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.