Breaking into Enterprise: How Anagram Landed Disney with Cold Outbound
Description
In the latest episode of Founded & Funded, Madrona Partner Vivek Ramaswami sits down with Harley Sugarman, founder and CEO of Anagram, to unpack how one pivot, a flood of cold outreach, and relentless focus on behavior change transformed a niche tool into an enterprise platform serving companies like Disney and Pfizer.
From landing enterprise logos off of nothing but wireframes, to outmaneuvering the 800-lb gorilla in a legacy industry — Harley's tactics are a masterclass for any founder trying to stand out in a crowded market.
Transcript: https://www.madrona.com/how-anagram-landed-disney-with-cold-outbound-security-awareness-training
Chapters:
(00:00 ) Introduction
(01:53 ) Harley Sugarman's Background and Journey
(03:24 ) Founding Anagram
(04:21 ) Initial Vision and Pivot
(05:50 ) Challenges and Market Realities
(06:54 ) Customer Feedback and New Direction
(09:25 ) Executing a Startup Pivot
(11:31 ) Cold Outreach Success
(14:20 ) Security Awareness Training that works
(18:52 ) Competing in a Crowded Market
(24:48 ) Enterprise Sales Strategy
(27:04 ) Fundraising Journey
(28:54 ) Choosing the Right Investors
(33:32 ) Advice for Founders
(36:33 ) Future of Security Training
United States
