Beyond the Hype: Lessons in Resilience and Focus from ReliaQuest’s Brian Murphy

In a recent Embarc Collective Builder Series event, ReliaQuest Founder and CEO Brian Murphy shared candid insights from his 17-year journey building a cybersecurity powerhouse. 

Far from the polished narratives typical of founder talks, Brian offered raw wisdom that cut through startup mythology to reveal what truly drives sustainable growth.

Brian’s journey began in a blue-collar family where work ethic wasn’t discussed—it was demonstrated daily. His father, a diesel mechanic who coached soccer after long days turning wrenches in Florida heat, never complained about work. 

This upbringing instilled in Brian what he calls “the actual grind” beyond the marketing hype that often surrounds entrepreneurship.

True grit isn’t glamorous or talked about—it’s shown through consistent daily actions and perseverance through challenges.

Capital Is Just a Milestone, Not the Mission

“I don’t get too excited over capital raises and valuations,” Brian explained, despite recently securing $500 million at a $3.4 billion valuation. “That’s an outcome of work you did two, three, four years ago.” This perspective epitomizes his approach: celebrate briefly, then get back to work.

Key Takeaway: Don’t chase capital or use fundraising as your measure of success. Focus on solving problems that create value over time.

Solve Real Problems, Not Industry Trends

His relentless focus on customer problems rather than industry trends has been pivotal to ReliaQuest’s success. “I don’t care what the industry is doing. What should we do?” This philosophy helped him avoid chasing fleeting technology trends, instead building solutions based on customer needs. 

The company’s GreyMatter platform emerged not from a predetermined vision but by “backing into” what solved real cybersecurity challenges.

Key Takeaway: Stop watching your competitors and trend reports. Start by deeply understanding customer problems and work backwards to create meaningful solutions.

Clarity Drives Long-Term Performance

Brian’s mentality, influenced by performance coach Trevor Moawad, centers on “doing the simple things savagely well” and eliminating distractions. He believes clarity leads to consistency, which drives long-term performance. 

“Most people don’t burn out because they work too many hours. They burn out because they do something without purpose and get bored.”

Key Takeaway: Burnout comes from meaningless work, not long hours. Create purpose and clarity to sustain long-term performance.

Hire for the Now, Not the Future

For founders struggling with team building, Brian offers contrarian advice: “Don’t think about what they could be next. Can they fill the role right now? Will they do it with reckless abandon?” He values people who are “dominant in the now” over those fixated on career progression.

Key Takeaway: Look for team members who excel at today’s challenges with full commitment rather than those focused on climbing the ladder.

Be a Hunting Dog, Not a Show Dog

Perhaps most controversially, Brian challenges the notion that networking is essential for founders. “Most founders waste too much time not solving problems—going to chamber events, startup award events, joining multiple incubators. The only relationship that matters is with your product and your customer.”

Key Takeaway: Skip the startup scene socializing and focus intensely on building and selling. Real success often comes looking a little rough around the edges.

The ReliaQuest story demonstrates that sustainable growth comes from extreme focus, purposeful work, and solving real problems, not from chasing recognition or following industry playbooks. As Brian put it: “You sign up to solve the largest technical challenge of our generation. Well, no shit you’re stressed. Accept it. But what are we really trying to accomplish?”

For founders navigating their own journeys, Brian’s message is clear: effort is the great equalizer.