Pangolin GTM brain

Pangolin offers open-source networking and zero-trust access for IT teams securing applications, infrastructure and AI workloads.

category

Zero-trust networking and access

market profile

  • text: IT teams must provide remote access to private applications without exposing entire networks.
  • text: Zero-trust networking overlaps with VPN, reverse proxy, privileged access and AI gateway categories.

personas

  • title: IT or infrastructure manager
    pains:
    • Legacy VPN deployment and access administration slow down users.
    • Separate tools multiply identity and policy management.
  • title: Security engineer
    pains:
    • Broad network access violates least privilege.
    • Opaque policy decisions and scattered audit logs make verification harder.

icp

  • text: Agile IT teams supporting remote workers and private services across multiple sites.
  • text: Organizations preferring inspectable open source or self-hosted deployment and needing role-based access as they grow.

message pillars

  • text: Bring security and connectivity together.
  • text: Adopt zero trust incrementally.
  • text: Make least privilege the default.

objections

  • objection: Replacing the existing network would be disruptive.
    response: Pilot access for one service and expand after the team validates it.
  • objection: We need centralized identity and auditability.
    response: Compare the paid plans' SSO, role controls and audit logging against requirements.

competitors

  • name: Cloudflare
    why: Cloudflare Zero Trust and Tunnel secure access to private services.
  • name: Tailscale
    why: Provides WireGuard-based private networking and access controls.
  • name: Twingate
    why: Provides zero-trust remote access for business applications.
  • name: NetBird
    why: Offers open-source secure networking and remote access.

influencers

  • name: Milo Schwartz
    url: https://fundraisingfox.com/people/milo-schwartz
    why: Pangolin co-founder and CEO.
  • name: Owen Schwartz
    url: https://fundraisingfox.com/people/owen-schwartz
    why: Pangolin co-founder and CTO.

keywords

  • zero trust VPN
  • self hosted reverse proxy
  • Cloudflare Tunnel alternative
  • secure remote access
  • open source zero trust
  • AI gateway access control

voice

  • open-source and transparent
  • security-minded
  • pragmatic

signals

  • text: A VPN replacement project or remote access security review creates a clear evaluation window.
  • text: Expansion of AI model access or self-hosted infrastructure creates demand for identity-aware access.

stack

  • WireGuard
  • Linux
  • Windows
  • macOS

pricing

model: freemium
starting price: Free for up to 5 users; Team $4/user/month

motion

hybrid

channels

  • GitHub
  • open-source community
  • SEO
  • documentation
  • Reddit

confidence

high

Founders

  • name: Milo Schwartz
    title: Founder
    role: Founder
    bio: I am the co-founder of Pangolin. Previously, I worked as a founding engineer on intelligent transportation systems and connectivity and monitoring solutions for public works infrastructure.
  • name: Owen Schwartz
    title: Founder
    role: Founder
    bio: I am the co-founder and CTO of Pangolin, an open source zero trust networking and infrastructure company. Before this, I worked as a founding engineer for 4 years on intelligent transportation systems and connectivity and monitoring solutions for public works.

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