Filip Kaliszan

Founder and CEO of Verkada

Claims

As speaker

Mentioned in

Key positions and views

Sustained high growth in the physical security space requires continuous expansion into new product categories to overcome the core market's slow, GDP-linked growth rate.

The primary bottleneck for a rapidly scaling startup is not capital or market demand, but the ability to hire and effectively onboard talent at a sufficient pace.

AI will fundamentally change human-computer interaction from a process of direct manipulation to one of goal-oriented instruction, where users simply state their desired outcome.

A hands-on, trial-based sales model is the most effective go-to-market strategy for a complex hardware/software product, as it rapidly builds customer conviction.

Operational efficiency can be driven by directly incentivizing employees to identify and eliminate waste, as demonstrated by the "Software Zero" initiative's significant cost savings.

Podcast consensus on Kaliszan

Points of consensus

▶Filip Kaliszan consistently portrays Verkada as a dominant market leader, citing its position as a top-three seller of video security solutions in the U.S. and the number one player in cloud video security with over 30% market share.Apr 2026

▶Kaliszan's core growth strategy is centered on platform expansion. He states that over 70% of customers use multiple products and that the long-term plan is to add more categories to sustain high growth, as the core market is tied to slower GDP growth.Apr 2026

▶A key tenet of Kaliszan's narrative is the integration of advanced AI into Verkada's platform. He describes how the system uses large language and vision models to enable abstract natural language search and proactive, real-time alerts.Apr 2026

▶Kaliszan emphasizes an aggressive, product-led go-to-market strategy. He identifies getting trial units into customer hands as a critical buying signal and points to an early, large deal as proof of this model's effectiveness.Apr 2026

Points of debate

▶Kaliszan highlights a central tension between Verkada's high-growth ambitions and the physical security market's slow growth rate, which he notes is tied to GDP. This necessitates a constant and successful expansion into new product categories to maintain momentum.Apr 2026

▶He describes the significant early challenge of investor sentiment in 2016, where VCs viewed physical security as a "boring market" and were "allergic" to hardware investments, creating fundraising difficulties.Apr 2026

▶Kaliszan identifies a primary operational constraint on the company's growth: the speed at which it can hire and train competent people. This suggests a potential bottleneck despite strong market demand.

▶He points to a broader industry challenge of a labor shortage for physical security roles, which presents both a market opportunity for Verkada's efficiency-driving technology and a potential operational hurdle for its customers.Apr 2026

Key themes

▶Platform Expansion as a Growth EngineApr 2026

Kaliszan emphasizes that Verkada's long-term, high-growth trajectory depends on moving beyond its initial video security market. The strategy involves layering six distinct product categories onto its platform, addressing a total market spend of $55-60 billion and driving over 70% of the customer base to adopt multiple solutions.

This multi-product strategy de-risks the company from the slow, GDP-linked growth of the core physical security market and increases customer lifetime value, making the business more attractive to investors than a single-product hardware company.

▶AI-Powered Security OperationsApr 2026

Kaliszan highlights Verkada's use of advanced AI, combining large language and vision models to transform security operations. This enables abstract, natural language search queries (e.g., "show me cars made by Elon Musk") and proactive, real-time alerts, moving beyond simple video recording to intelligent event detection and analysis.

The focus on sophisticated AI capabilities positions Verkada as a technology and data company rather than just a hardware manufacturer, creating a significant competitive moat against traditional security vendors.

▶Aggressive and Efficient Go-to-MarketApr 2026

The company's sales strategy is built on a large, 700-person quota-carrying sales force and a "try-before-you-buy" model. Kaliszan notes that getting trial units into customer hands is a critical buying signal, a strategy that proved successful early on with a nearly $1 million deal within months of launch.

This high-touch, product-led sales motion is capital-intensive but effective in a market with long replacement cycles, as it accelerates customer conviction and shortens sales cycles for a complex, integrated system.

▶Scaling Culture and Operational DisciplineApr 2026

Kaliszan discusses the challenges of rapid growth, identifying hiring speed as the main bottleneck and using a decentralized recruiting model to address it. He also champions fiscal discipline through initiatives like "Software Zero," which saved over $1.1 million annually by incentivizing employees to cut waste.

Kaliszan's narrative balances the "growth at all costs" startup mentality with a focus on operational efficiency and talent acquisition, suggesting a mature approach to building a sustainable, long-term business.

Source episodes

Timeline

c. 2016

Verkada is founded. Kaliszan notes the company faced fundraising difficulties as investors were "allergic" to hardware and viewed the physical security market as "boring." The company used off-the-shelf components like Raspberry Pis for rapid prototyping.

Late 2016 / Early 2017

Within four months of launching its first products, Kaliszan claims Verkada secured a landmark deal for 1,000 cameras with an Arizona school district, valued at approximately $950,000, validating its go-to-market strategy.

Pre-2024

Kaliszan describes the expansion of Verkada's product line to six categories, growing the company's total addressable market to an estimated $55 to $60 billion in annual spend.

Present Day

Kaliszan asserts Verkada is a top-three seller of video security in the US and the market leader in cloud video security with over 30% market share. The company employs 350 software engineers and 700 quota-carrying sales reps globally.

Present Day

Kaliszan discusses implementing the "Software Zero" initiative, which he claims saved over $1.1 million annually, demonstrating a focus on operational efficiency amidst continued growth.

Suggested prompts

How does Verkada's strategy of adding product categories mitigate the risk of the physical security market's slow, GDP-tied growth? &nearr;What are the potential privacy and ethical implications of Verkada's advanced AI search and facial recognition capabilities, and how might they impact market adoption? &nearr;Given the early investor aversion to hardware, what specific milestones or metrics did Verkada likely use to overcome this challenge and secure funding? &nearr;How does Verkada's decentralized recruiting model support Kaliszan's claim that the primary limiting factor for growth is the speed of hiring and training? &nearr;

Key concepts

Product Technology & AI 5 ep Verkada's Business Strategy 4 ep Market Position & Share 4 ep Company Operations & Culture 4 ep Team & Hiring 4 ep Sales & Go-to-Market 3 ep Physical Security Market 3 ep Hardware Development 2 ep

Notable quotes

“I think three, four months into it, we're on a Zoom call with a customer. And they're like, yeah, we need a thousand cameras. And that's going to be like $950,000.”

Filip Kaliszan · Building Verkada, the $4.5B Physical Security Company | Filip Kaliszan, Founder and CEO

“we're now the leader in cloud video security. So if you look at market share of cloud video security, Verkata has, I think, 30-some percent of cloud video security.”

Filip Kaliszan · Building Verkada, the $4.5B Physical Security Company | Filip Kaliszan, Founder and CEO

“the total savings in the software that we didn't use that we now don't pay for 1 million 134 000 dollars”

Filip Kaliszan · Building Verkada, the $4.5B Physical Security Company | Filip Kaliszan, Founder and CEO

“Verkata's long-term strategy is to add more product categories to sustain a high growth rate, as the physical security market's growth is tied to the slower rate of GDP growth.”

Filip Kaliszan · Building Verkada, the $4.5B Physical Security Company | Filip Kaliszan, Founder and CEO

Report last updated: Apr 21, 2026

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