After @jakeserval finished showing a @getserval demo to a Fortune 50 CISO, the exec asked him, “Where are you right now? I'm going to drive to see you. I'll be there in an hour.” It’s a classic “you’ll know it when you see it” PMF signal. But Stauch says it revealed a deeper truth about building for enterprise buyers: They want some consumer magic in a demo. This was an insight he’d picked up from Verkada, where he witnessed the power of a consumer-grade enterprise product. Sales reps would send prospects a text message with a live link to view Verkada security camera footage during the call. These buyers had Ring and Nest cameras at home, but were accustomed to clunky security hardware at work. The demo showed them they could raise their standards. On The Review, we sat down with the AI IT founder to pull out his PMF lessons two years into building. It’s a timely read for AI enterprise founders right now: How to take a swing at a hundred-billion dollar incumbent, the value in building the hard thing first and how to win in an existing category while actively creating a new one.