In this episode of Tech Startup Stories, Natalie Binns reconnects with Paul Barnes, founder and CEO of Overe.io, to explore the realities of scaling a cybersecurity startup over the last year.

The conversation covers:

• Building revenue foundations after early traction

• The challenges of scaling through channel partnerships

• Why saying yes to every opportunity can become dangerous

• Refining ICPs and customer qualification

• International growth across the UK, US, Japan, and Europe

• How AI is helping lean startup teams operate more efficiently

Paul also shares honest insights into startup focus, operational discipline, and the balance between pursuing growth while staying aligned to the company’s long-term strategy.