements.
One platform, multiple buyers—different value props:
The discussion highlights how the same capability can serve device manufacturers, end users of those devices, and consulting firms—positioning the platform as a “painkiller” that can also amplify consulting outcomes.
Go-to-market lessons for cyber startups:
They talk about building the company during COVID and leaning into targeted outreach, evangelizing the problem, and warm-network introductions (vs. mass cold outreach).