What does it take to lead a cybersecurity startup with empathy, clarity, and focus, while staying true to your vision and your customers' real needs? In this episode, Pete Martin, co-founder and CEO of Realm Security, shares his journey from leading at top cybersecurity firms to building a company focused on simplifying security data. He opens up about the importance of vulnerability in leadership, the ongoing challenge of achieving product-market fit, and why clear internal communication is essential for startup success. Pete also offers insights on balancing short-term wins with long-term strategy, using AI responsibly in cybersecurity, and leading with empathy, lessons shaped by both his upbringing and becoming a parent. This episode is packed with practical takeaways for leaders navigating fast-paced, high-stakes environments.Takeaways:Lead with vulnerability to build trust. Being honest about what you don’t know creates space for collaborative problem-solving and strengthens team dynamics.Prioritize clear, empathetic communication. Transparent internal dialogue prevents misalignment and shows your team that their personal and professional realities are respected.Stick to your Ideal Customer Profile (ICP). Chasing every potential lead can spread your team thin; focus on customers who align with your core value proposition to grow sustainably.Balance short-term wins with long-term vision. While it’s tempting to chase quick sales, staying grounded in your product roadmap ensures long-term scalability and market relevance.Use AI responsibly and clearly. Be upfront with customers about how AI powers your platform to ease concerns and build credibility in a space where trust is paramount.Invest early in technical sales support. Helping prospects see the immediate value of your product through technical insight builds confidence and accelerates decision-making.Don’t underestimate the power of empathy. Understanding your team’s and customers’ perspectives creates a culture of care, which fuels innovation, resilience, and retention.Links:LinkedIn: https://www.linkedin.com/in/pete-martin-b2199334/ Website: https://realm.security/ Ways to Tune In:Spotify: https://open.spotify.com/show/2D1YbT2QhKxIwbREpU7EMb Apple Podcasts: https://podcasts.apple.com/us/podcast/shift-thrive-ceo-insights-on-driving-change/id1740828813 Amazon Music: https://music.amazon.com/podcasts/fa60b654-1955-4055-93df-fdd40c2a5c8f/shift-thrive-ceo-insights-on-driving-change iHeart Radio: https://www.iheart.com/podcast/269-shift-thrive-ceo-insights-166792501 Pandora: https://www.pandora.com/podcast/shift-and-thrive-ceo-insights-on-driving-change/PC:1001086797  This show is sponsored by Magnetude Consulting, bringing you the thinking-Power of a Growth Consultancy and the Getting-It-Done Power of a full-service B2B Marketing Agency. Learn more at: https://www.magnetudeconsulting.com 

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