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Pando Security / Gist

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Updated Apr 25, 2026 · 11 sessions

Progress Assessment

Pando Security has grown from ~$100K ARR at coaching start (mid-2025) to ~$400K ARR by March 2026, with 5-6 procurement processes totaling ~$600K that could push them toward $1M ARR — meaningful progress but still well behind the stated $1.5M ARR target within one year. Two AEs (Josh and David) were hired, a Series A process is active with USVP and Andreessen Horowitz showing interest, and POC win rates are strong (3 of 4). However, burn rate of $250K/month against ~$400K ARR creates existential pressure, and the revenue ramp required to hit $1.5M–$4.5M targets remains steep with an unproven repeatable sales motion.

Revenue (ARR)

Starting ARR
$100K
→
Current ARR
$600K
+12.5%/mo avg
Target
$1.5M
Behind pace

Open Threads 7

  • Model financial scenarios for A-round timing (Q1/Q2 vs Q3/fall) and present to board

    Since 2026-03

  • Gather additional data on wait times and validate refined ROI analysis for Moon Active deal

    Since 2026-01 · mentioned 2×

  • Develop formal sales processes and frameworks now that AEs are hired

    Since 2026-02 · mentioned 2×

  • Define success criteria framework for Kaiser Permanente POC

    Since 2026-04

  • Require pricing agreement from customers before sending formal proposals (new protocol)

    Since 2026-04

  • Prepare board meeting materials addressing A-round strategy thoroughly

    Since 2026-03

  • Build daily 15-minute sales stand-up structure for new AE team

    Since 2026-02

Stalled Initiatives 3

  • Resolving co-founder Roy's role and operational involvement

    Roy's detrimental attitude flagged by founder psychologist in July 2025; by November a new product leader Mike was hired to take over roadmap and Roy moved to customer-facing role, but no confirmation the underlying dynamic was fully resolved

    First raised 2025-07 · last mentioned 2025-11

  • Establishing repeatable outbound sales motion

    Discussed across 6+ sessions as a core need; AEs were hired in February 2026 with a 30-60-90 plan, but as of April 2026 the motion is still founder-led with AEs in early onboarding — no confirmed independent pipeline generated by AEs yet

    First raised 2025-09 · last mentioned 2026-04

  • Customer success / onboarding function buildout

    Kevin suggested hiring a CS/project management role in December 2025 due to increasing onboarding load; no hire confirmed in subsequent sessions despite growing customer count

    First raised 2025-12 · last mentioned 2026-03

Playbook Gaps

Topics not yet covered in coaching sessions:

customer success revenue operations

Covered:

sales go to market hiring founder mindset leadership fundraising

Sales Call Patterns

No call reviews on file for this client.