Gary Martin from Scan Ninja AI

Gary Martin from Scan Ninja AI

Author: collide. May 19, 2026 Duration: 51:23

Cybersecurity is invisible until it isn't, and Gary Martin, CEO and founder of Scan Ninja AI, is on a mission to make continuous vulnerability management affordable for startups and mid-sized companies hackers love to target. Gary walks through SOC 2 readiness without the once-a-year scramble, how AI agents are changing scanning and remediation, why he ditched CapEx pricing to disrupt the market, and the brutal lessons from going all in after two and a half years building on the side.

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Click here to view the episode transcript.

00:00 Intro
00:28 Meet Gary Martin and Scan Ninja AI
02:03 Vulnerability scanning and AI-driven remediation
05:16 Third-party risk and what enterprises like ExxonMobil require
05:58 What SOC 2 actually is and the 90-day audit
07:33 Continuous compliance vs the once-a-year scramble
08:47 Vibe coding, npm vulnerabilities, and what slips through
11:46 Why Gary finally went full time
13:20 The reality of hacks on small and mid-sized companies
15:05 Where the Scan Ninja name came from
17:33 Detection, remediation, and built-in project management
21:35 Business model, MSPs, and tokenization
23:52 Who actually needs Scan Ninja
26:09 Sponsor break: Saffron
26:46 Lessons from leaving Exxon and starting up
31:32 The pivot from selling product to selling solution
34:48 Pricing, perception of value, and the no-discount rule
39:08 Building a lean company in the age of AI
41:08 Sales outreach with Apollo and token-based economy
43:30 What he loves most about being a founder
45:15 Advice for anyone thinking about taking the leap
47:03 Five-year vision and the Super Bowl commercial
48:13 How to find Scan Ninja AI

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They say everything's bigger in Texas, including the challenges and opportunities presented by climate change. That's precisely why Houston has become a surprising epicenter for the global energy transition. In H-Town, the fourth largest city in the United States, a new wave of entrepreneurs is converging, partnering with established industry titans to forge the technologies that will slash emissions and power a low-carbon future. This is the landscape explored in Energytech Startups, a podcast from collide. that goes straight to the source. Hosts Nada Ahmed and Jason Ethier sit down with the very people driving this change-the founders, investors, and innovators who are building companies at the intersection of energy and technology. Each conversation digs into the real work: the engineering breakthroughs, the complex business models, and the hard-won lessons from the front lines of a sector undergoing massive transformation. It’s a direct line to the strategies and stories shaping the future of energy, making this podcast an essential listen for anyone curious about the business and investment dynamics behind building a sustainable world. You’ll hear frank discussions about funding, scaling, and the practical realities of bringing a transformative idea to market, all set against the backdrop of a city historically known for oil and gas now betting big on its own reinvention.
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