---
title: GTM Strategy for Security and Risk | Matthew Delman
description: Security, risk, and development products demand intelligence-led growth. Matthew Delman has the experience in go-to-market strategy to help.
---

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# GTM Built on Intelligence, Not Guesswork

I've spent over a decade building analyst relations, competitive intelligence, and category positioning programs for cybersecurity and GRC companies. This is where I write about what actually works.

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### How I Think About Growth

Growth in regulated, technical buying environments doesn't come from volume tactics borrowed from PLG SaaS. It comes from four disciplined intelligence loops.

- **Analyst Intelligence** -- Building real relationships with analyst firms and using their coverage to shape category narrative, not just to check a box.
- **Competitive Intelligence** -- Turning competitor moves into talk tracks that win head-to-head deals, not static battlecards nobody reads.
- **Buyer Intelligence** -- Mining win/loss data and RFP patterns to find out why deals actually close or die.
- **Customer Intelligence** -- Using reference programs, NPS, and churn analysis to protect the revenue you already have.

Done together, these four pillars are how categories get created.

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## Recent Posts

Get the latest from my blog, **The Intelligence-Led Marketer**

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