Security tools have a reputation for being hard to implement, expensive, and sold exclusively through enterprise sales motions. Aikido Security has taken the opposite approach: a developer-first security platform that grows through product-led growth. At Gathering #8, Roeland Delrue, Cofounder responsible for Ops and Revenue at Aikido Security, shared the playbook behind their rapid growth.
What made this talk particularly valuable was Roeland's willingness to share specific tactics, metrics, and mistakes. This was not a high-level PLG overview. It was a detailed look at how one Belgian startup engineered its growth engine from scratch, with concrete decisions that product managers in the room could evaluate and adapt.
Aikido's approach challenges the assumption that PLG only works for simple, low-ACV tools. Security is complex, high-stakes, and traditionally sales-driven. If PLG can work here, the audience realized, the framework has broader applicability than most people assume.
Original Presentation Slides
Download the slides from this talk as presented at the gathering.