๐ What does it take to build trust in a product users hope they never have to use?
In this episode of They Said, host Lihong Hicken sits down with Ashish Malpani โ Head of Product & Alliance Marketing at Corelight โ a rare blend of cryptography patent holder, published novelist, and cybersecurity PMM. Ashish shares how he went from applications engineer โ product management โ product marketing, and why big-picture storytelling is the secret weapon in enterprise tech.
They dive deep into the future of AI-powered user feedback, the challenge of building B2B products users actually trust, and why getting candid customer truth is harder than it looks.
๐ก What you'll learn:
Why cybersecurity marketing has been destroying customer trust for years
How to collect meaningful B2B product feedback at AI speed
The difference between knowing what users do vs. why they do it
When AI interviewers are better than humans (the data will surprise you)
Why agentic systems aren't about saving money โ they're about spending time on what matters
โฑ๏ธ Timestamps:
00:00 โ Welcome & Ashish's background: engineer, novelist, cybersecurity PMM
01:49 โ Why cybersecurity vendors have eroded user trust
03:11 โ The 300-million record breach at Progress (MOVEit)
06:15 โ How to build feedback into your product, not bolt it on
11:15 โ The skill gap, AI mandate & focusing on high-risk threats
14:23 โ Corelight's UX challenge: too much data, too complex
19:26 โ Designing for both power users and novices
20:53 โ AI's role in gathering & analyzing qualitative feedback
25:18 โ Why B2B usability testing is a black box
28:00 โ Should AI interview your customers? (Honest take)
33:13 โ 75% of people prefer AI interviews โ here's why
38:27 โ Rapid fire: most honest feedback channels right now
42:53 โ The magical wand: frictionless, automated customer truth
46:53 โ AI agents: it's not about saving money
48:21 โ The most fulfilling part of the job: big-picture storytelling
๐ Visit They Said: https://theysaid.io
If you found value in this episode, *like, subscribe, and leave a comment below โ we'd love to hear how your team collects user truth!* ๐