Principal at Craft Ventures
Check size: Firm-level public estimate: $500K-$3M at Seed, $3M-$10M+ at Series A/B, and $10M+ at Growth
Moor backs early-stage B2B and vertical software, cybersecurity, infrastructure, and physical-AI companies. His investing lens is unusually operational: he evaluates whether a founder can translate product pull into an efficient, fast, and predictable go-to-market machine, and he works directly with portfolio companies on strategy, finance, operations, capital allocation, and fundraising.
Pair the product vision with a rigorous operating case. Define the highest-value ICP and channel, show win rates and sales velocity by cohort, know gross and net retention, explain fully loaded go-to-market economics, and show how the next dollar of funding produces durable growth. Expect detailed questions on strategy, finance, operations, and execution.
Technically differentiated founders who pair a large product vision with evidence of a repeatable operating engine. In cybersecurity, Moor looks for a clear ideal customer profile, strong unit economics, high-value use cases, retention, efficient sales cycles, and data showing how new capital compounds durable growth.
A horizontal product that claims to sell to everyone but cannot identify the customer segment, channel, or use case with superior economics. He also flags lumpy forecasts, weak retention, poor pipeline coverage, and teams unable to explain sales efficiency with cohort and funnel data.
Evaluate a growth engine through three lenses: return on GTM spend, speed through the funnel, and forecast/retention predictability, broken down by segment, channel, and cohort. Source: https://www.craftventures.com/articles/building-a-cyber-gtm-machine-a-guide-for-founders-operators
Compare customer segments using deal value, sales-cycle complexity, win rates, retention, and channel cost to find the GTM sweet spot rather than defaulting to the largest possible buyer. Source: https://www.craftventures.com/articles/building-a-cyber-gtm-machine-a-guide-for-founders-operators
“A company that can sell to everyone usually ends up selling to no one particularly well.”
— https://www.craftventures.com/articles/building-a-cyber-gtm-machine-a-guide-for-founders-operators
Cybersecurity founders should build a repeatable GTM system measured through efficiency, velocity, and predictability, with segment-level evidence on sales cycles, win rates, retention, and pipeline coverage.
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