Mohammed Aadhil didn’t plan on starting a company. But like many founders, he kept bumping into the same problem until he couldn’t ignore it anymore.
While working as a technical cyber security specialist, he and his co-founder were constantly frustrated by how cybersecurity assessments were being done. Organisations were investing time, energy, and money into compliance reports, but the outcomes were limited. Risks were flagged, documents were filed, but very little changed after the report was delivered.
That gap between assessment and action sparked the idea for Cyberheals.
Start with the problem
The first version of Cyberheals wasn’t a product. It was a hypothesis. Aadhil and his co-founder believed there had to be a better way — one that turned cybersecurity into a continuous, operationally integrated process, not a one-off panic before audit season.
But instead of jumping into building, they went deep into learning.
They spoke to over 100 security leaders. They listened for pain. They looked for patterns. And what they found was a clear, consistent need. The process was too manual, too reactive, and too disconnected from how teams actually worked.
So they focused on fixing that. Nothing more.
GTM is the foundation, not the launch
One of the most refreshing parts of Cyberheals’ story is how seriously they treated go-to-market from the very beginning.
Before there was a product, there was positioning. Before there was code, there was clarity.
Rather than trying to change user behaviour, they designed their solution to work with the rhythms security teams were already in. They knew when audit pressure peaks. They understood how workflows operated in spreadsheets and silos. Cyberheals didn’t demand new processes — it made existing ones better.
Their GTM motion wasn’t a campaign. It was a mindset.
Early traction came from fit, not flash
The first paying customers didn’t arrive through paid ads or outbound sequences. They came through conversation and credibility.
Because they had taken the time to understand the space, they could speak with confidence. And because they had focused the product tightly on one real problem, early adopters not only saw the value — they shared it with others.
In one case, a customer introduced Cyberheals to another company simply by showing how they had embedded it into their process.
That kind of traction isn’t hype. It’s proof.
Lessons from the journey
Building in cybersecurity is not for the faint-hearted. It’s complex, conservative, and full of deeply ingrained habits. But it’s also a space crying out for real change.
Cyberheals succeeded by staying focused. They didn’t chase trends or try to be everything to everyone. They focused on solving one important problem really well, and kept their early GTM rooted in honesty, precision, and trust.
They didn’t launch fast. They launched right.
What you’ll learn in this episode
This episode is a must-listen for any founder thinking about how and when to go to market. Aadhil shares what it really looks like to design GTM into your product from day zero.
You’ll learn:
Why customer discovery is the most underrated GTM tool
How to validate pain before writing a single line of code
Why workflow integration matters more than features
The value of starting with tight use cases and expanding naturally
How to build traction through fit, not noise
If you’re working on something early and wondering how to shape your first GTM steps, you’ll get a lot from this one.
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