The Right Channels: A Tech Startup Journey with Overe
In this episode of Tech Startup Stories, Natalie Binns reconnects with Paul Barnes, founder and CEO of Overe, to discuss the realities of scaling a cybersecurity startup over the last 12 months and the lessons learned while building within the Microsoft 365 security ecosystem.
Overe is a cybersecurity platform focused on continuous assurance and identity security for Microsoft 365 environments, helping managed service providers and enterprises improve visibility, reduce security risk, and automate complex policy analysis that would traditionally require extensive consultancy work.
Paul shares how the company evolved from focusing primarily on product-market fit to building stronger revenue foundations through channel partnerships, international expansion, and refined customer qualification strategies. The conversation explores the complexities of selling new cybersecurity technologies through distributors, the challenges of balancing enterprise opportunities with a focused ICP, and how AI and lean operations are helping the business scale more efficiently.
This episode is ideal for startup founders, cybersecurity professionals, MSPs, SaaS leaders, and anyone interested in channel-led growth, product strategy, and building sustainable technology businesses.
Patents, Pressure, and Persistence: A Tech Startup Journey with Netarx
In this episode of Tech Startup Stories, Natalie Binns reconnects with Sandy Kronenberg, founder and CEO of Netarx, to explore how the cybersecurity landscape has evolved in the age of AI-driven threats.
Sandy shares how rapid advancements in artificial intelligence are accelerating the rise of deepfakes, avatars, and social engineering attacks, fundamentally changing how organisations think about identity and trust. Netarx is positioned at the forefront of this shift, building solutions that enable continuous identity verification across communication channels and address the growing risks within the human layer of security.
The conversation explores how market awareness is catching up, with increasing demand from large enterprises, evolving compliance standards, and a growing recognition that traditional cybersecurity tools alone are no longer sufficient. It also highlights the emergence of non-human identities (NHIs), and the new risks associated with automated systems interacting without direct human oversight.
For founders, cybersecurity professionals, and technology leaders, this episode offers valuable insight into building in an emerging category, navigating early adoption challenges, and preparing for the next wave of AI-driven threats.
The Reluctant Founder: A Tech Startup Story with Complyance
Richa Kaul never planned to be a founder, but when she spotted a gap in enterprise security compliance technology, everything changed. In this episode of Tech Startup Stories, the Complyance CEO shares how she raised funding like an American founder in the UK market, what it means to truly validate a product before scaling it, and why she waited three years before investing in marketing. From embedding herself in client processes to choosing investors based on people over prestige, Richa offers candid insights on building in a crowded cybersecurity space, navigating fundraising as a female founder, and why sometimes the best businesses start without a grand plan. If you've ever wondered whether to bootstrap or raise venture capital, how to stand out in competitive markets, or what it takes to walk the walk before talking the talk, this conversation delivers practical wisdom from someone who's living it.