This is part of our CyberGrowth series, an initiative we started while we were running our agency, before we pivoted into building our AI Sales Intelligence platform. In the CyberGrowth series, we discuss proven strategies and tactics to help cybersecurity sales and marketing leaders accelerate their business growth.
Episode Summary
In this conversation, Andres shares insights from his extensive career spanning over 30 years in various roles, including federal law enforcement and corporate leadership.
Andres discusses the transition from government to corporate environments, the importance of having referenceable customers, and the strategies for building partnerships and go-to-market approaches in startups.
He emphasises the value of technical expertise in leadership roles, the significance of interpersonal relationships in sales, and the necessity of thought leadership and branding in the cybersecurity space.
The conversation concludes with Andres outlining future initiatives at Constella and his excitement about trends in the cybersecurity industry.
Episode Chapters
* 00:00 Introduction to Andres Andreu
* 01:45 Transitioning from Government to Corporate and Startups
* 04:08 The Importance of Referenceable Customers
* 06:13 Building Partnerships and Joint Go-to-Market Strategies
* 10:16 Technical Expertise in C-Suite Conversations
* 13:18 Navigating Go-to-Market Strategies in Startups
* 18:16 Sales Models: Direct, Channel, and OEM
* 21:09 The Power of Interpersonal Relationships in Sales
* 24:35 Thought Leadership and Branding in Tech
* 26:40 The Sacrifices of Startup Life
* 28:57 Future Directions for Constella
More About Andres Andreu
Andres is an award winning 4X CISO and recognized cybersecurity leader. He holds CISSP, ISSAP, and QTE credentials. With a career spanning federal law enforcement, corporate enterprises, and startups, he’s led at Ogilvy & Mather, 2U Inc., and Hearst.
As an entrepreneur he was a founding member of Bayshore Networks, and has authored multiple security books, including “The CISO Playbook”, “Professional Pen Testing for Web Applications”, and the upcoming “The CISO Playbook - The Adversarial Mindset”. His work extends beyond writing to inventing, with patents in cybersecurity innovations and an advisory role with Forgepoint Capital.
Connect with Andres & Constella
* Connect with Andres on LinkedIn
