Stop Pitching the Solution. Own the Problem Instead.

In this episode of Marketers of Technology, we speak with Thomas (Tom) Butta, Chief Commercial and Marketing Officer at Quantum XChange, a company building post-quantum cryptographic protection for the networks that carry the world's most sensitive data in motion. With presidential executive orders on quantum computing dropping the day before recording, Tom brings the rare perspective of a career-long challenger brand marketer who has spent decades entering nascent, technically complex markets before the mainstream knew it needed them — and turning that early-mover position into a durable content and trust advantage.Topics Discussed:Why inertia from the status quo is the most underestimated competitive force in early-category marketsThe "harvest now, decrypt later" threat making quantum security an urgent problem today, not a future oneHow category leaders win by owning the problem, not marketing the solutionBuilding a "trusted guide" go-to-market motion when enterprise buyers are overwhelmed and undertrainedThe difference between Silicon Valley inside-out product marketing and the outside-in, emotion-first approach that actually drives enterprise decisionsLessons For B2B Tech Marketers:Own the Problem Before You Pitch the Solution: Tom's core content philosophy is that category leaders own the problem, not the product. In a space like post-quantum cryptography, where even sophisticated buyers are still forming their understanding, Quantum XChange invests heavily in educational content — roadmaps, frameworks, threat briefings — with no pitch attached. The goal is to become the lens through which buyers think about the problem, so that by the time they evaluate solutions, you've already earned the selection.Treat Inertia as Your Real Competitor: In every early-category market Tom has entered, the most dangerous competitor wasn't another vendor — it was the status quo. Existing encryption methodologies have been in place for 50 years. Security teams are stretched. AI has already consumed every budget conversation. Marketers in emerging categories have to account for this gravitational pull and design campaigns that address it directly rather than simply promoting differentiation against named alternatives.Find the People Who Get It and Arm Them: Not every stakeholder in a target account is ready for the message. Tom's approach is to identify the individuals inside organizations who already see the threat clearly — often lone voices surrounded by colleagues with other priorities — and equip them with the content, data, and frameworks to make the internal case. Those people become de facto ambassadors, extending the company's reach through channels no ad budget can buy.Build the Playbook When One Doesn't Exist: When Tom joins a new category, his first question is who has the winning playbook — and his consistent finding is that no one does. His response is to create one: a structured value roadmap that maps the opportunity, outlines critical requirements, defines strategies, and helps customers size and measure their investment. Giving this away freely positions the company as the category's intellectual authority long before a procurement process begins.//Sponsors: Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. www.FrontLines.ioThe Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe. www.GlobalTalent.co//Don't Miss: New Podcast Series — How I Hire. Senior GTM leaders share the tactical hiring frameworks they use to build winning revenue teams. Hosted by Andy Mowat, who scaled 4 unicorns from $10M to $100M+ ARR and launched Whispered to help executives find their next role.Subscribe here: https://open.spotify.com/show/53yCHlPfLSMFimtv0riPyM