We weigh the promise and peril of the AI agent economy, pressing into how overprovisioned non-human identities, shadow AI, and SaaS integrations expand risk while go-to-market teams push for speed. A CMO and a CFO align on governance-first pilots, PLG trials, buyer groups, and the adoption metrics that sustain value beyond the sale.
• AI adoption surge matched by adversary AI
• Overprovisioned agents and shadow AI in SaaS
• Governance thresholds before budget scale
• PLG trials, sandbox, and POV sequencing
• Visualization to reach the aha moment
• Buying groups, ICP, and economic buyer alignment
• Post‑sales usage, QBRs, NRR and churn signals
• Zero trust limits and non-human identities
• Breach disclosures as industry standards
• Co-sourcing MSSP with in-house oversight
Security isn’t slowing AI down; it’s the unlock that makes enterprise AI valuable. We dive into the AI agent economy with a CMO and a CFO who meet in the messy middle. The result is a practical blueprint for moving from hype to governed production without killing momentum.
We start by mapping where controls fail: once users pass SSO and MFA, agents often operate beyond traditional identity and network guardrails. That’s how prompts pull sensitive deal data across Salesforce and Gmail, and how third‑party API links expand the attack surface. From there, we lay out an adoption sequence that balances trust and speed. Think frictionless free trials and sandboxes that reach an immediate “aha” visualization of shadow AI and permissions, then progress to a scoped POV inside the customer’s environment with clear policies and measurable outcomes. Along the way, we detail the buying group: economic buyers who sign and practitioners who live in the UI, plus the finance lens that sets pilot capital, milestones, and time-to-value expectations.
We also challenge sacred cows. Zero trust is essential, but attackers increasingly log in with valid credentials and pivot through integrations, so verification must include non-human identities and agent-to-agent controls. Breach disclosures, far from being a greater threat than breaches, are foundational to ecosystem trust and faster remediation. And while MSSPs add critical scale, co-sourcing—retaining strategic oversight and compliance ownership—keeps accountability inside. If you care about ICP, PLG motions, PQLs, NRR, or simply reducing AI risk while driving growth, this conversation turns buzzwords into a playbook you can run.
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Rajiv Parikh: / rajivparikh
Vamshi Sriperumbudur: / vamsri
Vamshi Sriperumbudur was recently the CMO for Prisma SASE at Palo Alto Networks, where he led a complete marketing transformation, driving an impact of $1.3 billion in ARR in 2025 (up 35%) and establishing it as the platform leader.
Chithra Rajagopalan - / chithra-rajagopalan-mba
Chithra Rajagopalan is the Head of Finance at Obsidian Security and former Head of Finance at Glue, and she is recognized as a leader in scaling businesses. Chithra is also an Investor and Advisory Board member for Campfire, serving as the President and Treasurer of Blossom Projects.
Chapters:
00:00 Framing The AI Security Stakes
02:08 Market Size And Risk Explosion
02:48 Governance Thresholds Before GTM
05:33 Validating Product Market Fit Amid AI Noise
06:20 Platform Messaging And Thought Leadership
09:31 Speed To Aha: Trials And Visualization
12:08 Shadow AI And Overprovisioned Agents
15:06 SaaS Integrations And API Risk
18:07 Outcome-Led Discovery With CISOs
21:54 From PLG To POC: Seamless Handoffs
25:02 Buying Groups, ICP, And Personas
28:35 Post‑Sales Adoption And Retention Metrics
31:05 Hot Takes: Zero Trust, Disclosures, Compliance
36:24 MSSP vs In‑House: Finding The Mix
39:10 Spark Tank: Hacker Pranks Game
44:07 Rapid‑Fire Personal Reflections
47:24 Rajiv's Key Takeaways And Closing
#security #gtm #agenticai #aiagents #ai #plg #technology #product #revenue #revenuegrowth #management #enterprise #business #company #value
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