Recently, I had the chance to sit down with Natalie Bins on her podcast Tech Startup Stories (https://www.heygabbi.com/blog/podcast/ep11). We covered a lot of ground — from building Overe.io, to navigating a saturated cybersecurity market, to what really matters when scaling a B2B SaaS company. Below are a few reflections and highlights from that conversation.

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‍From Endpoint to Cloud: Why We Built Overe

Cybersecurity has been my world for over two decades. After our previous business exited, we saw a clear opportunity emerging: the shift from endpoint protection to SaaS-based threats— and the lack of visibility, control, and context for businesses managing platforms like Microsoft 365. That’s where Overe was born.

Rather than jumping in head first, we took the time to prototype and validate the problem space. For nearly three years, we spoke to customers, built small, and listened hard. That discipline in product discovery allowed us to hit the ground running once we launched.

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It’s a Crowded Market – But There’s Room If You Know Where to Look

With thousands of cybersecurity companies out there, differentiation is tough. But it’s not impossible. We found our wedge in the MSP market — a segment underserved by the big player sand struggling with the complexity of securing SaaS platforms.

Our go-to-market strategy blends product-led growth with strategic channel partnerships. We focus on showing value early with a free tool that exposes risks in Microsoft 365, then provide a clear path to full adoption. And when it comes to partnerships, we’re carefulto work with those who don’t just stack vendors — but genuinely want a differentiated solution.

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The Power of a Diverse (and Experienced) Team

One thing I’m proud of: our team. It's a unique mix of product managers, designers,seasoned engineers, and customer-obsessed operators. We made a conscious decision not to fill every seat with cybersecurity lifers — because real usability, frictionless experiences, and scale come from fresh perspectives,not recycled playbooks.

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The UK Investment Gap – and Why We Flipped to the US

One of the most unexpected challenges?Fundraising as a UK limited company. Despite having a strong network and solid traction, we hit serious headwinds with UK-based investors.

US investors, on the other hand, were eager — but only if we flipped. So, we did a Delaware flip, created a US parent company, and instantly unlocked access to funding. It’s not a step we took lightly, but it’s made a tangible difference to our momentum and valuation.

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Advice for Founders: Start with the Customer, Stay Focused, Say No

There’s no shortage of advice for startup founders, but here’s mine:

• Validate early and thoroughly. Don’t build anything until you’ve done the hard work of understanding your customer’s pain.
• Don’t confuse activity with progress. Be ruthless in what you say yes to — and comfortable saying no.
• Involve engineers and designers in customer discovery. It’s the fastest way to build something useful.
• Think globally from day one — especially if your target buyer is easier to reach elsewhere.

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We’re having fun building Overe. It’s hard work, but when you’re solving a real problem and working with a brilliant team, it’s worth it.

If you want to hear the full conversation, check out the episode on Tech Startup Stories. Thanks again to Natalie for the great questions — and for letting me ramble about startups, security, and everything in between.

https://youtu.be/AyV_jzvxJx8?si=QugBukX9KPJcynsA

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