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Customer-Obsessed and Future-Focused: Scaling Lessons from Naj Husain
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Welcome to Built Not Born: The Startup Go-To-Market Podcast, the podcast for early-stage founders and startup leaders who know that great companies aren’t lucky… they’re built through smart execution and a bulletproof go-to-market strategy.
On this episode, host Sage Nye sits down with Najaf (Naj) Husain, four-time founder and CEO of Elastio, to unpack how startups can stay relentlessly customer-focused while pushing the boundaries of innovation. With over 25 years of experience in building software companies, Naj shares hard-earned lessons on building defensible IP, validating ideal customer profiles, and navigating investor dynamics. Whether you're scaling in cybersecurity or any tech field, this episode offers strategic insights on scaling with purpose, transparency, and a deep customer connection.
Here’s what you will learn:
- How to maintain unwavering customer focus while scaling a startup
- The strategic framework for identifying and validating your Ideal Customer Profile (ICP)
- Why building strong core IP provides the foundation for a sustainable advantage
- How to balance strategic versus tactical moves execution
- How the "disclosure sets you free" principle builds trust with investors and the team
- Why choosing the right venture partner matters more than the highest valuation term sheet
- How to build and leverage customer advisory boards
- Why focusing on one market segment deeply yields better results than spreading efforts across multiple verticals
Najaf Husain is a four-time founder and the CEO of Elastio. He brings over 25 years of experience in leading high-growth, venture-backed software companies. He previously founded AppAssure, which became the fastest-growing backup company recognized by Inc. Magazine. At Elastio, he focuses on zero-day ransomware protection and assured data recovery. Naj holds a B.S. in Computer Science from the University of Maryland. Outside of work, he enjoys investing in startups, competitive car racing, and attending polo matches with his family.
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