It’s all about GTM: A Tech Startup Story from Cyberheals

When Mohammed Aadhil co-founded Cyberheals, he wasn’t thinking about building a startup. He was thinking about solving a problem that had frustrated him and his team for years. In this podcast episode, we’ll learn how whilst working in technical cyber security roles, Aadhil saw first-hand how broken the cybersecurity assessment process had become. Most organisations were focused on ticking boxes for compliance, not on improving their actual security posture. Reports were written, gaps were flagged, but there was little incentive or structure to turn those findings into meaningful action.

That disconnect between security assessments and security outcomes became the spark for Cyberheals and the creation of Truzta.

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Starting with the problem

The first version of Truzta wasn’t a product, it was a hypothesis. Aadhil and his co-founder believed there had to be a better way to approach cybersecurity assessments, one that turned audits into ongoing, operationally relevant action.

But instead of jumping straight into building the product, they took their time. They spoke to more than a hundred security leaders, asking questions, testing assumptions, and listening for patterns.

What they heard was clear, the process was painful, the outcomes were limited, the value was unclear and that customer discovery period shaped everything that came after.

A realistic GTM strategy

Cyberheals didn’t set out to reinvent cybersecurity, they set out to fix a broken workflow. Their Go-To-Market strategy was built around understanding when and how security teams felt the most pressure, and offering a way to spread that load across the year rather than cramming it into the weeks before an audit.

This insight shaped how the product was used, how it was positioned, and how it was sold. Cyberheals didn’t try to change behaviours overnight, they focused on fitting into the existing rhythms of how teams already worked.

Their GTM motion wasn’t loud, it was grounded with outbound at the core and it worked.

From validation to traction

By the time Cyberheals had a working product, they had already built trust. The conversations, research, and understanding of day-to-day pain points gave them a clear picture of where to start.

Their early adopters came through networks, referrals, and from those initial discovery calls. They were not chasing leads, they were following interest, and one early customer introduced the platform to another simply by showing how they had embedded it into their workflow.

That kind of traction only happens when the product fits, not just technically, but in timing, behaviour, and value.

Lessons from the journey

Cybersecurity is not the easiest space to build in. It is highly regulated, slow to move, and full of legacy tools. But that also means there is room for real change.

What helped Cyberheals stand out was not big funding or flashy branding. It was clarity, patience, and relentless focus on solving one specific problem really well.

They kept the product tight and resisted the pressure to build everything at once. They stayed close to their users and let real use cases drive the roadmap. They stayed focused on real-world workflows instead of chasing buzzwords or generic solutions.

Perhaps most importantly, they treated Go-To-Market as something that starts long before product.

Listen to the Podcast
Available on Spotify, Amazon Music, Apple Podcasts, and YouTube.

To learn more, visit the Cyber Heals website, explore their latest insights, or connect with Mohammed Aadhil.