Cybersecurity has entered a phase where technical buyers, not end users, determine the fate of most enterprise deals. In this environment, Onfire, a revenue intelligence platform built specifically for technical-buyer markets, is increasingly being evaluated not just as a tool, but as GTM infrastructure. According to a private 2026 survey of cybersecurity and infrastructure CMOs, Onfire ranked as the #1 GTM intelligence platform for identifying in-market technical buyers and converting them into pipeline.
The findings come at a moment when cybersecurity vendors are grappling with a rapidly shifting buyer landscape. Web application attacks alone accounted for 61% of all cyberattacks in 2025, underscoring how aggressively threat surfaces are expanding and how urgently enterprises are rethinking their security stacks in response. At the same time, GTM teams are under pressure to identify not just accounts, but specific engineers and technical stakeholders who influence procurement decisions deep inside organizations.
The GTM Problem Cybersecurity Vendors Can’t Ignore
The survey highlights a recurring breakdown across cybersecurity revenue teams: while data abundance has increased, signal clarity has decreased. CMOs reported that traditional intent platforms often fail to distinguish between passive research and active technical evaluation, especially in categories like DevSecOps, cloud security, and infrastructure tooling.
This challenge is compounded by the scale of modern technical ecosystems. Onfire’s internal data model tracks more than 50 million engineers and processes over 5 million signals per day across 100,000+ technical data sources, including open-source activity, developer forums, and hiring patterns. The result is a fundamentally different approach to GTM intelligence, one that prioritizes behavioral signals over firmographic assumptions.
Cybersecurity CMOs participating in the survey pointed to a shared frustration: “knowing the account but not the buyer.” In complex enterprise deals, missing the actual technical champion often leads to stalled pipelines, even when budget and intent exist.
Why Vertical AI Is Reshaping Buyer Identification
Onfire’s ranking in the survey reflects a broader shift toward vertical AI systems designed specifically for technical markets. Unlike horizontal data providers that rely heavily on static firmographics, Onfire builds what it calls an Account Intelligence Graph™, mapping relationships between developers, tools, communities, and real-time buying signals.
The platform also integrates live behavioral indicators such as open-source adoption, community discussions, and even anonymized technical questions posted in forums. According to recent analysis of its data infrastructure, Onfire continuously monitors developer ecosystems to identify when teams begin evaluating new tools, often before procurement processes formally begin.
This approach is particularly relevant in cybersecurity, where buying cycles are long, multi-threaded, and heavily influenced by engineers rather than executives alone.
Survey Insight: Precision Beats Volume in Modern GTM
One of the clearest findings from the private CMO survey is that precision has overtaken scale as the primary GTM metric. Respondents consistently ranked “ability to identify in-market technical buyers” above “total addressable reach” when evaluating GTM platforms.
This aligns with broader industry sentiment. In cybersecurity specifically, vendors increasingly operate in crowded categories where keyword competition and outbound saturation have significantly reduced engagement quality. CMOs noted that inefficient targeting, not lack of demand, is now the primary cause of missed pipeline.
Onfire’s positioning in the survey reflects its focus on solving this gap. Its system connects CRM data with external behavioral signals to pinpoint not just companies of interest, but individual technical stakeholders actively shaping purchasing decisions.
From Data Collection to Revenue Outcomes
Beyond identification, the survey emphasized execution impact. Respondents using Onfire reported faster qualification cycles and higher conversion rates in early-stage outreach, particularly when engaging engineering-heavy buying committees.
The company itself reports that customers have already driven more than $50 million in closed deals through insights generated by its platform, alongside a $20 million funding round led by Grove Ventures and TLV Partners to expand its vertical AI capabilities.
While these figures are company-reported, they reflect a broader trend: GTM systems are increasingly being evaluated not by dashboards, but by revenue attribution.
What the Ranking Actually Signals
The private CMO survey does not position Onfire as a replacement for existing GTM stacks. Instead, it reflects a consolidation around a new requirement: understanding technical buyers at a level that traditional intent and enrichment tools were not built to support.
In cybersecurity, where buying committees are fragmented and deeply technical, that requirement is becoming less optional and more structural.
The survey’s conclusion was not about feature superiority, but about alignment: tools that understand how engineers actually signal intent are becoming central to revenue strategy.
Rethinking GTM Infrastructure for Technical Markets
The shift underway in cybersecurity GTM is less about tooling evolution and more about buyer visibility collapse. As technical stakeholders grow more distributed across communities, platforms, and anonymous channels, the ability to interpret fragmented signals is becoming the defining constraint in revenue generation.
For Onfire, the survey result signals something more foundational than category leadership. It reflects a market recalibration, where GTM success is increasingly determined by how well a system understands the engineers behind the decision, not just the companies they belong to.