Risky Bulletin: Sponsored Episode Summary Title: Sponsored: Haroon Meer's Secret to Business Success is… Love Host: Casey Ellis Guest: Harun Meir, Founder of thinkst Applied Release Date: July 20, 2025
1. Introduction
In this special sponsored episode of Risky Bulletin, host Casey Ellis engages in an insightful conversation with Harun Meir, the founder of thinkst Applied. The discussion centers around Harun's unconventional approach to building a successful, bootstrapped cybersecurity company over the past decade. The episode delves into business growth strategies, product-focused development, challenges in the infosec industry, and the future integration of AI in cybersecurity solutions.
2. Achieving Milestones: TechCrunch Coverage
Key Topics:
- Celebrating 10 Years in Business
- Reaching $20 Million in Annual Recurring Revenue (ARR)
- Unique Business Strategies
Notable Quote:
"[Harun] says, 'We've hit 20 million in ARR, which is pretty unusual for a bootstrapped company... we rally around getting successful detections and inventing new ones that work.'" [00:38]
Harun highlights the recent TechCrunch article celebrating thinkst Applied’s 10-year anniversary and the significant milestone of reaching $20 million in ARR without external venture funding. Unlike many startups that emphasize revenue targets and sales numbers, Harun's company focuses internally on product excellence—specifically, developing effective detection mechanisms. This customer-centric approach has fostered long-term client relationships, with 60% of their original customers remaining loyal after a decade.
3. Bootstrapping vs. Venture Funding
Key Topics:
- Steady, Profitable Growth
- Avoiding the Pressure Cooker of VC
- Building an Investable Company
Notable Quote:
"Our growth's been pretty great. We focused on building what works and giving the market something valuable." [05:32]
Harun contrasts bootstrapping with the high-pressure environment faced by venture-backed companies. By maintaining profitability from the outset and scaling in line with their sales growth, thinkst Applied has avoided the relentless push for rapid expansion typical of VC-funded startups. This disciplined approach has allowed the company to prioritize product quality and customer satisfaction over aggressive market capture.
4. Product-Focused Development in Cybersecurity
Key Topics:
- Importance of Solving Real Problems
- Design and User Experience
- Avoiding Feature Overload
Notable Quote:
"Do you have a product and does it do what the product says on the tin is sadly forgotten." [08:47]
Casey and Harun discuss the critical need for cybersecurity startups to remain focused on genuinely solving security problems rather than chasing trends or superficial metrics. Harun emphasizes that building a product that works as promised is paramount, especially in the infosec sector where the efficacy of solutions can directly impact an organization's security posture. This philosophy ensures that the company remains dedicated to delivering real value to its customers.
5. Navigating Challenges in the Infosec Startup Landscape
Key Topics:
- Market Saturation and Information Overload
- The Reality of Security Solutions
- The Pitfall of Acquisitions for Market Presence
Notable Quote:
"Build a product that solves the problem because almost everyone in the chain gets rewarded except the end users." [12:21]
Harun articulates the challenges faced by genuine cybersecurity solutions in a market often driven by acquisitions and funding rather than actual problem-solving. He criticizes the trend of large infosec companies acquiring startups to appear innovative without necessarily integrating effective solutions. This disconnect results in end-users bearing the brunt, as real security improvements are sidelined for market optics. Harun urges founders to stay true to solving real problems and not get distracted by the allure of quick exits or market validation through acquisitions.
6. Advice for Founders: Building What Matters
Key Topics:
- Focus on Product-Market Fit
- Choose Challenges Wisely
- Prioritize Customer Love Over Revenue Targets
Notable Quote:
"The guiding light should be building a product that customers want because it just solves everything." [15:54]
Responding to the complexities of competing against venture-backed companies, Harun advises founders to prioritize building products that genuinely meet customer needs. By concentrating on product-market fit and ensuring customer satisfaction, startups can organically grow their user base and achieve sustainable success. This approach not only fosters loyalty but also naturally attracts investment when the time is right.
7. Future Outlook: AI Integration and Innovation
Key Topics:
- Leveraging AI for Enhanced Solutions
- Tackling Persistent Infosec Problems
- Balancing AI Advancements Between Defense and Attack
Notable Quote:
"There's new technology and there's new potential, and maybe we can just add that little spark of delight for someone." [17:35]
Looking ahead, Harun expresses enthusiasm for integrating AI into thinkst Applied’s offerings. He shares an example where AI is used to customize user interfaces, enhancing user experience through intelligent design adjustments based on user intent. Harun acknowledges the dual-use nature of AI in cybersecurity, where both defenders and attackers can leverage advancements. Nonetheless, he remains optimistic about the potential for AI to empower innovative defense mechanisms and improve overall security solutions.
8. Conclusion
The episode concludes with mutual appreciation between Casey and Harun. Harun reflects on the company’s growth and future aspirations, emphasizing that thinkst Applied is just getting started in addressing complex security challenges. The conversation underscores the importance of passion, product excellence, and customer-centric strategies in building a resilient and impactful cybersecurity business.
Final Quote:
"I think we, we're just getting started and hopefully there'll be more goodness." [16:20]
Summary
In this engaging episode of Risky Bulletin, Harun Meir of thinkst Applied shares his journey of building a successful, bootstrapped cybersecurity company by prioritizing product quality and customer satisfaction over traditional growth metrics and venture funding pressures. The discussion offers valuable insights for founders on maintaining focus, solving real-world problems, and leveraging technology like AI to drive innovation in the infosec landscape. Harun’s philosophy of fostering "love" for the product and customers has not only ensured sustained growth but also set a positive example in an industry often dominated by fleeting trends and superficial metrics.