Mohit Aron: The GTM Story of Cohesity ($1.3 Billion in ARR)

Welcome to another episode of Unicorn Builders! Today, our unicorn builder is Mohit Aron, founder of Cohesity, a data security and management platform that's raised over $955 million in funding. Mohit shares the journey of building Cohesity from a focused VMware backup solution to a comprehensive data management leader.

Key Topics: 

1. Cohesity's initial beachhead market was VMware backups, addressing specific pain points in virtualization environments.
2. The company employed a "land and expand" strategy, starting small and growing within customer environments.
3. Cohesity positioned itself as a hybrid solution, supporting both on-premise and cloud environments to meet diverse customer needs.
4. The company focused on creating a new category of "next-gen data management" to differentiate from legacy backup vendors.
5. Cohesity built strong relationships with analyst firms like Gartner to influence enterprise buying decisions.
6. The company delayed its IPO to transition to a subscription model and launch a SaaS product, adapting its go-to-market approach