While cybersecurity startups chase AI hype and VC funding, IANS Research built a $122.7M empire by doing something radical: actually listening to practitioners. This is the story of how Phil Gardner turned 150+ experts into a CISO's indispensable corner office.

"IANS doesn't sell software—they sell confidence. Every decision a CISO makes becomes defensible when backed by 150+ practitioners who've actually lived the nightmare."

The tech stack reveals their priorities: Tailwind CSS, Bootstrap, jQuery—tools for speed and iteration, not bleeding-edge flair. They're not building a product for engineers; they're building a service for decision-makers who value substance over style.

• Community-driven model: 150+ experts create content that actual CISOs use in board meetings
• Direct traffic dominance: 58% direct vs 29% organic shows they own their audience relationship
• CISO-first positioning: Every product decision maps to a specific security leadership pain point