← Routes to Market
OEM

OEM / Embedded

Best fit

Infrastructure or platform adjacency where your product becomes a capability inside another vendor product. The end buyer never sees your brand.

GTM reality

One sale, many endpoints. The OEM partner controls pricing, packaging, and roadmap influence. You become a component supplier — high distribution, low brand equity.

Deal economics

Big upfront contracts, small per-unit margins, very long renewal cycles tied to the OEM partner. Lose the OEM relationship and lose the revenue at once.

Common mistake

Building the company around an OEM concentration of more than ~30% of revenue. The OEM eventually builds the capability themselves or finds a cheaper supplier.

Fits category types
  • firmware security
  • cryptographic libraries
  • detection engines
  • data classifiers
  • specialized scanners