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Brava Security

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Updated Apr 25, 2026 · 16 sessions

Progress Assessment

Brava Security has made remarkable progress from $0 ARR at coaching start (July 2025) to a signed $231K McDonald's deal and a closed $100K Cushman & Wakefield deal by April 2026, with a pipeline including Atiko (10 POCs at $50K-$200K each), a $300-400K Splunk alternative deal, Quanta ($400K), and TMX. However, the company remains well behind its original $500K ARR target for October 2025 Series A trigger and the $700K 12-month goal, and multiple pipeline opportunities (Milbank $50K, Anna Plan $300K, GitLab) have experienced significant follow-up failures and stalls. Momentum is clearly accelerating in Q1-Q2 2026 but the pace required to hit $12M ARR for Series A remains aggressive.

Revenue (ARR)

Current ARR
$331K
Target
$700K
Behind pace

Open Threads 15

  • Follow up aggressively with Milbank ($50K deal) after two-month gap in outreach

    Since 2026-01 · mentioned 2×

  • Re-engage Anna Plan ($300K deal) that has been stalled with no recent follow-up

    Since 2026-04

  • Introduce Brava to Quanta's parallel security team contact to advance $400K opportunity

    Since 2026-04

  • Send follow-up to Cushman & Wakefield counter-offer at $90K/$107.5K with board-constraint framing before scheduled call

    Since 2026-04 · mentioned 2×

  • Schedule one-on-one with McDonald's Director John to set realistic technical capability expectations based on architecture analysis

    Since 2026-04

  • Use Joseph at IFF as relationship bridge to re-engage ghosted prospect Gregory

    Since 2026-04

  • Escalate GitLab cold deal immediately via phone call rather than email responses on pricing questions

    Since 2026-04

  • Follow up with Vinit at Cushman & Wakefield on CISO feedback from Thursday meeting before making further pricing concessions

    Since 2026-04 · mentioned 2×

  • Implement weekly pipeline review cadence with George managing CRM; transition from outsourced to improved internal lead generation

    Since 2026-04

  • Take personal ownership of core messaging and product-market fit narrative rather than delegating to Jonathan

    Since 2026-02

  • Prepare half-page summary of technical capability expectations for McDonald's Director ahead of deployment

    Since 2026-04

  • Schedule detailed go-to-market planning session to align on annual targets, pipeline depth, and sales hiring timeline ahead of Series A

    Since 2026-03 · mentioned 2×

  • Conduct 2-3 week trial with George Soto (outsourced AE) with close Slack oversight before committing to full engagement

    Since 2026-04

  • Reset Thomas partnership expectations with performance-based compensation and monitor deal closure support

    Since 2026-04

  • Increase LinkedIn outreach including InMail campaigns; enhance Idan's LinkedIn profile once out of stealth

    Since 2025-11 · mentioned 2×

Stalled Initiatives 5

  • Zotec $75K deal closure

    Mentioned across 5+ sessions beginning September 2025; stalled for two months after BAA signature as of January 2026 with CFO as identified bottleneck; no confirmed closure in any subsequent session

    First raised 2025-09 · last mentioned 2026-01

  • Top-of-funnel lead generation and outbound pipeline building

    Consistently flagged as insufficient across nearly every session from July 2025 onward; Dux-Soup LinkedIn campaigns showed limited traction, Black Hat lead generation goal set but not confirmed as met, cold outreach personalization improvements discussed repeatedly with no confirmed systematic upgrade

    First raised 2025-07 · last mentioned 2026-04

  • Milbank $50K deal

    Interest confirmed via budget reallocation behavior in January 2026; dropped entirely for two months with no follow-up until Kevin mandated aggressive re-engagement in April 2026

    First raised 2026-01 · last mentioned 2026-04

  • Formal, repeatable sales playbook development

    Kevin raised the need for a structured, teachable sales process across multiple sessions; as of April 2026 still described as aspirational — transition from exploratory one-off deals to repeatable playbook explicitly noted as not yet achieved

    First raised 2025-07 · last mentioned 2026-04

  • Series A fundraising at $500K ARR threshold

    Original October 2025 Series A trigger contingent on $500K ARR was missed entirely; target reset to Q3 2026 with $1M ARR baseline and $12M ARR post-raise goal, but no confirmed fundraising process initiated

    First raised 2025-07 · last mentioned 2026-04

Playbook Gaps

Topics not yet covered in coaching sessions:

customer success leadership

Covered:

sales go to market hiring revenue operations fundraising founder mindset

Sales Call Patterns

No call reviews on file for this client.