# Gary Martin from Scan Ninja AI

Page: https://stenobird.com/podcast/energytech-startups-5673200/gary-martin-from-scan-ninja-ai
Text version: https://stenobird.com/podcast/energytech-startups-5673200/gary-martin-from-scan-ninja-ai.md
Podcast: [Energytech Startups](https://stenobird.com/podcast/energytech-startups-5673200)
Published: 2026-05-19T14:16:27+00:00
Episode link: https://energytechstartups.collide.io/episodes/gary-martin-from-scan-ninja-ai
Audio file: https://media.transistor.fm/7587c863/f3ce0155.mp3
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JSON: https://stenobird.com/v1/public/podcasts/energytech-startups-5673200/episodes/gary-martin-from-scan-ninja-ai
Duration seconds: 3020

## Resource

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. Click here to watch a video of this episode. Join the conversation shaping the future of energy. Collide is the community where oil & gas professionals connect, share insights, and solve real-world problems together. No noise. No fluff. Just the discussions that move our industry forward. Apply today at collide.io 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 love…

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## Transcript

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