The Physics of Startups Cyberstarts: Inverting the idea stage
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Feb 6, 2026 A deep look at a VC model that flips the pre-idea stage by finding intense customer demand before building. They explain using CISO networks to validate by selling and then designing the product. Conversation covers why starting with demand shortens time to real traction and when advisory networks speed or stall discovery.
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Invert The Idea Stage
- Cyberstarts inverts the early-stage playbook by investing in founders first, then finding demand via a buyer network.
- They validate demand by selling a sketch before building product to ensure pull drives product shape.
Sell Before You Build
- Find intense customer pull before building: identify what buyers are blocked from achieving and use that to shape supply.
- Present a high-level supply sketch and ask, 'Would you pay for this?' before writing code.
Captcha Founder Turned VC Playbook
- Gili Raanan built the first CAPTCHA but couldn't find a business by starting with technology.
- He flipped the approach and later built a VC model that finds demand first, yielding massive hits like Wiz.
