Runlayer growth playbook

Give each event page two states. Before the show: booth, sessions, dinners, meeting booking. After the show (the Monday after): replace the booth copy and giveaway with the recap post, the session recording or slides, the three questions security leaders asked most, and one offer for people who did not get a demo (a 30-minute shadow AI readout for their company). Point all post-show emails and rep follow-ups at that page, with tracked links per event. On /events, list the next regional programs (dinners, roundtables, webinars) instead of an empty calendar, with a "get invited" form.

Event follow-up usually converts best in the first two weeks, and prospects check the page they were sent before replying. A page that still pitches a closed booth wastes the sponsorship; a page with the session and a specific next step turns booth scans into meetings and gives the field team a measurable post-event step.

[ ] Booth and "all week" copy removed
[ ] Giveaway or raffle form removed, winner noted
[ ] Link to the recap post
[ ] Session recording or slides, or a written summary
[ ] Three questions attendees asked most
[ ] One offer: 30-minute shadow AI readout
[ ] Meeting booking for the regional AE
[ ] UTM per show in every follow-up email
[ ] /events shows the next program, not an empty calendar

• Session recordings belong to the organizer

  Use slides and a written summary where the recording cannot be shared.

• Too many offers

  One next step per page.

• Your websiteThe Fal.Con page, seven weeks after the show, still says "We're at Fal.Con all week. Come see a live demo" and still shows the "Meet us at booth #1834 to win Ray-Ban Metas ... Enter me to win" entry form and the speaking session abstract; it links to a GuidePoint Security happy hour but not to the blog recap "3 lessons from Fal.Con 2026" (published September 4), and it has no session recording, slides or follow-up offer. The AI Engineer page likewise still says "We're at AI Engineer all week. Stop by for a live demo".Source
• Your websiteEvents page (checked October 22, 2026): "Upcoming 0 Past 4 Nothing on the calendar right now." Past: AI Engineer (booth #11, October 12-14, Sheraton Times Square), Fal.Con (booth #1834, August 31 - September 3, Las Vegas), an invite-only Supercar Track Day "hosted with Felicis, Terra, and Artemis", and a Four Seasons suite "two minutes from the Black Hat floor". Below the list sits the standard demo form.Source
• HiringField Marketing Manager (posted September 13, 2026): owns "trade shows and regional programs end to end, from planning and negotiation through contracting, promotion, activation, and post-event reporting"; partners "with Sales and Demand Generation to align target account lists for each program and convert event and sponsorship engagement into qualified pipeline"; reports "pipeline influenced, cost-per-lead, attendee quality, and sponsorship ROI" with recommendations "on what to repeat, adjust, or cut".Source
• Your websiteBlog: frequent product and research posts (October 19 Runtime Security and Terraform; October 14 zero-trust networking for Runlayer Agents), security research ("Pwning OpenClaw in 50 Messages", an "OWASP MCP Top 10" guide, "fake MCP servers"), recognition ("AI security endpoint leader" in the Latio report, Rising in Cyber 2026) and partnerships (1Password, Box, AARM). No newsletter sign-up on the site.Source
• Your websiteThe same demo form closes every page: work email, name, company, company size (1-50 up to 5,000+), role, and "How did you hear about us?" with Friend or Colleague, Event, AI Chatbot, Google, LinkedIn, X or Other; no field for which event or which assistant.Source

When a visitor picks Event, show a second dropdown of this year's events; when they pick AI Chatbot, ask which assistant. Store both, plus first-touch UTMs, as HubSpot properties, and add them to the SQL and sourcing definitions the GTM Systems Leader is codifying.

Self-reported source catches what UTMs miss (dark social, AI answers, conversations at the booth), and it costs one field.

• Longer form lowers conversion

  The follow-up only appears for two answers.

• Your websiteThe same demo form closes every page: work email, name, company, company size (1-50 up to 5,000+), role, and "How did you hear about us?" with Friend or Colleague, Event, AI Chatbot, Google, LinkedIn, X or Other; no field for which event or which assistant.Source
• HiringField Marketing Manager (posted September 13, 2026): owns "trade shows and regional programs end to end, from planning and negotiation through contracting, promotion, activation, and post-event reporting"; partners "with Sales and Demand Generation to align target account lists for each program and convert event and sponsorship engagement into qualified pipeline"; reports "pipeline influenced, cost-per-lead, attendee quality, and sponsorship ROI" with recommendations "on what to repeat, adjust, or cut".Source
• HiringDemand Generation Lead: "We run no paid today (all inbound is organic), but we have the budget, the deal sizes, and the pipeline pressure to make paid a real channel." Owns paid on Google and LinkedIn, ABM "against our target enterprise accounts", landing pages, "email and lifecycle marketing: nurture programs, newsletters, and re-engagement of our existing database", "SEO and AEO as AI search becomes a core lead source", and UTM and attribution "in HubSpot (we're building this from scratch)". "This is not a PLG/self-serve role"; it partners with field marketing on "digital amplification (conferences, partner campaigns, events)".Source
• HiringGo-To-Market (GTM) Systems Leader (posted September 15, 2026), the first in the role, "at a company doubling this year": will "govern the stack with Runlayer's own product — dogfooding the platform we sell", codify "lead routing, sourcing attribution, opportunity stages, SQL definitions, and forecast methodology", and hire Marketing Ops and GTM Engineering; the stack is HubSpot.Source

Publish a factual "Runlayer vs Mintive" page that addresses the role-setup point directly (show how a role is configured in Runlayer today), add a "Compare" link in the footer and resources menu pointing to all comparison pages, and give sales a one-page version.

Security buyers compare vendors before the first call; when the only page on the question is the rival's, the rival frames it.

• Draws attention to the rival

  Keep it factual and lead with customer proof.

• Competitor researchMintive (the new name for MintMCP) runs a /runlayer-alternative page, "Why IT and security teams choose Mintive over Runlayer", arguing for "One Bundle per role, not three objects" (it says Runlayer needs a Plugin, an Access Rule and an Agent Account per role) and per-agent identity. Keycard sells "Runtime auth for agents". Runlayer's own rival pages do not cover Mintive.See the research Source
• Your websiteSitemap (831 URLs, checked October 22, 2026): 737 integration pages (/integrations/mcp/<tool>, for example HubSpot with "30 available tools"), 44 blog posts, 20 /llms articles (six "Runlayer vs" pages for AgentCore, Arcade, Keycard, Natoma, Portkey and Webrix, plus "best AI agent platform" pages for healthcare, financial institutions, government contractors, pharma, education and the Fortune 500), three /lp/compare landing pages (generic, Noma, Onyx) and no pricing or partner page. The /llms articles are not linked from the homepage, customers, events or blog index pages.Source
• HiringDemand Generation Lead: "We run no paid today (all inbound is organic), but we have the budget, the deal sizes, and the pipeline pressure to make paid a real channel." Owns paid on Google and LinkedIn, ABM "against our target enterprise accounts", landing pages, "email and lifecycle marketing: nurture programs, newsletters, and re-engagement of our existing database", "SEO and AEO as AI search becomes a core lead source", and UTM and attribution "in HubSpot (we're building this from scratch)". "This is not a PLG/self-serve role"; it partners with field marketing on "digital amplification (conferences, partner campaigns, events)".Source

For each logo that agrees, publish a short proof card (the problem, the number of employees on the golden path, one quote, one metric) rather than a full case study. Tag every story by buyer (CISO, AI platform, AI transformation) and industry, and use them on regional pages and event follow-ups.

Short proof is fast to approve and lets sales send the closest peer to each prospect.

• Approvals take time

  Start with customers who already gave homepage quotes.

• Your websiteCustomers page: four case studies: Lemonade (governed AI "for 1700+ Employees"), Gusto ("3,000+ Knowledge Workers"), Jane App ("800+ Knowledge Workers") and Homebase ("400+ Employees in Under 5 Months"). Homepage logos also show Opendoor, Decagon, Baseten, AppLovin, AngelList and PagerDuty, with quotes from Cursor's Head of Security and the co-creator of MCP; there are no stories for those logos or for Instacart and dbt Labs, which the job posts name.Source
• HiringRunlayer's description in every job post: the team "built AI Actions for OpenAI, shipped Zapier Agents to millions of users, and launched the first remote MCP server"; "one platform for MCPs, Skills, and Agents"; "a $30M Series A led by Felicis, with participation from Khosla Ventures, bringing our total raised to $42M"; "Already trusted by Gusto, Instacart, Opendoor, dbt Labs, and Decagon."Source
• Customer storiesProof points already on the site: Gusto "went from 0 to 1,500 daily AI users in 90 days"; Homebase "Scaled Governed AI Workflows to 400+ Employees in Under 5 Months"; Homebase quote: "without every MCP, skill, or agent becoming another lengthy security review"; Jane: "the backbone of our AI strategy".Source
• HiringRegional Sales Director, East: takes "over an existing team of AEs and book of business from day one"; sells to "technical buyers (security and engineering leaders) and economic buyers (VPs and C-suite)"; will "Partner with marketing on targeted programs and field events like executive dinners".Source

Run a small LinkedIn test to security and AI platform leaders at companies of 1,000+ employees, split between the generic compare page and the rival-specific pages, with UTMs feeding HubSpot. Add one customer proof card above the form. Kill or scale after four weeks on cost per qualified meeting.

Comparison intent converts best for an enterprise buyer already aware of the category, and reusing finished pages shortens time to the first result.

• High LinkedIn costs

  Narrow audiences and cap daily spend.

• Your website/lp/compare ("Runlayer vs. Others", no site navigation, one email field and "Book a demo"): a capability table of Included / Not included rows, "3x founder with successful exits", "$42M+ raised", "4.6/5 on G2". Its meta description reads "visibility, security, control with enablement built it."Source
• HiringDemand Generation Lead: "We run no paid today (all inbound is organic), but we have the budget, the deal sizes, and the pipeline pressure to make paid a real channel." Owns paid on Google and LinkedIn, ABM "against our target enterprise accounts", landing pages, "email and lifecycle marketing: nurture programs, newsletters, and re-engagement of our existing database", "SEO and AEO as AI search becomes a core lead source", and UTM and attribution "in HubSpot (we're building this from scratch)". "This is not a PLG/self-serve role"; it partners with field marketing on "digital amplification (conferences, partner campaigns, events)".Source
• Your websiteSitemap (831 URLs, checked October 22, 2026): 737 integration pages (/integrations/mcp/<tool>, for example HubSpot with "30 available tools"), 44 blog posts, 20 /llms articles (six "Runlayer vs" pages for AgentCore, Arcade, Keycard, Natoma, Portkey and Webrix, plus "best AI agent platform" pages for healthcare, financial institutions, government contractors, pharma, education and the Fortune 500), three /lp/compare landing pages (generic, Noma, Onyx) and no pricing or partner page. The /llms articles are not linked from the homepage, customers, events or blog index pages.Source
• Your websiteCustomers page: four case studies: Lemonade (governed AI "for 1700+ Employees"), Gusto ("3,000+ Knowledge Workers"), Jane App ("800+ Knowledge Workers") and Homebase ("400+ Employees in Under 5 Months"). Homepage logos also show Opendoor, Decagon, Baseten, AppLovin, AngelList and PagerDuty, with quotes from Cursor's Head of Security and the co-creator of MCP; there are no stories for those logos or for Instacart and dbt Labs, which the job posts name.Source

Add an "Industries" group under Solutions linking each page, add a customer proof card or a compliance note to each (SOC 2, HIPAA and GDPR badges already sit in the footer), and give reps the links for outreach to those sectors.

Regulated buyers look for their own industry first; pages that already exist only need a door.

• Thin pages

  Expand the ones that get traffic first.

• Your websiteSitemap (831 URLs, checked October 22, 2026): 737 integration pages (/integrations/mcp/<tool>, for example HubSpot with "30 available tools"), 44 blog posts, 20 /llms articles (six "Runlayer vs" pages for AgentCore, Arcade, Keycard, Natoma, Portkey and Webrix, plus "best AI agent platform" pages for healthcare, financial institutions, government contractors, pharma, education and the Fortune 500), three /lp/compare landing pages (generic, Noma, Onyx) and no pricing or partner page. The /llms articles are not linked from the homepage, customers, events or blog index pages.Source
• HiringRegional Sales Director, East: takes "over an existing team of AEs and book of business from day one"; sells to "technical buyers (security and engineering leaders) and economic buyers (VPs and C-suite)"; will "Partner with marketing on targeted programs and field events like executive dinners".Source
• HiringDemand Generation Lead: "We run no paid today (all inbound is organic), but we have the budget, the deal sizes, and the pipeline pressure to make paid a real channel." Owns paid on Google and LinkedIn, ABM "against our target enterprise accounts", landing pages, "email and lifecycle marketing: nurture programs, newsletters, and re-engagement of our existing database", "SEO and AEO as AI search becomes a core lead source", and UTM and attribution "in HubSpot (we're building this from scratch)". "This is not a PLG/self-serve role"; it partners with field marketing on "digital amplification (conferences, partner campaigns, events)".Source

Run one dinner a month for 12-15 security and AI leaders, co-hosted by a customer leader (Lemonade, Gusto or Jane have already spoken publicly). Theme each on one problem (shadow AI, agent identity, AI spend). Invite from the regional account list, list it on /events, and follow up with a readout.

Peer dinners are the most trusted format for executive security buyers and pair well with a high-ACV sale.

• No-shows

  Over-invite by a third and confirm the day before.

• HiringRegional Sales Director, East: takes "over an existing team of AEs and book of business from day one"; sells to "technical buyers (security and engineering leaders) and economic buyers (VPs and C-suite)"; will "Partner with marketing on targeted programs and field events like executive dinners".Source
• Your websiteEvents page (checked October 22, 2026): "Upcoming 0 Past 4 Nothing on the calendar right now." Past: AI Engineer (booth #11, October 12-14, Sheraton Times Square), Fal.Con (booth #1834, August 31 - September 3, Las Vegas), an invite-only Supercar Track Day "hosted with Felicis, Terra, and Artemis", and a Four Seasons suite "two minutes from the Black Hat floor". Below the list sits the standard demo form.Source
• HiringField Marketing Manager (posted September 13, 2026): owns "trade shows and regional programs end to end, from planning and negotiation through contracting, promotion, activation, and post-event reporting"; partners "with Sales and Demand Generation to align target account lists for each program and convert event and sponsorship engagement into qualified pipeline"; reports "pipeline influenced, cost-per-lead, attendee quality, and sponsorship ROI" with recommendations "on what to repeat, adjust, or cut".Source
• Your websiteCustomers page: four case studies: Lemonade (governed AI "for 1700+ Employees"), Gusto ("3,000+ Knowledge Workers"), Jane App ("800+ Knowledge Workers") and Homebase ("400+ Employees in Under 5 Months"). Homepage logos also show Opendoor, Decagon, Baseten, AppLovin, AngelList and PagerDuty, with quotes from Cursor's Head of Security and the co-creator of MCP; there are no stories for those logos or for Instacart and dbt Labs, which the job posts name.Source

Publish a /partners page (program, benefits, how to register a deal), a partner kit (positioning one-pager, demo script, the shadow AI readout offer, pricing guidance) and a co-branded event format partners can run for their accounts.

Resellers sell what is easiest to explain and demo; a ready kit and a clear program shorten the time to the first partner deal.

• Channel conflict with direct AEs

  Clear deal registration rules from day one.

• HiringHead of Channel Sales: "build a new revenue engine for Runlayer through the cybersecurity reseller, value-added reseller, and partner ecosystem"; "Equip partner-side sellers, solutions engineers, and account teams"; "Own the channel pipeline and revenue target"; bridge partners "into Runlayer's direct sales team to drive joint enterprise opportunities".Source
• Your websiteSitemap (831 URLs, checked October 22, 2026): 737 integration pages (/integrations/mcp/<tool>, for example HubSpot with "30 available tools"), 44 blog posts, 20 /llms articles (six "Runlayer vs" pages for AgentCore, Arcade, Keycard, Natoma, Portkey and Webrix, plus "best AI agent platform" pages for healthcare, financial institutions, government contractors, pharma, education and the Fortune 500), three /lp/compare landing pages (generic, Noma, Onyx) and no pricing or partner page. The /llms articles are not linked from the homepage, customers, events or blog index pages.Source
• Your websiteThe Fal.Con page, seven weeks after the show, still says "We're at Fal.Con all week. Come see a live demo" and still shows the "Meet us at booth #1834 to win Ray-Ban Metas ... Enter me to win" entry form and the speaking session abstract; it links to a GuidePoint Security happy hour but not to the blog recap "3 lessons from Fal.Con 2026" (published September 4), and it has no session recording, slides or follow-up offer. The AI Engineer page likewise still says "We're at AI Engineer all week. Stop by for a live demo".Source
• Your websiteShadow AI product: "Scan managed devices for unsanctioned or risky AI clients, MCP connections, and skill & plugin artifacts"; findings show "source file, detected client, exposed tools, stale artifacts, prevalence across devices, and recommended response"; scheduled scans on macOS, Windows and Linux "through your existing MDM".Source

Package a two-week readout: deploy discovery to a sample of devices, then present what was found, how widespread it is and the recommended response. Use it as the offer on events, paid pages, ABM and partner programs. Hand the readout to a Deployment Strategist when it becomes a proof of value.

A buyer's own data is more persuasive than a demo, and the readout is the natural start of a proof of value.

• Too much engineering time per readout

  Limit scope and automate the report.

• Your websiteShadow AI product: "Scan managed devices for unsanctioned or risky AI clients, MCP connections, and skill & plugin artifacts"; findings show "source file, detected client, exposed tools, stale artifacts, prevalence across devices, and recommended response"; scheduled scans on macOS, Windows and Linux "through your existing MDM".Source
• HiringDeployment Strategist (posted October 16, 2026): "Customers come to Runlayer with a proof of value that works; your job is to take them from that first production use case to an enterprise-wide deployment"; "measured on net dollar retention"; runs QBRs "up to the CISOs, CTOs, and leaders of AI Transformation" and writes "the renewal plan 90 days out", working with Forward Deployed Engineers.Source
• HiringDemand Generation Lead: "We run no paid today (all inbound is organic), but we have the budget, the deal sizes, and the pipeline pressure to make paid a real channel." Owns paid on Google and LinkedIn, ABM "against our target enterprise accounts", landing pages, "email and lifecycle marketing: nurture programs, newsletters, and re-engagement of our existing database", "SEO and AEO as AI search becomes a core lead source", and UTM and attribution "in HubSpot (we're building this from scratch)". "This is not a PLG/self-serve role"; it partners with field marketing on "digital amplification (conferences, partner campaigns, events)".Source
• HiringHead of Channel Sales: "build a new revenue engine for Runlayer through the cybersecurity reseller, value-added reseller, and partner ecosystem"; "Equip partner-side sellers, solutions engineers, and account teams"; "Own the channel pipeline and revenue target"; bridge partners "into Runlayer's direct sales team to drive joint enterprise opportunities".Source

Build one tiered account list in HubSpot (by size, AI maturity and security stack), assign accounts to regions, and run every program (dinners, booths, paid, readouts) against it. Report pipeline by tier.

Focus multiplies touches on the accounts that matter most and makes event ROI comparable.

• List gets stale

  Refresh each quarter.

• HiringField Marketing Manager (posted September 13, 2026): owns "trade shows and regional programs end to end, from planning and negotiation through contracting, promotion, activation, and post-event reporting"; partners "with Sales and Demand Generation to align target account lists for each program and convert event and sponsorship engagement into qualified pipeline"; reports "pipeline influenced, cost-per-lead, attendee quality, and sponsorship ROI" with recommendations "on what to repeat, adjust, or cut".Source
• HiringDemand Generation Lead: "We run no paid today (all inbound is organic), but we have the budget, the deal sizes, and the pipeline pressure to make paid a real channel." Owns paid on Google and LinkedIn, ABM "against our target enterprise accounts", landing pages, "email and lifecycle marketing: nurture programs, newsletters, and re-engagement of our existing database", "SEO and AEO as AI search becomes a core lead source", and UTM and attribution "in HubSpot (we're building this from scratch)". "This is not a PLG/self-serve role"; it partners with field marketing on "digital amplification (conferences, partner campaigns, events)".Source
• HiringRegional Sales Director, East: takes "over an existing team of AEs and book of business from day one"; sells to "technical buyers (security and engineering leaders) and economic buyers (VPs and C-suite)"; will "Partner with marketing on targeted programs and field events like executive dinners".Source
• HiringGo-To-Market (GTM) Systems Leader (posted September 15, 2026), the first in the role, "at a company doubling this year": will "govern the stack with Runlayer's own product — dogfooding the platform we sell", codify "lead routing, sourcing attribution, opportunity stages, SQL definitions, and forecast methodology", and hire Marketing Ops and GTM Engineering; the stack is HubSpot.Source

Launch a monthly brief on agent security: one research finding, one product change, one customer pattern. Add sign-up to the blog and event pages, send it to the existing database, and track meetings from replies and clicks.

Long enterprise cycles need a steady reason to stay in touch; research is what security leaders open.

• Low opens

  Lead with the research finding in the subject.

• Your websiteBlog: frequent product and research posts (October 19 Runtime Security and Terraform; October 14 zero-trust networking for Runlayer Agents), security research ("Pwning OpenClaw in 50 Messages", an "OWASP MCP Top 10" guide, "fake MCP servers"), recognition ("AI security endpoint leader" in the Latio report, Rising in Cyber 2026) and partnerships (1Password, Box, AARM). No newsletter sign-up on the site.Source
• HiringDemand Generation Lead: "We run no paid today (all inbound is organic), but we have the budget, the deal sizes, and the pipeline pressure to make paid a real channel." Owns paid on Google and LinkedIn, ABM "against our target enterprise accounts", landing pages, "email and lifecycle marketing: nurture programs, newsletters, and re-engagement of our existing database", "SEO and AEO as AI search becomes a core lead source", and UTM and attribution "in HubSpot (we're building this from scratch)". "This is not a PLG/self-serve role"; it partners with field marketing on "digital amplification (conferences, partner campaigns, events)".Source

Add to the top 50 integration pages a short governance section: read vs write tools, a suggested default policy, common risks, and a link to the related research post. Track organic sessions and demos per page.

Long-tail tool searches are high intent and the data is already there; a policy recommendation is unique content rivals do not have.

• Tools change

  Show the date the tool list was captured.

• Your websiteSitemap (831 URLs, checked October 22, 2026): 737 integration pages (/integrations/mcp/<tool>, for example HubSpot with "30 available tools"), 44 blog posts, 20 /llms articles (six "Runlayer vs" pages for AgentCore, Arcade, Keycard, Natoma, Portkey and Webrix, plus "best AI agent platform" pages for healthcare, financial institutions, government contractors, pharma, education and the Fortune 500), three /lp/compare landing pages (generic, Noma, Onyx) and no pricing or partner page. The /llms articles are not linked from the homepage, customers, events or blog index pages.Source
• HiringDemand Generation Lead: "We run no paid today (all inbound is organic), but we have the budget, the deal sizes, and the pipeline pressure to make paid a real channel." Owns paid on Google and LinkedIn, ABM "against our target enterprise accounts", landing pages, "email and lifecycle marketing: nurture programs, newsletters, and re-engagement of our existing database", "SEO and AEO as AI search becomes a core lead source", and UTM and attribution "in HubSpot (we're building this from scratch)". "This is not a PLG/self-serve role"; it partners with field marketing on "digital amplification (conferences, partner campaigns, events)".Source
• Your websiteBlog: frequent product and research posts (October 19 Runtime Security and Terraform; October 14 zero-trust networking for Runlayer Agents), security research ("Pwning OpenClaw in 50 Messages", an "OWASP MCP Top 10" guide, "fake MCP servers"), recognition ("AI security endpoint leader" in the Latio report, Rising in Cyber 2026) and partnerships (1Password, Box, AARM). No newsletter sign-up on the site.Source

Write a 90-day rollout plan (pilot team, golden path, approval flow, expansion waves, adoption and spend metrics) from the best rollouts, share it with every new customer, and use it in QBRs to show progress against peers.

A plan customers can show their executives makes expansion easier to approve and makes the strategist's job repeatable.

• Every company differs

  Offer it as a starting plan.

• HiringDeployment Strategist (posted October 16, 2026): "Customers come to Runlayer with a proof of value that works; your job is to take them from that first production use case to an enterprise-wide deployment"; "measured on net dollar retention"; runs QBRs "up to the CISOs, CTOs, and leaders of AI Transformation" and writes "the renewal plan 90 days out", working with Forward Deployed Engineers.Source
• Customer storiesProof points already on the site: Gusto "went from 0 to 1,500 daily AI users in 90 days"; Homebase "Scaled Governed AI Workflows to 400+ Employees in Under 5 Months"; Homebase quote: "without every MCP, skill, or agent becoming another lengthy security review"; Jane: "the backbone of our AI strategy".Source
• Your websiteCustomers page: four case studies: Lemonade (governed AI "for 1700+ Employees"), Gusto ("3,000+ Knowledge Workers"), Jane App ("800+ Knowledge Workers") and Homebase ("400+ Employees in Under 5 Months"). Homepage logos also show Opendoor, Decagon, Baseten, AppLovin, AngelList and PagerDuty, with quotes from Cursor's Head of Security and the co-creator of MCP; there are no stories for those logos or for Instacart and dbt Labs, which the job posts name.Source

Publish 30 agent templates by team (sales, support, IT, finance) with the MCPs and permissions each needs, each as a public page and one-click inside Runlayer. Track time to first working agent and how often templates are shared.

Templates speed activation inside accounts and become searchable pages that show what governed agents can do.

• Templates too generic

  Build from real customer agents.

• HiringFounding Product Manager, Agents: "Drive growth: Slack Agents, time-to-first-working-agent, and the self-serve path that turns one builder into a team into an org"; serves "the engineer who wants SDK depth and the non-technical builder who wants natural language"; bonus for turning "a builder product into a growth engine (self-serve, templates".Source
• Your websiteRunlayer Agents: "Employees describe the work they want done from the workspace they already use. Runlayer creates the agent with governed MCPs, skills, memory, triggers, and scoped permissions"; agents run in Slack or Teams; the catalog lists "18,000+ MCPs".Source
• Your websiteSitemap (831 URLs, checked October 22, 2026): 737 integration pages (/integrations/mcp/<tool>, for example HubSpot with "30 available tools"), 44 blog posts, 20 /llms articles (six "Runlayer vs" pages for AgentCore, Arcade, Keycard, Natoma, Portkey and Webrix, plus "best AI agent platform" pages for healthcare, financial institutions, government contractors, pharma, education and the Fortune 500), three /lp/compare landing pages (generic, Noma, Onyx) and no pricing or partner page. The /llms articles are not linked from the homepage, customers, events or blog index pages.Source

Document the setup as it is built: which MCPs the GTM team uses (HubSpot, Slack, Google), the policies, the agents, and the results. Publish it as a case study and a talk for events.

An honest internal case study is credible proof and gives the field team a session for every show.

• Shares internal details

  Review before publishing.

• HiringGo-To-Market (GTM) Systems Leader (posted September 15, 2026), the first in the role, "at a company doubling this year": will "govern the stack with Runlayer's own product — dogfooding the platform we sell", codify "lead routing, sourcing attribution, opportunity stages, SQL definitions, and forecast methodology", and hire Marketing Ops and GTM Engineering; the stack is HubSpot.Source
• Your websiteSitemap (831 URLs, checked October 22, 2026): 737 integration pages (/integrations/mcp/<tool>, for example HubSpot with "30 available tools"), 44 blog posts, 20 /llms articles (six "Runlayer vs" pages for AgentCore, Arcade, Keycard, Natoma, Portkey and Webrix, plus "best AI agent platform" pages for healthcare, financial institutions, government contractors, pharma, education and the Fortune 500), three /lp/compare landing pages (generic, Noma, Onyx) and no pricing or partner page. The /llms articles are not linked from the homepage, customers, events or blog index pages.Source
• Your websiteEvents page (checked October 22, 2026): "Upcoming 0 Past 4 Nothing on the calendar right now." Past: AI Engineer (booth #11, October 12-14, Sheraton Times Square), Fal.Con (booth #1834, August 31 - September 3, Las Vegas), an invite-only Supercar Track Day "hosted with Felicis, Terra, and Artemis", and a Four Seasons suite "two minutes from the Black Hat floor". Below the list sits the standard demo form.Source

Start the redesign with a reusable event kit: booth layout, a session slide template, a one-pager, a post-event page template and per-event preview images. Use it at the next show, then extend the system to the site.

Events are where the brand meets buyers in person and where inconsistency shows most; a kit also cuts each show's prep time.

• Redesign changes the kit later

  Build the kit as the first piece of the new system.

• HiringSenior Designer, Brand (posted September 2, 2026), "Runlayer's first brand designer": will "own and lead the end-to-end brand redesign", design "sales enablement materials like decks, one-pagers, and templates" and "OG cards, webpages, social posts, trade show booth design, and swag", and "build generative AI brand tools, templates and standards"; reports to the VP of Marketing.Source
• HiringField Marketing Manager (posted September 13, 2026): owns "trade shows and regional programs end to end, from planning and negotiation through contracting, promotion, activation, and post-event reporting"; partners "with Sales and Demand Generation to align target account lists for each program and convert event and sponsorship engagement into qualified pipeline"; reports "pipeline influenced, cost-per-lead, attendee quality, and sponsorship ROI" with recommendations "on what to repeat, adjust, or cut".Source
• Your websiteThe Fal.Con page, seven weeks after the show, still says "We're at Fal.Con all week. Come see a live demo" and still shows the "Meet us at booth #1834 to win Ray-Ban Metas ... Enter me to win" entry form and the speaking session abstract; it links to a GuidePoint Security happy hour but not to the blog recap "3 lessons from Fal.Con 2026" (published September 4), and it has no session recording, slides or follow-up offer. The AI Engineer page likewise still says "We're at AI Engineer all week. Stop by for a live demo".Source

With customer consent and anonymization, publish yearly benchmarks by company size and industry, launch it at a major security show, and give each customer a private comparison to the benchmark.

Original data earns press and analyst attention, and the private comparison opens expansion conversations.

• Data sensitivity

  Aggregate and suppress small groups.

• Your websiteShadow AI product: "Scan managed devices for unsanctioned or risky AI clients, MCP connections, and skill & plugin artifacts"; findings show "source file, detected client, exposed tools, stale artifacts, prevalence across devices, and recommended response"; scheduled scans on macOS, Windows and Linux "through your existing MDM".Source
• Your websiteBlog: frequent product and research posts (October 19 Runtime Security and Terraform; October 14 zero-trust networking for Runlayer Agents), security research ("Pwning OpenClaw in 50 Messages", an "OWASP MCP Top 10" guide, "fake MCP servers"), recognition ("AI security endpoint leader" in the Latio report, Rising in Cyber 2026) and partnerships (1Password, Box, AARM). No newsletter sign-up on the site.Source
• Your websiteEvents page (checked October 22, 2026): "Upcoming 0 Past 4 Nothing on the calendar right now." Past: AI Engineer (booth #11, October 12-14, Sheraton Times Square), Fal.Con (booth #1834, August 31 - September 3, Las Vegas), an invite-only Supercar Track Day "hosted with Felicis, Terra, and Artemis", and a Four Seasons suite "two minutes from the Black Hat floor". Below the list sits the standard demo form.Source

Offer a time-limited team edition of Runlayer Agents (one workspace, a set of approved MCPs, full audit) with a clear path to the enterprise control plane. Route teams that grow past a threshold to the regional AE.

Bottoms-up usage creates internal champions and gives sales a warm account with real usage data.

• Undercuts enterprise pricing

  Limit scope and time.

• HiringFounding Product Manager, Agents: "Drive growth: Slack Agents, time-to-first-working-agent, and the self-serve path that turns one builder into a team into an org"; serves "the engineer who wants SDK depth and the non-technical builder who wants natural language"; bonus for turning "a builder product into a growth engine (self-serve, templates".Source
• HiringDemand Generation Lead: "We run no paid today (all inbound is organic), but we have the budget, the deal sizes, and the pipeline pressure to make paid a real channel." Owns paid on Google and LinkedIn, ABM "against our target enterprise accounts", landing pages, "email and lifecycle marketing: nurture programs, newsletters, and re-engagement of our existing database", "SEO and AEO as AI search becomes a core lead source", and UTM and attribution "in HubSpot (we're building this from scratch)". "This is not a PLG/self-serve role"; it partners with field marketing on "digital amplification (conferences, partner campaigns, events)".Source
• Your websiteRunlayer Agents: "Employees describe the work they want done from the workspace they already use. Runlayer creates the agent with governed MCPs, skills, memory, triggers, and scoped permissions"; agents run in Slack or Teams; the catalog lists "18,000+ MCPs".Source

Form an invite-only council of 20-30 leaders that meets quarterly (online and at shows), shares rollout data, and shapes Runlayer's roadmap. Members get early features; Runlayer gets references and a community others want to join.

A peer group around a new job title makes Runlayer the center of that role's network.

• Feels like a sales pitch

  No selling at meetings.

• Your websiteCustomers page: four case studies: Lemonade (governed AI "for 1700+ Employees"), Gusto ("3,000+ Knowledge Workers"), Jane App ("800+ Knowledge Workers") and Homebase ("400+ Employees in Under 5 Months"). Homepage logos also show Opendoor, Decagon, Baseten, AppLovin, AngelList and PagerDuty, with quotes from Cursor's Head of Security and the co-creator of MCP; there are no stories for those logos or for Instacart and dbt Labs, which the job posts name.Source
• Customer storiesProof points already on the site: Gusto "went from 0 to 1,500 daily AI users in 90 days"; Homebase "Scaled Governed AI Workflows to 400+ Employees in Under 5 Months"; Homebase quote: "without every MCP, skill, or agent becoming another lengthy security review"; Jane: "the backbone of our AI strategy".Source
• HiringDeployment Strategist (posted October 16, 2026): "Customers come to Runlayer with a proof of value that works; your job is to take them from that first production use case to an enterprise-wide deployment"; "measured on net dollar retention"; runs QBRs "up to the CISOs, CTOs, and leaders of AI Transformation" and writes "the renewal plan 90 days out", working with Forward Deployed Engineers.Source

Each month, ask the main assistants 30 buyer questions ("best MCP gateway for a regulated company", "how to find shadow AI") and record which vendors are named and which pages are cited. Update the pages that lose.

What gets measured gets fixed, and AEO is named as a core lead source.

• Answers vary

  Run each question several times.

• HiringDemand Generation Lead: "We run no paid today (all inbound is organic), but we have the budget, the deal sizes, and the pipeline pressure to make paid a real channel." Owns paid on Google and LinkedIn, ABM "against our target enterprise accounts", landing pages, "email and lifecycle marketing: nurture programs, newsletters, and re-engagement of our existing database", "SEO and AEO as AI search becomes a core lead source", and UTM and attribution "in HubSpot (we're building this from scratch)". "This is not a PLG/self-serve role"; it partners with field marketing on "digital amplification (conferences, partner campaigns, events)".Source
• Your websiteSitemap (831 URLs, checked October 22, 2026): 737 integration pages (/integrations/mcp/<tool>, for example HubSpot with "30 available tools"), 44 blog posts, 20 /llms articles (six "Runlayer vs" pages for AgentCore, Arcade, Keycard, Natoma, Portkey and Webrix, plus "best AI agent platform" pages for healthcare, financial institutions, government contractors, pharma, education and the Fortune 500), three /lp/compare landing pages (generic, Noma, Onyx) and no pricing or partner page. The /llms articles are not linked from the homepage, customers, events or blog index pages.Source
• Your websiteThe same demo form closes every page: work email, name, company, company size (1-50 up to 5,000+), role, and "How did you hear about us?" with Friend or Colleague, Event, AI Chatbot, Google, LinkedIn, X or Other; no field for which event or which assistant.Source

Build a five-question score on a tablet and on the event page; show a result with peer benchmarks, and give the prize only to those who book a follow-up. Route scores to the right AE.

Qualified conversations beat badge counts, and the score reflects the buyer's real problem.

• Fewer leads

  Count meetings, not badges.

• Your websiteThe Fal.Con page, seven weeks after the show, still says "We're at Fal.Con all week. Come see a live demo" and still shows the "Meet us at booth #1834 to win Ray-Ban Metas ... Enter me to win" entry form and the speaking session abstract; it links to a GuidePoint Security happy hour but not to the blog recap "3 lessons from Fal.Con 2026" (published September 4), and it has no session recording, slides or follow-up offer. The AI Engineer page likewise still says "We're at AI Engineer all week. Stop by for a live demo".Source
• HiringField Marketing Manager (posted September 13, 2026): owns "trade shows and regional programs end to end, from planning and negotiation through contracting, promotion, activation, and post-event reporting"; partners "with Sales and Demand Generation to align target account lists for each program and convert event and sponsorship engagement into qualified pipeline"; reports "pipeline influenced, cost-per-lead, attendee quality, and sponsorship ROI" with recommendations "on what to repeat, adjust, or cut".Source
• Your websiteShadow AI product: "Scan managed devices for unsanctioned or risky AI clients, MCP connections, and skill & plugin artifacts"; findings show "source file, detected client, exposed tools, stale artifacts, prevalence across devices, and recommended response"; scheduled scans on macOS, Windows and Linux "through your existing MDM".Source

Run one joint webinar or dinner per partner per quarter, with a joint solution page and shared lead routing.

Partners lend trust and audience; joint content is cheaper than new paid channels.

• Partners slow to commit

  Start with webinars.

• Your websiteBlog: frequent product and research posts (October 19 Runtime Security and Terraform; October 14 zero-trust networking for Runlayer Agents), security research ("Pwning OpenClaw in 50 Messages", an "OWASP MCP Top 10" guide, "fake MCP servers"), recognition ("AI security endpoint leader" in the Latio report, Rising in Cyber 2026) and partnerships (1Password, Box, AARM). No newsletter sign-up on the site.Source
• HiringHead of Channel Sales: "build a new revenue engine for Runlayer through the cybersecurity reseller, value-added reseller, and partner ecosystem"; "Equip partner-side sellers, solutions engineers, and account teams"; "Own the channel pipeline and revenue target"; bridge partners "into Runlayer's direct sales team to drive joint enterprise opportunities".Source
• HiringField Marketing Manager (posted September 13, 2026): owns "trade shows and regional programs end to end, from planning and negotiation through contracting, promotion, activation, and post-event reporting"; partners "with Sales and Demand Generation to align target account lists for each program and convert event and sponsorship engagement into qualified pipeline"; reports "pipeline influenced, cost-per-lead, attendee quality, and sponsorship ROI" with recommendations "on what to repeat, adjust, or cut".Source