We're sunsetting PodQuest on 2025-07-28. Thank you for your support!
Export Podcast Subscriptions
cover of episode Breaking into Enterprise: How Anagram Landed Disney with Cold Outbound

Breaking into Enterprise: How Anagram Landed Disney with Cold Outbound

2025/6/26
logo of podcast Founded & Funded

Founded & Funded
AI Deep Dive AI Chapters Transcript
People
H
Harley Sugarman
V
Vivek Ramaswamy
Topics
Harley Sugarman: 我坚信冷邮件是创始人能遇到的风险回报比最高的提议。它几乎不需要任何成本，只需要一些时间和对目标受众的思考。即使对方没有回复，也不会有任何声誉风险，因为他们可能会在一年后回复，而且已经忘记了你之前的邮件。但潜在的回报非常高，因此我们非常重视冷邮件策略。我们总是从寻求反馈开始，并对产品的局限性保持坦诚。我们邀请客户提供反馈，并强调我们的方法有所不同。将自己定位为早期公司可以减轻高管的戒备，并让他们更愿意提供帮助。许多高管喜欢帮助初创公司，这可以带来投资和人脉。以谦逊的态度接近客户很重要，不要夸大自己的能力。我们可以通过成功案例来建立信任。

Deep Dive

Chapters
Anagram initially focused on upskilling security teams but pivoted to enterprise-wide security awareness training due to market realities and positive customer feedback. This shift involved adapting their engaging puzzle-based approach to a broader audience and addressing the widespread problem of human error in cybersecurity.
  • Initial product focused on security team upskilling through puzzles.
  • Market shift to contracting led to pivot.
  • New focus on broader security awareness training for all employees.
  • Success with cold outreach to enterprise clients.

Shownotes Transcript

In the latest episode of Founded & Funded, Madrona Partner Vivek Ramaswami sits down with Harley Sugarman, founder and CEO of Anagram, to unpack how one pivot, a flood of cold outreach, and relentless focus on behavior change transformed a niche tool into an enterprise platform serving companies like Disney and Pfizer.   From landing enterprise logos off of nothing but wireframes, to outmaneuvering the 800-lb gorilla in a legacy industry — Harley's tactics are a masterclass for any founder trying to stand out in a crowded market.

Transcript: https://www.madrona.com/how-anagram-landed-disney-with-cold-outbound-security-awareness-training

Chapters:  (00:00) Introduction (01:53) Harley Sugarman's Background and Journey (03:24) Founding Anagram (04:21) Initial Vision and Pivot (05:50) Challenges and Market Realities (06:54) Customer Feedback and New Direction (09:25) Executing a Startup Pivot (11:31) Cold Outreach Success (14:20) Security Awareness Training that works (18:52) Competing in a Crowded Market (24:48) Enterprise Sales Strategy (27:04) Fundraising Journey (28:54) Choosing the Right Investors (33:32) Advice for Founders (36:33) Future of Security Training