Shows
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsSlashing sales cycles: How shorter discovery calls boosted Xona’s revenue and sped up the sales cycle- John Chiappetta, CRO, XonaSend me a text (I will personally respond)Are your discovery calls turning into data dumps that stall deals instead of moving them forward? Frustrated by sales cycles that take forever to close, or feel like discounting is your only lever at the finish line? Looking for actionable strategies to help your team become both faster and more effective in closing cybersecurity deals? This episode brings you proven frameworks from a leader who faced (and fixed) these very challenges.In this conversation we discuss👉 Compressing lengthy sales cycles by restructuring discovery approaches👉 Motiva...
2026-04-3044 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsWhy “Cyber Is Broken”, And Building Trust in an AI World - Karl Van den Bergh CMO IllumioSend me a text (I will personally respond)Ever feel like your cybersecurity marketing just isn’t landing with CISOs? Wondering why, despite tons of spending, cybercrime is still on the rise? Or maybe you’re looking for real ways to build trust and stand out in a crowded, AI-fueled marketplace? This episode dives straight into those questions, with honest takes and actionable ideas you can start using today.In this conversation we discuss:👉 How fast-changing tech, and especially AI, is making go-to-market harder and more complex👉 Why the cybersecurity industry keeps repe...
2026-04-2129 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsBuilding Enterprise Mindshare: Lessons from Island's Meteoric Growth - Eric Appel CRO IslandSend me a text (I will personally respond)Are you struggling to sell the “unsellable” in cybersecurity? Wondering how to create or lead a brand-new product category? Curious about how to maintain a winning sales culture and scale your team when you’re growing fast? This episode offers actionable insights for sales and marketing leaders looking to accelerate growth and navigate the changing cybersecurity landscape.In this conversation we discuss:👉 Building market category leadership: how Island tackled the challenge of selling a paid enterprise browser against established free products👉 Evolving sales hiring strat...
2026-03-1843 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsBreaking Through With Analysts — How to Win Gartner’s Attention - Dan Lowden CMO BLACKBIRD AISend me a text (I will personally respond)Are you struggling to make your cybersecurity startup's message stand out in a crowded market? Ever wondered how to get analysts like Gartner to notice your company before hitting $20M ARR? Do you face challenges aligning sales and marketing to target multiple buyer personas effectively? This episode dives deep into these critical issues, offering strategies and actionable insights tailored for cybersecurity sales and marketing leaders.In this conversation we discuss:👉 Creating a new cybersecurity category by building real relationships with analysts👉 Aligning marketing and sa...
2026-03-1136 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsUrgency That Closes Deals: Lessons From Startup Sales - Josh Kriss, COO @ GeordieSend me a text (I will personally respond)Are you finding it hard to build a united sales culture as your cybersecurity startup scales? Struggling to keep urgency and momentum going in long, complex enterprise deals? Wondering how top teams navigate hiring, collaboration, and multi-threaded sales cycles, especially as new technologies and markets emerge? This episode of the Cybersecurity Go-To-Market Podcast delivers actionable insights to help sales and marketing leaders create stronger, more effective teams while driving revenue growth.In this conversation we discuss:👉 Building and maintaining a “one team” culture from early-s...
2026-02-2440 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsVibe Coding For Cybersecurity Marketers (not dummies) - Joseph Barringhaus VP Marketing MazeSend me a text (I will personally respond)Are you struggling to stand out in the crowded cybersecurity marketplace? Wondering how to build unique marketing or sales assets without a dedicated engineering team? Curious how other leaders are leveraging AI-driven “vibe coding” to create real value, not gimmicks? This episode is packed with proven, creative ways cybersecurity sales and marketing pros are innovating faster than ever.In this conversation we discuss:👉 How “vibe coding” tears down traditional barriers to building tools and experiences for buyers. No developer background required👉 Real-world examples of internal an...
2026-02-1742 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsHow to Build a Cyber Channel from Zero: From Someone Who Has Done it Three Times - Konnor Andersen, VP of GTM , AcuvitySend me a text (I will personally respond)Are you struggling to build a channel sales program that actually produces meaningful revenue? Wondering why bigger isn't always better when choosing channel partners? Frustrated by the constant pressure to sign as many partners as possible, only to see limited results? This episode dives deep into the strategic and tactical mistakes cybersecurity startups make with channel go-to-market, and reveals how to build a scalable, effective partner ecosystem.In this conversation we discuss:👉 Why focusing on a few right-sized, ICP-aligned partners beats boiling the ocean wit...
2026-02-1036 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsHow to Win Lighthouse Deals in a New Market - Felix Knoll COO/CRO CraniumSend me a text (I will personally respond)Are you navigating the challenge of landing enterprise deals before you even have market traction? Wondering how to build pipeline without SDRs and endless cold emails? Curious if targeting Fortune 500 clients from day one is smart, or suicidal? This episode dives into a truly unconventional path to cybersecurity startup success that defies industry norms.In this conversation we discuss:👉 Incubating a cybersecurity startup inside KPMG and the unique advantages (and hurdles) it brought👉 Strategies for securing lighthouse enterprise customers and building trust-driven communities👉...
2026-02-0335 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsWhy Early-Stage Sales Is All About Precision, Not Volume – Abigail Maines GTM Advisor YL VenturesSend me a text (I will personally respond)Are you struggling to transition from founder-led sales to a scalable sales-led model in your cybersecurity startup? Wondering if hiring a team of reps is really the fastest way to drive growth, or if there’s a better approach? Curious how senior sales leadership involvement early on might speed up your journey to true product-market fit? If so, this episode is packed with insights for you.In this conversation, we discuss:👉 Why early-stage sales are all about precision and defining your ideal customer profile (ICP)
2026-01-0638 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsDitch the Adversarial Negotiating: How Transparency Wins in Cyber Sales – Todd Caponi, Author of Four Levers NegotiatingSend me a text (I will personally respond)Are you tired of sales negotiations feeling like a hostile game of poker against procurement pros who seem to hold all the cards? Wondering if there’s a way to maintain your deal’s value without relying on outdated, adversarial tactics? Struggling with year-end deals where buyers expect last-minute discounts and you’re anxious about giving away too much? This episode is for cybersecurity sales and marketing leaders seeking a transparent, effective, and less stressful way to close deals.In this conversation, we discuss: 👉 Why...
2025-12-0240 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsWhy Your First VP of Sales Will Fail (And What To Do Instead) – Eyal Worthalter, Multi-Time VP of Sales, Cybersecurity StartupsSend me a text (I will personally respond)Are you grappling with when, and who, to hire as your first sales leader in your cybersecurity startup? Wondering why sales leadership churn is so high, or if founders should keep selling longer? If you’ve debated hiring account executives versus a VP of Sales, and wrestled with investor pressure on scaling your sales team, this episode is for you.In this conversation, we discuss: 👉 The crucial distinction between sellers and sales leaders at different company stages👉 Why timing, founder credibility, and expectati...
2025-11-1842 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsBreaking the Mold: Why Early-Stage Startups Must Invest in Brand – Jimmy Tsang, CMO, MINDSend me a text (I will personally respond)Are you struggling to differentiate your cybersecurity startup in a crowded market? Wondering how to build trust with buyers who have been burned by legacy DLP solutions? Debating whether to invest in brand early or focus on lead generation? In this episode, we dig into these challenges and explore how fresh thinking in DLP and brand strategy can accelerate growth for cybersecurity vendors.In this conversation we discuss:👉 How legacy DLP lost trust—and how modern approaches are rebuilding it👉 Why brand investment from day...
2025-11-1139 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsBreak Through the Noise: How Advocates Can Transform Your Pipeline – Braydan Young, CEO, SlashExpertsSend me a text (I will personally respond)Are you struggling to generate enough top-of-funnel opportunities in today’s noisy cybersecurity sales landscape? Are your deals getting stuck or taking forever to close, despite your best efforts? Have you tapped into the real power of your customer advocates—not just for references late in the sales cycle, but to accelerate pipeline growth from the very top? If these challenges sound familiar, this episode will give you a fresh perspective.In this conversation, we discuss: 👉 The overwhelming noise and fatigue facing buyers in cyber...
2025-09-3033 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsFrom 8 to 500: Scaling Hypergrowth in Cybersecurity GTM – Ryan Carlson, President of GTM, ChainguardSend me a text (I will personally respond)Are you wrestling with how to scale your sales team without losing focus on what truly matters? Do you wonder how to maintain a customer-centric approach as your company experiences hypergrowth? Or maybe you’re trying to figure out the right time and way to segment your go-to-market organization. This episode offers deep, practical insights on these pressing challenges, straight from one of cybersecurity’s fastest-growing companies.In this conversation, we discuss: 👉 Chainguard’s unique approach to building scalable, segmented go-to-market teams early and the ri...
2025-09-0241 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsScaling the Fastest-Growing Data Security StartupSend me a text (I will personally respond)Are you struggling to keep up with the rapid pace of growth in cybersecurity sales? Wondering how to build a high-performing go-to-market team without sacrificing consistency or culture? Curious about what it takes to lead and enable teams through hypergrowth while navigating constant change? If so, you’ll find answers and inspiration in this episode focused on Sierra, one of the fastest-growing cybersecurity firms on the market.In this conversation we discuss: 👉 The essential building blocks and mindset behind scaling sales organizations in high-g...
2025-07-0137 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsPartnerships That Scale: How Valence Security Empowers ResellersSend me a text (I will personally respond)Are you struggling to build a high-velocity partner program that actually drives revenue? Wondering how to structure channel margins and opportunity registrations to attract—and keep—great cybersecurity resellers? Curious about how emerging technologies and evolving needs are shaping the next generation of vendor-reseller partnerships? This episode, recorded live at RSA Conference 2025, dives deep into these questions with actionable insights from a top industry leader.In this conversation we discuss: 👉 How Valence Security has rapidly iterated its SaaS platform, focusing on remediation beyond just visibility👉 S...
2025-06-1018 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsRegulation, Revenue, and Reluctance: Selling to OEMs in CyberSend me a text (I will personally respond)Are you struggling to identify the most lucrative customer segments for your cybersecurity solution? Wondering how new regulations are shaping buying behavior among OEMs and enterprises? Curious about how innovative technologies and partnerships can accelerate your go-to-market and revenue growth? This episode is packed with insights tailored for sales and marketing leaders at cybersecurity companies who are eager to drive faster and smarter sales outcomes.In this conversation we discuss:👉 Evolving the Ideal Customer Profile (ICP) for NetRise and adapting to changing buyer motivations
2025-06-0519 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsBreaking Out of Stealth: The Story Behind Spektion’s New Approach to Software VulnerabilitySend me a text (I will personally respond)Are you a cybersecurity sales or marketing leader seeking new ways to stand out in a crowded market? Do you struggle with demonstrating real value to CISOs who have “seen it all” and are wary of generic pitches? Wondering how to engage technical buyers who know the ins and outs of your product’s shortcomings? This episode with Joe Silva, co-founder and CEO of Spektion, is packed with fresh perspectives on tackling these challenges head-on.In this conversation we discuss: 👉 The pitfalls and advantages...
2025-06-0326 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsEMEA Expansion, AI Experiments & Channel Secrets: Inside Legit Security’s 2025 StrategySend me a text (I will personally respond)Are you struggling to differentiate your cybersecurity company in a sea of similar-sounding competitors? Wondering how to effectively position your solution in a market flooded with acronyms and overlapping technologies? Or are you trying to scale growth while navigating the complexities of partnership-driven sales? If so, this episode has some actionable insights to help you accelerate your go-to-market strategy and revenue growth.In this conversation we discuss: 👉 The challenge of defining and positioning “ASPM” in the crowded application security market👉 Legit Security’s partner-first, value-driven...
2025-05-2920 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsTurning Customers Into Your Best Sales Team: Real-World CS StrategiesSend me a text (I will personally respond)Are you struggling to build a customer success function in an early-stage cybersecurity startup? Wondering how to prove real value and drive renewals in a crowded threat intelligence market? Or are you curious about innovative approaches to proactive cyber defense that could give your GTM strategy an edge? This episode goes deep into these pressing questions and more, offering actionable insights for sales and marketing leaders looking to accelerate revenue growth.In this conversation we discuss:👉 The crucial role of customer success in young cyb...
2025-05-2722 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsAccelerating Cybersecurity Deals: Channel-First Go-to-Market in CybersecuritySend me a text (I will personally respond)Are you struggling to differentiate your channel program in a crowded cybersecurity market? Wondering how to speed up your sales cycle and create more value for partners? Curious about what it takes to scale globally with varying partner expectations? If these questions hit home, this episode offers field-tested answers and bold new strategies.In this conversation we discuss:👉 The innovation behind Airlock Digital’s modern approach to application control and channel strategy👉 Tactics for increasing partner engagement and equipping channels for global success👉 Th...
2025-05-2234 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsFrom Startup to Rocket Ship: Building Doppel’s Hyper-Growth Sales TeamSend me a text (I will personally respond)Are you struggling to scale your cybersecurity sales from mid-market to enterprise? Wondering how to build a high-performance sales team that consistently generates pipeline? Curious about what it really takes to win enterprise clients—and keep them? This episode of the Cybersecurity Go-To-Market Podcast dives deep into those challenges and offers candid, tactical advice from someone who’s done it.Mike Ferrari is the SVP Worldwide Sales at Doppel, the social engineering defense platform, and the fastest growing cybersecurity company in the A16Z portfolio.In...
2025-05-2033 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsThe New Era of Sales Enablement: Content When Reps Need It MostSend me a text (I will personally respond)Are your sales reps struggling to implement the playbook you’ve invested so much in? Do you wish you could drive higher conversion rates without simply adding more headcount? Wondering how to use modern sales enablement to make your team smarter, faster, and more adaptive in every single call? This episode delivers practical answers for cybersecurity sales leaders striving for dramatic revenue growth.In this conversation we discuss: 👉 How to eliminate non-selling work and enforce playbook adherence using just-in-time enablement👉 Making enablement a real fo...
2025-05-1345 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsSmallstep’s Groundbreaking Device Security: Lessons in Standards, Scale, and Startup WinsSend me a text (I will personally respond)Are you struggling to convince enterprise buyers to trust your early-stage cybersecurity startup? Wondering how to differentiate technical innovation in a crowded market? Curious about how device identity and hardware-bound credentials can change the sales conversation? In this exciting episode, we dive deep into device identity and discuss what it takes to build trust and credibility for a new security standard—directly from a finalist of the RSA Conference Innovation Sandbox.In this conversation we discuss: 👉 The challenges and opportunities of tying access contro...
2025-04-2416 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsThe Most Significant Bottleneck for Security Operations? With Innovation Sandbox finalist Dov Yoran CEO at Command Zero.Send me a text (I will personally respond)Are you struggling to help SOC teams move beyond alert fatigue and scale investigations effectively? Curious how innovative startups are transforming security operations by empowering analysts, not just automating them? Wondering what truly sets apart the next wave of cybersecurity platforms—and what you can learn from their go-to-market approach? This episode delivers deep insight and practical lessons from the cutting edge of security operations.In this conversation we discuss:👉 How codifying decades of incident response expertise, automation, and AI creates a new paradigm for s...
2025-04-2217 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsSecuring AI in the Enterprise with Aurascape, RSA Innovation Sandbox FinalistSend me a text (I will personally respond)Are you confident your organization’s data is secure as employees rapidly adopt new AI tools? Are current security gateways truly enough to protect sensitive information in the age of AI? How can visibility into AI app usage transform your go-to-market efforts in cybersecurity sales? If these questions hit home, this episode is for you.In this conversation we discuss: 👉 The growing gap between traditional security measures and the reality of employee AI tool adoption👉 Aurascape’s innovative approach to “AI security” using intellige...
2025-04-1828 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsBig Rocks First: Prioritizing What Matters in Sales OnboardingSend me a text (I will personally respond)🤔 How can you ramp up new sales hires to deliver revenue within six months when your sales cycle is approximately the same length?🤔 What are the essential components of an effective new hire onboarding program in the cybersecurity industry?🤔 How does focusing on prospects and their challenges create context for new hires before introducing product details?In this episode, I discuss:👉 Strategies to transition new hires into productive team members within four weeks.👉 The importance of understanding prospects and their problems in early onboardin...
2025-03-0627 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsRole Plays vs. Real-Life Practice: Making Sales Training WorkSend me a text (I will personally respond)Are your seasoned sales reps struggling to adapt to new strategies? Have you ever invested heavily in sales training only to see minimal changes? How can you ensure training leads to real behavior change and improved sales performance?In this conversation we discuss:👉 Why traditional sales training often fails and how to overcome these challenges 👉 The role of deliberate practice in achieving behavior change 👉 Practical exercises to foster curiosity and deeper discovery among your sales teamAbout our guestJona...
2025-02-0446 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsThe Road to $10 Million ARR: Cyber Donut’s 2025 Sales and Marketing PlaybookSend me a text (I will personally respond)Are you struggling to increase your ASP and conversion rates? Does your sales team lack a unified approach to handling prospect questions? Are you eager to scale your ARR significantly in 2025?In this conversation, we discuss: 👉 How Cyber Donut achieved significant ARR growth from 2023 to 2024.👉 The importance of value-based selling over feature-based selling, and techniques to implement it.👉 Strategic plans for increasing Average Selling Price (ASP) and conversion rates heading into 2025.Andrew Monaghan, the host of the Cybersecurity Go-To-Mar...
2025-01-3124 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsGet PR like the well known companies getSend me a text (I will personally respond)Are you struggling to get media attention for your cybersecurity startup? Wondering how to make your PR strategy stand out in a crowded market? Curious about the secrets behind successful media campaigns in cybersecurity?In this conversation we discuss: 👉 Original analysis and data vs. product promotion in PR 👉 Utilizing events and awards to boost brand visibility 👉 Effective analyst relations without breaking the bankAbout our guest: Leron Kornreich is a seasoned public relations expert specializing in tech vendors. Starting her career in cybers...
2025-01-1647 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsHow to run a world-class POV with Alexei Rubenstein, VP of Sales, Engineering, and Customer Success at MorphisecSend me a text (I will personally respond)Are you struggling to convert your Proof of Value (POV) to sales? Do your POV periods often extend beyond reasonable timelines? How can you involve multiple evaluators while keeping the process efficient and engaging?In this episode of Cybersecurity Go-To-Market Podcast, Alexei Rubinstein joins Andrew Monaghan to tackle these challenges head-on.🛑 Framework design for leading customers through POVs🛑 Handling POV extensions and ensuring ease of customer evaluation🛑 Maintaining engagement and alignment during the POV periodAbout our guest: Alexei...
2025-01-0938 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsInteractive demos and demo experiences: Helping Cybr Donut sell more with better demos - Damian Tommasino, Founder at Cyber InformantsSend me a text (I will personally respond)Are you struggling to boost engagement during demos? Facing challenges in customizing sales conversations to resonate with prospects? Wondering how to improve your conversion rates from initial discussions to closed deals?In this episode of the Cybersecurity Go-To-Market Podcast, Damian Tommasino shares insights and actionable strategies on transforming your sales demos and processes to drive higher engagement and conversion rates.In this conversation we discuss: 👉 The power of personalized and problem-focused demos 👉 The importance of combining discovery and demo in one c...
2024-11-1449 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsHow to Hire Cybr Donut's GTM Leaders - Josh White, SVP of North America, IntasoSend me a text (I will personally respond)Are you curious about the ideal timing for bringing in a senior sales or marketing leader? Not sure the right profile to hire? Need insights on avoiding decision paralysis in hiring? Have you ever faced the dilemma of hiring in industry or someone from another one?In this conversation we discuss: 👉 The benefits and challenges of hiring from competitors. 👉 The importance of a charismatic, proven leader in recruitment. 👉 Strategies for balancing thoroughness and timeliness in hiring decisions.About our guest: Josh W...
2024-10-2252 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsFixing Cybr Donut's pipeline crisis: proven strategies for rapid cybersecurity pipeline generation - Joseph Barringhaus, VP of Marketing, Sonrai SecuritySend me a text (I will personally respond)Like the go-to-market team at Cybr Donut, are you struggling to build a strong sales pipeline and wondering how to utilize events effectively? Do you want to know why your customers choose your products and leverage that to boost sales? Join us in this episode as we explore practical strategies that can help your sales and marketing teams hit your revenue targets faster.In this conversation we discuss:👉 Building a culture around champions rather than traditional customer advisory boards. 👉 Strategies for collecting and leveraging custome...
2024-10-0844 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsUnlocking the secrets to trust in cybersecurity sales with Dani Woolf, CEO at Audience 1stSend me a text (I will personally respond)Are you leveraging your customers' insights effectively, or are you relying too much on analysts for messaging recommendations? How can sales teams genuinely connect with cybersecurity buyers? How can sellers foster real, human relationships in their professional connections? If these questions resonate with you, this episode is a must-listen!In this conversation, we discuss:👉 The pitfalls of overlooking customer insights in favor of analyst advice.👉 Practical strategies for building trust and authentic connections in cybersecurity sales.👉 The importance of continuous qualitative customer...
2024-07-2352 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsThe secret to fixing sales development for Cybr Donut: programmatic consistency - Dave Breshears, Revenue Mechanic, President at OneViewSend me a text (I will personally respond)Are your pipeline generation efforts falling flat? Is your team struggling with pipeline consistency and conversion rates? How aligned are your sales and marketing teams? How about SDRs?In this episode of the Cybersecurity Go-To-Market Podcast, Dave Breshears sits down with host Andrew Monaghan to discuss proven strategies for boosting sales development performance, optimizing account engagement, and enhancing cross-functional team alignment.In this conversation, we discuss:👉 Strategies for consistent and effective outbound efforts in early-stage companies.👉 The crucial role of phone compet...
2024-06-1151 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsHow to spend $1.5m on marketing to triple ARR with Manny Ataebi, Cybersecurity CMOSend me a text (I will personally respond)How would you use a $1.5 million marketing budget after securing $20m in Series A funding? Curious about strategies to triple your revenue in the cybersecurity space? Seeking insights on balancing short-term and long-term marketing tactics?In this episode, Andrew Monaghan tackles these pressing questions with Manny Ataebi a cybersecurity CMO, offering expert advice on optimizing your marketing spend to catalyze substantial growth.In this conversation we discuss:👉 How to allocate a $1.5 million marketing budget to drive revenue growth.👉 The balance between short...
2024-05-2140 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsQuestions to answer before you scale a cybersecurity company with Ross Haleliuk, author of Cyber for BuildersSend me a text (I will personally respond)Are your cybersecurity solutions truly addressing the market’s top concerns? Can early-stage startups convincingly meet the security demands of large enterprises? How does cultural background influence a cybersecurity leader’s success?In this conversation, we discuss: Challenges faced by early-stage startups in aligning their products to market needs.Understanding the role and impact of diverse cultural backgrounds in cybersecurity.The significance of practical experience in founding successful security operations.About our guest:Ross Haleliuk, head of product at Lima...
2024-05-1447 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsDon't let the security questionnaire stall your deals with Kayne McGladrey, Field CISO at HyperproofSend me a text (I will personally respond)Are you a founder, CEO, leader, or salesperson in the cybersecurity industry? Are you looking to grow your sales and revenue faster? In this episode of the Cybersecurity Startup Revenue Podcast, we dive into one way to avoid having your deals stalled out.👉 What risks can derail your software development and revenue growth?👉 How can you optimize the role of a field CISO in your organization?👉 Why is building trust and managing risk essential for successful sales cycles?Our guest, Kayne McGladrey, a Field CIS...
2023-10-1047 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsHow does a reseller evaluate cybersecurity vendors - Ricky Martinez from DigitalEraSend me a text (I will personally respond)**Episode Summary: Ricky Martinez @ DigitalEra**🤔 Are you a cybersecurity startup looking to accelerate your sales and revenue growth? How can you effectively evaluate new vendors and establish mutually beneficial partnerships? Are delighted customers and partners crucial for your success in the early stages? Tune in to this episode of the Cybersecurity Startup Revenue Podcast to gain practical insights from Ricky Martinez, the Chief Strategy Officer at Digital Era Group. In this conversation, we discuss:👉 Evaluating new cybersecurity vendors and finding the right fit👉 The import...
2023-09-2639 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsHow to WOW prospects at your cybersecurity startup (and the story of how it worked with Bill Gates)Send me a text (I will personally respond)🤔 How can you ensure that prospects truly understand your company's unique value proposition and differentiation? 🤔 What are some common reasons why buyers struggle to understand the differences between cybersecurity vendors in the marketplace? 🤔 How can you engineer "wow moments" in your demos or meetings to make a lasting impression on prospects? In this episode, I discuss:👉 The importance of communication and clarity in conveying your company's uniqueness. 👉 Common challenges in differentiating cybersecurity solutions in a crowded marketplace.👉 Strategies for creating "wow moments" in demos or sales...
2023-09-2114 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsHow to build your first channel program with Kimber GarrettSend me a text (I will personally respond)**Episode Summary:**🤔 Are you struggling to introduce new technologies to satisfied clients? 📈 Want to simplify your channel program for sales reps? 💼 Curious about balancing partner revenue and innovation? Tune in to this episode of the Cybersecurity Startup Revenue Podcast.👉 In this conversation, Kimber Garrett, a seasoned channel strategist, shares valuable insights on:👉 Understanding client needs and pain points👉 Building a simple and effective channel program👉 Balancing partner revenue streams with innovation**About Our Guest:**Kimber Garrett is an experienced channel strategist wi...
2023-09-1937 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsIt's not all about ROI or COI! Buyers are emotional humans with John Bissett and Calum Kilgour from Slingshot EdgeSend me a text (I will personally respond)🤔 Wondering why your ROI message isn't hitting home and driving action from prospects? 🤔 Do you want to learn how to identify champions within organizations and align your offerings with their goals? 🤔 Are you wondering how best to connect and work with prospects? If so, this episode is for you!In this conversation, we discuss:👉 The three dimensions of value and the role of emotions in B2B sales. 👉 Building trust and understanding through storytelling and addressing common struggles.👉 The importance of identifying champions and aligning with key...
2023-09-1250 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsBe Ready to Grow Sales with Partners with Steve Kazan @ Inner OnionSend me a text (I will personally respond)Are you a cybersecurity company looking to grow your sales and revenue faster? In this episode, we dive into the keys to success with Steve Kazan, founder of Inner Onion. How can you stand out and improve your commitment to your partners? How can you navigate the partner process and achieve quarterly success? And what strategies can be employed to secure partnerships and investments? Tune in for valuable insights and actionable tips from an industry expert.**In this conversation, we discuss:**👉 The importance of commitment to par...
2023-09-0535 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsThe Power of Philosophy in Cybersecurity Sales: Mastering Persuasion Without the PitchSend me a text (I will personally respond)🤔 Questions for the Audience:- How can mastering the art of being philosophical in your communication make you more persuasive in sales?- What are the three different levels of thinking about problems and how can you use them to connect better with prospects?- How can using philosophical phrases and raising the level of conversation help in getting people to join your movement?💁🏼♂️ In this episode, I discuss:👉 Applying philosophy in sales communication👉 The three levels of thinking about problems in cybersecurity👉 U...
2023-08-2912 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsGo-to-Market Dispersion: The Hidden Obstacle to Scaling Sales in Cybersecurity StartupsSend me a text (I will personally respond)🤔 Questions for the Audience:- Have you experienced a slowdown in sales growth after scaling your sales team?- Are your sales reps consistently delivering the results you expected?- Do you struggle with maintaining a consistent sales process as your team expands?💁♂️ In this episode, I discuss:👉 The impact of go-to-market dispersion on sales growth and scaling.👉 The importance of top-level leadership in establishing consistent messaging and positioning.👉 How conversation intelligence tools can be used to coach and correct sales team behaviors.
2023-08-2412 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsCracking the Code: Generating Early Revenue and Building a Cybersecurity Sales Team with Omri Weinberg, CRO at DoControlSend me a text (I will personally respond)**Episode Summary: Omri Weinberg @ DoControl - Growing Sales and Revenue in the Cybersecurity Industry**Are you a founder, CEO, or sales professional in the cybersecurity industry who wants to accelerate sales and revenue growth? In this episode of the Cybersecurity Startup Revenue Podcast, we dive into key strategies and insights from Omri Weinberg, Chief Revenue Officer at DoControl. Get ready to explore effective sales approaches, overcoming challenges in a noisy market, and the importance of trust in building relationships with clients. Don't miss out on this valuable...
2023-08-2241 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsBreaking Barriers: Cybersecurity Startups Are Playing it Too SafeSend me a text (I will personally respond)In today's episode, Andrew dives into the first inhibitor to growth in the cybersecurity marketplace: playing it too safe. With over 3,400 vendors competing for attention, many companies are falling into the trap of blending in rather than standing out. But fear not, Andrew has gathered insights from interviews and consulting work to share the innovative approaches that can set companies apart. From bold messaging to daring marketing campaigns, Andrew explores how cybersecurity startups can break free from the generic and mundane and make a lasting impact. Tune in as...
2023-08-1716 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teamsStanding Out in the Crowded Cybersecurity Market: Pingsafe's Strategy for Differentiation with Dhiraj Khare, VP-SalesSend me a text (I will personally respond)In today's episode, our host, Andrew Monaghan, sits down with Dhiraj Khare from Pingsafe, a leading cloud security platform company. Dhiraj shares some fascinating insights about their journey in the cybersecurity space and the strategies they've employed to drive revenue for their startup.From their memorable first day at Pingsafe, coming from a similar cloud security platform company to handling a significant transaction with a nonprofit organization backed by prestigious foundations, Dhiraj takes us through their experiences in securing meaningful deals.We also delve into...
2023-08-0340 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams210: From Jazz to Securing the Blockchain: The power of improvisation in startup founding with Victor Fang, co-founder & CEO at Anchain.AISend me a text (I will personally respond)210: In this episode of Sales Bluebird, Andrew speaks with Victor Fang, the founder of Anchain, a Web3 security company. Victor shares his background in data science and discusses the challenges of working with Web3's decentralized model.Anchain is a finalist in next week's RSA Conference Innovation Sandbox competition.Anchain's machine learning and AI technology have found a market position with regulators, law enforcement, and the private sector. The company has targeted four markets, each with different security requirements, and has developed a framework to h...
2023-04-2133 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams203: Securing the Hybrid Workplace with Dor Zvi, CEO at Red AccessSend me a text (I will personally respond)Dor Zvi, cybersecurity entrepreneur and co-founder of Red Access, joins host Andrew Monaghan to share his journey in the secure enterprise browsing market. With a strong background in the cybersecurity industry, Dor and his long-time friend and partner, Tal, identified challenges in the market and developed an innovative agentless platform to protect devices and browsing sessions. Their passion for addressing the needs of a hybrid workforce and their drive to make security more simple, agnostic, and comprehensive have been key to their success.In this episode, Dor...
2023-04-0747 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams150: Wias Issa, CEO of Ubiq Security, on how Ubiq’s GTM for their API encryption for developersSend me a text (I will personally respond)On today’s episode, I sat down with Wias Issa, CEO and founder of Ubiq Security, to discuss the genesis of his product and how he has tailored both the product itself and its messaging based on listening to what his consumers were asking for. Wias is a great example of someone who listened to his customers and developed a solution they were asking for in a market that sorely needed it. When cybersecurity gets technical and complicated, Wias brings it down to earth and simp...
2022-08-0939 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams147: Snir Ben Shimol, CSO at Cider, talks about market education & selling into the unknownSend me a text (I will personally respond)In this episode, Snir Ben Shimo, CSO at Cider Security, joins us to talk about the progress of Cider Security and how they have built a vehicle for market education and understanding. How do you educate your consumer on threats around them? How do you explain the benefits of what you’re selling if they don’t know why they’re buying it? And, most importantly, how do you understand and solve their pain points?We talk about identifying opportunities and how to sell into them, segmenting an aud...
2022-08-0236 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams146: A break down of 2 companies’ answer to “what do you do?”Send me a text (I will personally respond)2 companies answer the question “What does your company do?” We break down their responses and offer ideas for how they could have answered the question better.We are asked about it a lot. “What does your company do?” Unfortunately too many times our answers are less than stellar. Too many times we use buzzwords and are bored. Too many times we confuse our prospect and when that happens we miss a prime opportunity to rise above the noise and be memorable.But, the good news is there is...
2022-07-2818 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams145: Snehal Antani, CEO at Horizon3, talks about telling the right stories and setting up the right pitch for customersSend me a text (I will personally respond)In this episode, Snehal Antani, CEO at Horizon3, joins us to discuss the journey from business idea to successful business operations. It all begins with identifying a niche enough problem that you can provide a unique solution, yet one that’s widespread enough that enough people need your unique solution. From there, it’s deeply about storytelling. You have to tell a compelling and layered story about your product and build cohesion in brand voice and problem-solving. Once a customer is drawn in by a story, then, they need to b...
2022-07-2233 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams144: Rajiv Pimplaskar, CEO and President at Dispersive, talks about connecting with cybersecurity customers and scaling salesSend me a text (I will personally respond)In this episode, Rajiv Pimplaskar, President and CEO at Dispersive, joins us to discuss why all the fancy features and complicated backend in the world mean nothing if you can’t communicate concisely. What do your customers care about? What is the heart of their struggle that you solve? And how do you scale those solutions to meet multilayer needs? When it comes to building business, you need to look at primary drivers and secondary, tertiary, etc. benefits. What more do you offer and how do those offerings contribute to...
2022-07-1422 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams143: How to answer the “What does your company do?” question without being boring or using buzzwordsSend me a text (I will personally respond)We are asked about it a lot. “What does your company do?” Unfortunately too many times our answers are less than stellar. Too many times we use buzzwords and are bored. Too many times we confuse our prospect and when that happens we miss a prime opportunity to rise above the noise and be memorable.But, the good news is there is a simple framework to use that works. In this episode we go over the framework and use an example or two so show how effective it can...
2022-07-1216 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams142: Michael Shieh, CEO and Founder at Appaegis, talks about making security professionals jobs easier and how to build a successful sales teamSend me a text (I will personally respond)In this episode, Michael Shieh, founder and CEO at Appaegis, joins us to delve into his own business’s journey from founding to expansion. We talk about the specific cybersecurity solutions his team deploys and how he has been able to recognize holes in the market to meet business needs. We also discuss his philosophy for building a sales team and for nurturing the sales process from prospect through customer.How do you approach finding new customers? How do you know who to sell to and what th...
2022-07-0823 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams141: Garret Grajek, CEO and Co-Founder at YouAttest on how he is making the lives of risk managers exponentially easierSend me a text (I will personally respond)Garret Grajeck hated access reviews when he was running technology teams at companies like Cyland and SecureAuth. They were a pain in the ass, took up valuable resources and seemed to take months to complete. But they needed to be done. Garret founded YouAttest to make access reviews exponentially easier for risk managers.In this episode, Garret Grajek, the CEO and founder of YouAttest talks about the need for access reviews, the penalties of not doing them and his go-to-market learnings while building the company.If...
2022-06-2820 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams140: Ismet Geri, CEO at Veridium, talks in-depth about passwordless securitySend me a text (I will personally respond)In this episode, Ismet Geri, CEO at Veridium, joins us to talk in-depth about passwordless security - what it means, the adoption struggles he’s been overcoming from the industry, how it works, enterprise complexities, how Veridium is making data safer for their customers & more! Find out in this episode where Veridium is in their growth journey, how they have structured their sales team and the plans for the coming year.You’ll Learn:The cybersecurity benefits of passwordless protectionWhy there should be industry-wide adopt...
2022-06-2323 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams139: Jason Prindle, the Senior Director of Global Sales Development at Big ID, talks about his experience with hyper-personalization along with his four-pronged approach and how to put that approach into real-lifeSend me a text (I will personally respond)The world of sales is a crowded one where prospects in your pipeline are flooded with pitches. So the challenge for salespeople is to stand out and to make an impression. A great way to do that? Get hyper-personalized.Hyper-personalization shows attention to detail right from the start. This lets your prospects know that not only is the sales experience likely to be a smooth one, but that you’ve done your research and are only reaching out to them with a solution that they actually need. Th...
2022-06-2111 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams138: Vladi Sandler, Co-Founder and CEO at Lightspin talks protecting cloud and Kubernetes environments from unknown risksSend me a text (I will personally respond)Any software that does a lot of work behind the scenes that makes the user’s life simple is going to be attractive as an operational efficiency driver. In this episode, we have Vladi Sandler, co-founder and CEO at Lightspin joining me to talk about how he does that in his company. Lightspin is a proactive cloud security platform that protects cloud and Kubernetes environments from unknown risks. Vladi shares that he helps customers focus on what needs to be done and how it can be f...
2022-06-1620 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams137: Ian Bramson, Global Head of Industrial Cybersecurity at ABS Group, talks about the 3 shifts coming in industrial and operational tech securitySend me a text (I will personally respond)Cyber security for operational technology and industrial systems is a hot topic right now. The security of these systems is important to the critical revenue generation parts of companies and also to governments and countries.In this episode, Ian Bramson, Global Head of Industrial Cybersecurity at ABS Group, talked at RSA about the 3 shifts coming in this space and we are giving you a sneak peak today. Ian discusses the importance of market drivers, how industrial cyber hygiene will be a competitive advantage, how OT i...
2022-06-1432 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams136: Peter Prizio, CEO of SnapAttack talks the value in combining disparate tools to make the lives of red and blue teams easierSend me a text (I will personally respond)Peter Prizio, CEO of SnapAttack, part of the early stage expo at RSA this week, joins us to talk about the tools to make operations easier in cybersecurity. Snap Attack is a product company that has a continuous purple teaming platform. It allows people who work on offensive and defensive cybersecurity to come together and get a new hunt package or deploy alerts to their alerting tools.Peter tells us that when it comes to describing the problem and pitching the product, it’s all abo...
2022-06-0830 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams135: Giora Engel, Co-Founder and CEO of Neosec, talks unique ways to tackle API securitySend me a text (I will personally respond)In this episode, Giora Engel, Co-Founder and CEO of Neosec, who is fresh off his selection for the RSA Conference innovation sandbox, joins us to share and expand on the unique ways Neosec tackles API security. Many businesses operate fully digitally for selling their products and services. The impact of not protecting your API’s is clear, because it is a direct portal to your most sensitive business logic. When it comes to the actual applications and API's, the security teams are completely blind. Neosec help...
2022-06-0618 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams134: Greg Fitzgerald, Co-Founder and President of Sevco Security, talks the importance of understanding the problem the customer hasSend me a text (I will personally respond)In this episode, Greg Fitzgerald, co-founder and President of Sevco Security, who is fresh off his selection for the RSA Conference innovation sandbox, joins us to share and expand on Sevco’s driving philosophy: “You can’t protect what you don’t know.” There are lot’s of companies that have worked on this problem, however Greg explains how Sevco’s deep understanding of correlating data enables them to create a compelling single source of truth.Greg discusses how Sevco found its problem-solving niche, how that approach t...
2022-06-0331 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams133: Brian Lake, COO of Torq, Innovation Sandbox finalist on their innovation and the importance of staying focused on the problems to solveSend me a text (I will personally respond)In this episode, Brian Lake, COO of Torq, who is fresh off his selection for the RSA Conference innovation sandbox, talks about the role automation plays in cyber security. Many businesses today find themselves stuck in an accidental cycle of handling cybersecurity updates and processes in-house and manually. What that means is not only a lot of confusion as specs change, but also a super high risk for mistakes or things to slip through the cracks. Brain talks about how important it is to stay focused on t...
2022-06-0228 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams132: Sharon Goldberg, Founder and CEO of BastionZero talks selling targeted cybersecurity solutionsSend me a text (I will personally respond)In this episode, Sharon Goldberg, Co-Founder and CEO of BastionZero, who is fresh off her selection for the RSA Conference innovation sandbox, joins us to discuss which targeted areas her company has found opportunities in. Sharon and Ethan’s (her co-founder) journey over the last decade has taken a few twists and turns but ultimately ended up with the BastionZero team working on something they are passionate about and which customers really love.Sharon explains their learnings over the last few years and the innovation the...
2022-05-3139 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams131: Ofer Ben-Noon, Co-Founder and CEO of Talon Cyber Security, an Innovation Sandbox finalist at RSASend me a text (I will personally respond)In this episode, Ofer Ben-Noon, Co-Founder and CEO of Talon Cyber Security, joins us to explain what Talon does and the big innovation they are bringing to the market.I don't know about you but when I hear of new, groundbreaking technology in cyber security I am a little skeptical! But the simplicity of Talon's new approach is really interesting and Ofer explains its relevance in this episode.If you are a sales leader at a startup, or you're in the sales team, and you're s...
2022-05-2729 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams130: Ani Chaudhuri, CEO and co-founder of Dasera, an Innovation Sandbox finalist at RSA this yearSend me a text (I will personally respond)In this episode, we chat with Ani Chaudhuri, co-founder and CEO of Dasera, who was selected for the RSA Conference innovation sandbox.Ani explains what Dasera does, how he is thinking about the business and how to build it as well as some learnings from early prospects and customers.If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at...
2022-05-2631 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams129: David Hatchell, Cybersecurity sales and business leader talks industrial controls systems and operational technologySend me a text (I will personally respond)“Industrial cybersecurity” is not just an imposing sounding term, it's a multi-billion dollar industry. From monetizing endpoints to breaking apart the systems and structures as a whole, cybersecurity has become something that’s top of every business leader’s mind.In this episode, Dave Hatchell, long-time cybersecurity sales and business leader joins us to walk us through this subset of cyber security. We take a deep dive into why customers need the software that runs their business to also hold up on the protection side of things. But those...
2022-05-2450 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams128: Pipeline generation tips #7 with David Dulany, Founder and CEO of TenboundSend me a text (I will personally respond)The ongoing Pipeline Generation series has sales landscape leaders and experts pop by and share their pearls of wisdom on building and growing a sales pipeline.In this episode, David Dulany, Founder and CEO of Tenbound, shares his introspective insight into looking - really looking - at your past dead leads and examining them with a critical lens. What patterns do you see? What’s missing? Might the company still be having the same problem? A lead audit can be just what you need to set yourself up...
2022-05-1906 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams127: 2 questions to ask the CEO/founder before joining a cyber security startupSend me a text (I will personally respond)At a startup, the founder usually has a big impact on everything to do with the company. With that being said, it’s not uncommon to have the founder come in and critique the work being done in every department. They are a part of the culture, character, messaging, vision and so much more that will directly affect the success of the company. So, what intrigues people about joining startups compared to established companies?Unfortunately, many people are sold a dream when they join...
2022-05-1712 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams126: Pipeline generation tips #6 with Theo Nasser, CEO and Co-Founder of Right-Hand CybersecuritySend me a text (I will personally respond)The ongoing Pipeline Generation series has sales landscape leaders and experts pop by and share their pearls of wisdom on building and growing a sales pipeline.In this episode, Theo Nasser, CEO and Co-Founder of Right-Hand Cybersecurity, draws on his years of experience in creating and scaling businesses to tackle pipeline generation. He dives headfirst into the three biggest areas of focus every business leader should have, and how each branch builds out and supports one another.Are you focusing your efforts where they’re mo...
2022-05-1206 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams125: The power of asking short questions like Barbara WaltersSend me a text (I will personally respond)Like in big news interviews, mastering the perfect question in sales can make all the difference.In this episode, Andrew dives into two interviews by Barbara Walters to glean what we can learn about question length.Barbara Walters is known for handling the big, tough interviews well and for getting to the core of her interviewees so much so that they often cry.As sellers, we can learn from the best, especially when it comes to question length.Tune in to...
2022-05-1015 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams124: Pipeline generation tips #5 with Joe Mara, AVP, North American SLED & Canada at ElasticSend me a text (I will personally respond)It’s no secret that the number one challenge for sellers in cyber security is generating pipeline. In this episode, Joe Mara who is a longtime cybersecurity seller and sales leader, responsible for generating over $250 million in revenue in highly competitive markets is giving his pointers on how he strategically created ways to generate new pipeline. Throughout the past two years with so many people being out of the office and working from home, it brought up new challenges for sellers to get in touch to schedule mee...
2022-05-0507 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams123: Scott McCrady, CEO of SolCyber Managed Security Services, talks about the important role MSSP plays in today's cyber security marketSend me a text (I will personally respond)We are in for a treat for today’s episode. Scott McCrady, CEO of SolCyber Managed Security Services, joins me today to talk about his incredible story about how he went from being an engineer to switching careers and working his way up in the cybersecurity sales space.When he left his engineer job to pursue his passion of working in sales, he started his new career with Symantec. While he was there for an entire decade, he was able to bring businesses from zero to helping th...
2022-05-0343 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams122: Pipeline generation tips #4 with Kevin Hopp, CEO of the Hopp Consulting GroupSend me a text (I will personally respond)This episode is part of a series of podcast episodes on Pipeline Generation. In these episodes we will have sales leaders, individual contributors, demand generation practitioners, and experts whose business is all about generating pipeline on the show.Kevin Hopp, the Founder of the Hopp Consulting Group and host of the Sales Career podcast has helped over 70 different early-stage SaaS businesses with their sales process and strategy. He advises early-stage companies on how to build a reliable framework for growth.In this episode, Kevin is...
2022-04-2812 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams121: Theo Nasser, CEO at Right-Hand cybersecurity, on ditching corporate sales life and starting a cybersecurity companySend me a text (I will personally respond)On this episode, we sit down with Theo Nassar, CEO at Right-Hand Cybersecurity, to talk about how Theo made a change in his work life and did something a lot of us wish we could or did do. Theo started out his journey in cyber as an intern with FireEye and then ended up getting an offer to join them as a Sales Development Representative. Now, 8 years later, he has started a business of his own called Right-Hand Cybersecurity. Starting a company is something that Th...
2022-04-2640 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams120: Pipeline generation tips #3 with Ryan Reisert, Founder of Phone Ready LeadsSend me a text (I will personally respond)This episode is part of a series of podcast episodes on Pipeline Generation. In these episodes we will have sales leaders, individual contributors, demand generation practitioners, and experts whose business is all about generating pipeline on the show.Ryan Reisert, the Founder of Phone Ready Leads and host of the Revenue Champions podcast is an accomplished leader in the sales development realm. He's incredibly well versed in the business landscape and fluent in the languages of tech, media, eComm and sales.Ryan's business: https://www...
2022-04-2107 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams119: Rick Hill, VP Sales at Ava Security, on the process of being acquired (and how it feels)Send me a text (I will personally respond)On this episode, we sit down with Rick Hill, Vice President and General Manager of the Americas at Ava Security. Rick started his career at Cisco in the Sales Associate Program and ended his 16 year career with them as Director of Sales, Global Enterprise to make the move to Ava Security to become their VP & GM of the Americas. In his career at Cisco, Rick progressed through the ranks and eventually made the decision to leave the nest. He recalls times where some thought he wa...
2022-04-1938 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams118: Pipeline generation mini-episode #2 with Scott McCrady, CEO of SolCyberSend me a text (I will personally respond)This episode is part of a series of podcast episodes on Pipeline Generation. In these episodes we will have sales leaders, individual contributors, demand generation practitioners, and experts whose business is all about generating pipeline on the show.Scott McCrady, the CEO of SolCyber is an accomplished international executive with broad experience in sales, business development and the operations side of a cloud based and information security based business. He has a proven track record at driving results in sales, operations, revenue generation and customer satisfaction.
2022-04-1404 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams117: Chris Beall, CEO at ConnectAndSell, on how to make a great cold call (and he improves mine!)Send me a text (I will personally respond)On this episode, we have our special guest Chris Beall, the CEO at ConnectAndSell. Chris goes over some insightful tactics that cover the psychology behind the call and how to grab your potential prospects' attention right away, and how he has been training people on how to do the same.The truth is, if you don’t master the first seven seconds and get trust, the rest of the call is utterly meaningless. The springboard to curiosity is trust. If you don't get there, you can...
2022-04-1246 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams116: Pipeline generation mini-episode #1 with Rick Hill, VP of Sales at Ava SecuritySend me a text (I will personally respond)This episode is part of a series of podcast episodes on Pipeline Generation. In these episodes we will have sales leaders, individual contributors, demand generation practitioners, and experts whose business is all about generating pipeline on the show.In this episode, we have Rick Hill, the VP of Sales at Ava Security talking about the biggest challenge he and his peers have had with pipeline generation and how to fix it. Rick led a sales team through all sorts of awareness challenges through to acquisition e...
2022-04-0708 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams115: Mark Parrinello, CRO at SentinelOne, building the revenue organization for hyperscale and IPOSend me a text (I will personally respond)On this episode, we have our special guest Mark Parrinello, the CRO at SentinelOne who talks about how he prepared his sales organization for the 2021 IPO and the hyper growth trajectory the company is on.Mark stresses the importance of keeping a candid culture so that you can have your team buy into the company concepts, persevere through constant changes and keep an entrepreneurial spirit as you continue to grow and stretch your team.In his experience, something that will simplify the process of preparing...
2022-04-0541 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams114: What I would do differently at the beginning of my sales careerSend me a text (I will personally respond)In 1998, I started my sales career in the cybersecurity industry. I spent 19 years directly in sales carrying a quota, either as a seller or as a sales leader. Then, I spent about eight or nine years working with sales teams, as a consultant, trainer and coach to help them succeed in the cybersecurity space.While in my sales career, I qualified for eight out of the 12 President's clubs. By most measures, I did pretty good. I feel reasonably satisfied with how things have gone. ...
2022-04-0116 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams113: Denise Hayman, CRO at Sonrai Security talks journey in cyber security and her biggest learningsSend me a text (I will personally respond)Today on the podcast we have our special guest, Denise Hayman, CRO at Sonrai Security.In this episode, we are talking about her experience in the cyber security industry and learning the different takeaways that she kept from each of her roles in different companies. With the pressure to constantly bring in numbers, it’s important to think about what your priorities are and how you will work effectively with them.Denise tells us that just because someone may have only been successful in...
2022-03-2947 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams112: How to help your prospect understand that you have the solution to their problemSend me a text (I will personally respond)Today, we are talking about one of the ways we can make the whole sales process smoother and quicker. Everything we do in the sales world revolves around a problem. After all, the whole reason we are able to sell to anyone is because of a problem someone is trying to solve, right? I want to challenge your thinking here, and ask you this: Have you ever empathized with a prospect over their problem?I know the quickest response in our minds to a question l...
2022-03-2414 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams111: Mike Rogers, CRO at Noetic Cyber, breaks down why Ionic Security was not a financial successSend me a text (I will personally respond)Mike Rogers, CRO at Noetic Cyber, joins me today to talk about all things Noetic Cyber, his learnings from Ionic Security, building a great working environment, how to figure out who the biggest innovators are, and more. Mike and I had shared experiences at Ionic Security and we break down some of the contributing factors of why Ionic was not the huge financial success many thought it would be. If you are a sales leader at a startup, or you're in the sales team, and...
2022-03-2247 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams110: One tool to 3x your discoverySend me a text (I will personally respond)Discovery is not a one-time event. Throughout the sales process we should seek to learn more and more about our prospects and the challenges they face. Using the “what we heard” slide will give you the tool to drive continuous discovery. Be sure to make it natural and to make it a collaboration with your prospects. Learn what this slide is and how to use it in today’s episode.If you are a sales leader at a startup, or you're in the sales team, and you'r...
2022-03-1710 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams109: Hot trends in cybersecurity with Amit Karp, Partner at Bessemer Venture PartnersSend me a text (I will personally respond)Bessemer is one of the legendary VC companies and has a long history of investing in cyber security companies. Amit Karp is a Partner, based in Tel Aviv, who has led some of their cyber security investments in Israel.In this episode we’ll chat:Why is Israel producing so many great cyber security companies (it’s not just 8200)How companies should think about starting North America GTM activities3 big trends that Amit and team are trackingSecurity spend will spread wider than the usual verticalsCloud securityThe diffe...
2022-03-1542 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams108: Alex Jones, CRO at NetSPI, talks journey into cyber and building a great sales teamSend me a text (I will personally respond)Alex Jones, CRO at NetSPI, joins me today to talk about his journey into the cybersecurity sales world and what he’s doing at NetSPI to continue to build a great sales team. Alex spent most of his time building a career outside of cyber (in recruitment), until 5 years ago when he joined NetSpi. At NetSPI, Alex had to dive in head first to learn the terminology and become familiar with the space. Luckily, the nontraditional aspect of his background paid off when he had to make hir...
2022-03-1039 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams107: Chris Smith, CRO at Aqua Security, on 7 steps to hiring great sales talentSend me a text (I will personally respond)Chris Smith, CRO at Aqua, joins me today to talk about creating a great sales team as a company that’s growing rapidly by being intentional about bringing in the right people.Chris has been in sales for 30 years and has mostly stayed within the cyber security industry for multiple reasons, one of them being how within this career, you're doing something meaningful. Now, as he’s building out his team at Aqua, a cloud native application protection platform, he shares with us his approach he’s taking...
2022-03-0343 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams106: Momentum Cyber’s Cybersecurity Almanac 2022Send me a text (I will personally respond)Today’s topic is all about Momentum Cyber’s Cybersecurity Almanac 2022.Momentum Cyber is an investment bank that deals with only cybersecurity companies and is headed by Dave DeWalt. If you’d like to read the Almanac yourself, it is available for download on their website (momentumcyber.com), but today, I will be giving you my 5 key takeaways. The cybersecurity space is more crowded than everThere's a huge growth in financing activity right nowPublic markets value growth over margins, by quite a lotThe Almanac includes...
2022-03-0119 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams105: Jay Wallace, VP of Worldwide Sales at Rumble, on building a sales teamSend me a text (I will personally respond)Jay Wallace, Vice President of Worldwide Sales at Rumble, joins me to talk about his experience on how someone who didn’t start off in cybersecurity, ended up as VP WW Sales. And is now in the process of building up his sales team from the ground up. Jay started off working in the world of banking by doing financial advisory work. As time went on he realized that the path he was on, wasn’t for him. He started to dip into the world of tec...
2022-02-2442 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams104: Simple framework for value oriented discoverySend me a text (I will personally respond)We all know we should understand what is happening with our prospects, but too often discovery turns into interrogation and a frustrating experience all round.3 things I see quite a bit:We’re tempted to rush the discovery We don’t ask great questions, we keep it too light We’re asking the right questions to the wrong people These are the things I see getting in the way of your sessions, so I’ve come up with this 4 Box Framework, that allows you to execute gre...
2022-02-2213 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams103: How to use your sales deck effectivelySend me a text (I will personally respond)Let’s talk about the part of that first meeting where you describe what you do. Your prospect is asking themselveswhat does your company do? who are they like that they already know about so they can do a comparison? who is already working with them? This is where we usually pull out a presentation deck. Unfortunately, this deck has become synonymous with pitching and your prospects are apprehensive about salespeople pitching at them. The thing is, we are all humans and we ofte...
2022-02-1714 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams102: Bob Kruse, CEO and co-founder of Revelstoke Security, on how a sales leader becomes CEO of a cybersecurity companySend me a text (I will personally respond)Bob Kruse, CEO and co-founder of Revelstoke Security, joins me today to talk about his experience and success in the cybersecurity sales world and how that has led him to where he is today as founder of a cybersecurity company. He tells us the journey he has gone through from building a successful sales resume to becoming a CEO and what has kept him in cybersecurity for so many yearsBob began his career at F5 Networks in March 2002. He was drawn in by the...
2022-02-1530 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams101: How to get better at first meetings (Part 1)Send me a text (I will personally respond)You know when you’re doing a bunch of first meetings, but not enough of them are converting to a second meeting or demos? Well, we’ve all been there. That first meeting conversion has such a huge impact on how successful we are. If your conversion rate isn't the best, then what ends up happening is you try to make the most of what you have, and do anything you can to have opportunities (good or bad) go through. Maybe it’s something you’re doing...
2022-02-1012 min
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams100: Brian Gumbel, CRO At Armis Shares His Tips on Scaling Cyber Security Sales TeamsSend me a text (I will personally respond)Welcome to our 100th Episode! I want to start off by thanking you for joining me on this journey for these past two years. For this landmark episode, we have a special guest, Brian Gumbel, CRO at Armis, who joins me today to talk about his experience, success, and journey in the cyber security sales world. Brian started as a District Manager at NET-Tel in 1997 and with stops long the way at Cisco, McAfee, Tanium and Forescout is now CRO at Armis. Since starting at...
2022-02-0838 min