The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams
287 episodes - English - Latest episode: 6 days ago - ★★★★★ - 8 ratingsThe podcast for sales and marketing teams that tackles the question:
How can cybersecurity companies grow sales faster?
We talk with cybersecurity CROs, CMOs, CEOs, as well as sales and marketing experts.
Listen in, and you will get proven strategies to
- help you get more leads
- win more customers, and,
- create your killer go-to-market growth engine.
If you are a seller, marketer, leader, CEO, or founder at a cybersecurity company, you are in the right place.
Homepage Apple Podcasts Google Podcasts Overcast Castro Pocket Casts RSS feed
Episodes
Unleashing revenue growth when scaling – Roland Siebelink, CEO at Mid Stage Institute
April 23, 2024 14:00 - 38 minutes - 26.7 MBAre you struggling to align your cybersecurity product with the market's demands? Do day-to-day disagreements in your team hinder overall progress? Are you pondering how to grow sales without diluting your company's focus or overspending? These common issues can be pivotal in either propelling a cybersecurity startup to success or leading it to an untimely plateau. This episode of the Cybersecurity Go-To-M Podcast, featuring Roland Siebelink, dives into the nuanced strategies of scaling a...
Build trust without hyperbole: 3 vendors that get it right with Scott Taschler - Cybersecurity Product Marketer
April 10, 2024 20:00 - 35 minutes - 24.7 MBHave you ever felt that hyperbolic language in your cybersecurity messaging might be doing more harm than good? Are you looking for ways to improve your marketing approach to resonate with today's savvy buyers? How can your company's messaging inspire trust rather than skepticism in a crowded cybersecurity marketplace? In this conversation, we discuss: 👉 The pitfalls of using hyperbolic language in cybersecurity marketing and its effect on customer trust. 👉 Effective marketing approaches ...
Positioning Your Cybersecurity Brand to Stand Out - Shlomi Ashkenazy, Positioning Expert at Cybellum
April 09, 2024 14:00 - 45 minutes - 31.6 MBAre you struggling to set your cybersecurity company apart in a crowded market? Do you find it challenging to communicate your product's unique value to the right audience? Are you curious how storytelling and personality can revolutionize your brand's image? In this conversation, we discuss: 👉 Crafting a competitive edge and message in saturated cybersecurity markets. 👉 Leveraging CEO personality and company narrative to stand out. 👉 Importance of targeting and tailoring strategies to c...
Hot Marketing Topics for Sales - Gianna Whitver, Co-Founder, Cybersecurity Marketing Society
April 02, 2024 15:00 - 50 minutes - 34.7 MBAre you leveraging your personal brand to boost company revenue? How effective is your intent data in driving targeted marketing efforts? And are you fully capitalizing on opportunities at trade shows like RSA to enhance sales and networking potential? **In this conversation, we discuss:** 👉 The underestimated power of personal branding in sales success. 👉 Making the most out of trade shows without blowing the budget. 👉 Leveraging intent data efficiently to align sales and marketing. **Abo...
How to adapt to the new cybersecurity buying landscape
March 26, 2024 15:00 - 47 minutes - 32.5 MBSummary In this episode, Andrew interviews Alan Sanderson, a fractional sales leader with over 25 years of experience in software sales and sales leadership. They discuss the changing buyer's journey in the cybersecurity industry and the importance of an online presence. They also explore strategies for building personal pipelines, crafting value-based messages, and capturing and communicating business value. Additionally, they highlight the need for collaboration between sales and marketing...
3 Big Decisions that Shaped the Silverfort of Today with Hed Kovetz, CEO and Co-Founder
December 12, 2023 15:00 - 41 minutes - 28.2 MB**Thought-Provoking Questions:** - How can investing in your employees during challenging times impact your company's long-term success? - What key decisions have shaped your company's direction, and how have they contributed to your revenue growth? - Are you prioritizing long-term partnerships in building your sales channels, and what challenges have you faced in doing so? **In this conversation, we discuss:** 👉 Investing in employees during challenging times to foster loyalty and owne...
Don't let the security questionnaire stall your deals with Kayne McGladrey, Field CISO at Hyperproof
October 09, 2023 22:00 - 48 minutes - 33.1 MBAre 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 ...
How does a reseller evaluate cybersecurity vendors - Ricky Martinez from DigitalEra
September 26, 2023 15:00 - 39 minutes - 27.4 MB**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 convers...
How to WOW prospects at your cybersecurity startup (and the story of how it worked with Bill Gates)
September 21, 2023 12:00 - 15 minutes - 10.9 MB🤔 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 dif...
How to build your first channel program with Kimber Garrett
September 19, 2023 14:00 - 38 minutes - 26.6 MB**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 r...
How to Ramp New Sellers Faster - Cracking the Onboarding Code with EJ Easton
September 14, 2023 17:00 - 45 minutes - 31.5 MB🤔 Are you struggling to onboard new hires effectively in your cybersecurity startup? 🤔 Do you want to learn how to ramp up new sales reps quickly and make them productive? 🤔 Are you looking for tips to improve your onboarding process and drive revenue growth? 👉 In this conversation with EJ Easton, we dive into best practices for onboarding in cybersecurity startups. We discuss the advantage of new hires, the importance of asking great questions and setting specific short-term goals for succ...
It's not all about ROI or COI! Buyers are emotional humans with John Bissett and Calum Kilgour from Slingshot Edge
September 12, 2023 14:00 - 51 minutes - 35.2 MB🤔 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. 👉 T...
Be Ready to Grow Sales with Partners with Steve Kazan @ Inner Onion
September 05, 2023 14:00 - 36 minutes - 25.3 MBAre 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 discus...
The Power of Philosophy in Cybersecurity Sales: Mastering Persuasion Without the Pitch
August 29, 2023 14:00 - 13 minutes - 9.27 MB🤔 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 a...
Go-to-Market Dispersion: The Hidden Obstacle to Scaling Sales in Cybersecurity Startups
August 24, 2023 14:00 - 12 minutes - 8.94 MB🤔 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...
Cracking the Code: Generating Early Revenue and Building a Cybersecurity Sales Team with Omri Weinberg, CRO at DoControl
August 22, 2023 14:00 - 42 minutes - 29.3 MB**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 importa...
Breaking Barriers: Cybersecurity Startups Are Playing it Too Safe
August 17, 2023 14:00 - 17 minutes - 12 MBIn 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 ...
The Future of Secure Remote Work: Dharmendra Mohan reveals Sonet.io's approach
August 15, 2023 14:00 - 36 minutes - 25.3 MBIn today's episode, we have a special guest joining us: Dharmendra Mohan, the founder of Sonet.io. Dharmendra shares with us his insights and experiences in the world of cybersecurity and remote work solutions. He highlights the challenges faced by both large enterprises and end users when it comes to network security. As remote work and distributed applications become the norm, Dharmendra explains the need for a new approach to architecture and problem-solving. He dives deep into Sonet.io's...
The Art of Bold Branding: How Kentik is Standing Out with David Klein, CMO
August 10, 2023 14:00 - 45 minutes - 31.6 MBToday we have a very exciting guest joining us: David Klein, from Kentik. In this episode, we'll be diving into the world of marketing and branding in the cybersecurity startup industry, with a particular focus on the success of Kentik's unique and engaging video adverts. David will share his insights on creating content that resonates with their target audience, the importance of being both funny and sensitive, and the challenges of defining a brand identity in a rapidly evolving marketplac...
The Road to Product Market Fit: Strategies for Cybersecurity Startups with Baber Amin, COO of Veridium
August 08, 2023 14:00 - 44 minutes - 30.4 MBIn today's episode, we have the pleasure of being joined by Baber Amin, the Chief Product & Operating Officer at Veridium. Baber brings a wealth of knowledge and experience to the table, and in this conversation, he delves into the importance of building partnerships that go beyond mere reselling opportunities. We'll explore the significance of investing in training for consultants to provide top-notch service to customers and how being a true partner means embedding into the partner's exist...
Standing Out in the Crowded Cybersecurity Market: Pingsafe's Strategy for Differentiation with Dhiraj Khare, VP-Sales
August 03, 2023 14:00 - 41 minutes - 28.5 MBIn 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, Dh...
From Idea to Investment: Nurturing Early-Stage Cybersecurity Startups with Tim Eades, General Partner @ Cyber Mentor Fund
August 01, 2023 14:00 - 50 minutes - 34.8 MBWelcome to another episode of the Cybersecurity Startup Revenue Podcast! In today's episode, we have a special guest: Tim Eades, entrepreneur and the CEO of Anetac. But that's not all - Tim also co-founded the Cyber Mentor Fund, a seed fund dedicated to supporting early-stage cybersecurity companies. In this insightful conversation, Tim shares his experiences and offers valuable advice for startup founders and entrepreneurs. He discusses the importance of seeking advice from successful ment...
Beyond Buzzwords: Crafting Effective Positioning Strategies in the Cybersecurity Startup Space with Bob Wright, Managing Director at Firebrick Consulting
July 27, 2023 14:00 - 46 minutes - 32.2 MBWelcome back to the Cybersecurity Startup Revenue Podcast! In today's episode, we have a special guest, Bob Wright, from Firebrick Consulting. Bob is a seasoned expert in cybersecurity positioning and strategy, and he's here to share his insights on how startups can drive revenue through effective positioning in the crowded cybersecurity market. In this conversation, Bob discusses the importance of positioning in today's tighter buying climates and how CEOs are realizing the need to be acti...
The Fallacy of MQLs: Why Marketing Qualified Leads Are Dead with Seth Robbins, CRO at Cycode
July 25, 2023 14:00 - 51 minutes - 35.6 MBWelcome back to the Cybersecurity Startup Revenue Podcast! In today's episode, we have a special guest joining us, Seth Robbins, the CRO of Cycode. Seth is known for challenging the status quo, and today he will be sharing his thoughts on the topic of marketing qualified leads (MQLs) and their relevance in measuring marketing effectiveness. Seth believes that the MQL is dead and proposes a different approach to evaluating marketing success based solely on revenue generation. He will discuss ...
Mike Barker, Chief Commercial Officer at HYAS: Building a GTM plumb line for consistent sales success
May 16, 2023 17:00 - 52 minutes - 35.9 MBOn this episode of Sales Bluebird, our guest Mike Barker, Chief Commercial Officer of HYAS shares insights on the importance of aligning sales and marketing strategy in a company. He talks about how his company identified target areas and sectors where they are successful based on data and aligned their messaging and marketing organization towards those target areas. Mike also highlights the importance of understanding the buying team within an organization and using referrals to generate ...
215: Building a Successful Sales Team with Nick Degnan, SVP Global Sales at Axonius
May 11, 2023 17:00 - 51 minutes - 35.2 MB215: Attention all sales leaders who want to build a cohesive team! Have you been misled by these popular myths about building a cohesive sales team through communication and collaboration? Myth #1: A team that agrees on everything is the most cohesive. Myth #2: Communication alone is enough to build a cohesive team. Myth #3: Collaboration should be done solely within the sales team. But don't worry, Nick Degnan is here to set the record straight and reveal the truth about building a truly c...
214: Enterprise Browsers: Reducing Attack Surface & Saving Money with Moty Jacob, CEO of Surf Security
May 09, 2023 17:00 - 43 minutes - 29.8 MB214: On this episode of Sales Bluebird we talk with Moty Jacob, the CEO of Surf Security, and we dive into the world of enterprise security, company differentiation, and the rise of browser-based solutions. We begin by exploring an open onboarding process tailored to employees' needs and how important it is for new employees to understand the company's capabilities. We also discuss building successful channel partnerships, reducing attack surfaces, and finding talent with strong networks and...
213: Behind the Scenes: The sales journey of Wiz, the fastest company to reach $100M ARR with CRO Colin Jones
May 04, 2023 15:00 - 49 minutes - 34 MBOn this episode of the Cybersecurity Startup Revenue podcast, we talk with Colin Jones the CRO of Wiz, about their incredible journey as the fastest company to reach $100 million in ARR within 18 months. We explore what has been happening behind the scenes at Wiz, particularly within the sales team. Including the mentality of learning and figuring things out quickly, the importance of being equitable, and the loyalty and resiliency created among employees. Additionally, we delve into crea...
212: Differentiating in a crowded cybersecurity market: the Scribe approach with CEO Rubi Arbel
April 25, 2023 14:00 - 51 minutes - 35.7 MB212: In this episode of Sales Bluebird, we dive into the world of software supply chain security and the challenges it presents. Rubi Arbel, co-founder and CEO of Scribe Security, sheds light on the limitations of traditional application security solutions and introduces Scribe's innovative approach to software security using evidence collectors. We examine the importance of boldly positioning oneself in the market and engaging with the developer community through evangelists, open-source...
211: The intersection of AI and privacy: innovating to make meeting data privacy regulations easier with Abhi Sharma, co-founder and co-CEO at Relyance.AI
April 22, 2023 14:00 - 47 minutes - 32.6 MB211: On this episode of Sales Bluebird, Abhi Sharma shares their experience in building Relyance, a privacy platform that uses machine learning and natural language processing to extract rules and apply them against operational reality. They discuss the impact of privacy on the world, his journey in building Relyance, and how the platform allows for quick delivery and provides value to every team. Abhi also shares his pivotal experiences building a startup at University and working on a pro...
210: From Jazz to Securing the Blockchain: The power of improvisation in startup founding with Victor Fang, co-founder & CEO at Anchain.AI
April 21, 2023 17:00 - 34 minutes - 23.8 MB210: 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,...
209: The importance of people over job titles in early stage startups with Chris Sestito, CEO of machine learning security company Hidden Layer
April 20, 2023 18:00 - 50 minutes - 34.9 MB209: On this episode of Sales Bluebird, we dive into the world of Hidden Layer, a company bridging the gap between security and data science teams to protect machine learning models. CEO Chris Sestito discusses hiring the right people for a startup rather than worrying about specific job titles. Chris shares insights about their innovative work in security and ML and how they are making strides in the ML AI world. Additionally, we learn about the company's world-first machine learning securi...
208: Breaking the Mold: Selling to CISOs with SafeBase's viral lead engine, Macy Mody, VP Revenue @ Safebase
April 19, 2023 16:00 - 52 minutes - 36 MB208: In this episode of Sales Bluebird, Andrew explores the world of B2B vendor onboarding, discussing an innovative platform called SafeBase. SafeBase has revolutionized the cumbersome questionnaire process by providing upfront information that can reduce the resources required by up to 90%. More than 400 customers already use SafeBase as their security review facilitator. The episode also delves into SafeBase's marketing strategies, including their K Factor approach, which measures how m...
207: The Emergence of Security Platform as a Service Category with Oliver Friedrichs, CEO @ Pangea
April 18, 2023 13:00 - 43 minutes - 29.6 MB207: On this episode of Sales Bluebird, the guest being interviewed is Oliver Friedrichs, founder and CEO of Pangaea. Oliver shares his history as a five-time founder, selling his first four companies to larger players in the industry such as McAfee and Splunk. He talks about the need for building trust during the acquisition process, and shares how the success of acquisitions depends on the acquiring company's mature leadership team and repeatable processes. Oliver is passionate about s...
206: Protecting 3rd party SaaS applications with Yoni Shohet, co-founder and CEO @ Valence
April 17, 2023 13:00 - 49 minutes - 34.3 MB206: In this episode of Sales Bluebird, we dive into the complexities of SaaS security concerns and the challenges of getting attention and building pipelein. This episode features Yoni Shohet, co-founder and CEO of Valence Security who talks about their company's solution to clean up security issues and offers insights for salespeople to maximize their meetings. Yoni also sheds light on the challenges faced by CASBs while discussing their company's product, Valence, which combines time t...
205: Alisdair Faulkner, CEO @ Darwinium: building a startup to solving tangible, measurable business problems
April 14, 2023 14:00 - 45 minutes - 31.4 MBOn this episode of Sales Bluebird, Alisdair, co-founder of Darwinium, shares the challenges of protecting vulnerable customers and how their company is solving those problems. From digital identity technology to automated remediation, Darwinium's unique platform provides complete visibility across user journeys. They discuss the importance of good customer recognition, solving tangible business problems, and the convergence of cybercrime and cybersecurity in financial services and e-commerce...
204: Finding creative ways to attract and engage customers can lead to more loyal and lasting relationships with Tom Pace, CEO @ Netrise
April 11, 2023 14:00 - 52 minutes - 36.4 MBOn this episode of Sales Bluebird, we hear from Tom Pace, the co-founder, and CEO of NetRise, a company focused on providing visibility into firmware and devices that operate under minimal functions. Tom shares how they started the company during the COVID-19 pandemic and how they are not following the traditional approaches to sales and marketing in the cybersecurity industry. They also discuss the importance of targeted outreach, evangelizing the problem, and utilizing networks and intro...
203: Securing the Hybrid Workplace with Dor Zvi, CEO at Red Access
April 07, 2023 12:00 - 48 minutes - 33.6 MBDor 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, agnos...
202: Revolutionizing OT Cybersecurity with Hardware: Meet Colin Dunn CEO of Fend
April 04, 2023 17:00 - 52 minutes - 36.4 MBArmed with his MBA and mechanical engineering degree, Colin Dunn was determined to solve the critical issue of maintaining aging infrastructure. Little did he know, his journey would take an unexpected turn into the world of cybersecurity and lead to the creation of a revolutionary one-way check valve for data. How will this innovative solution protect customers from cyber threats and revolutionize the industry? In this episode, you will be able to: 1. Fortify your critical infrastructure u...
201: Varun Badhwar - securing the software supply chain with Endor Labs
March 28, 2023 13:00 - 49 minutes - 33.9 MBVarun Badhwar is the CEO of Endor Labs, his third startup. He previously founded CipherCloud and RedLock, which were acquired by Lookout and Palo Alto Networks respectively. After the SolarWinds attack, Varun recognized the vulnerability of open-source software and set out to find a solution. He founded Endor Labs to help developers understand the risks of using open-source software, enabling them to make informed decisions. In this episode, you will learn the following: 1. Why Varun sets...
200: standout episodes from the previous 199
March 23, 2023 14:00 - 33 minutes - 22.9 MBIt's hard to believe, but this is episode 200! If you'd told me after the first couple of episodes I'd get to #200, I'd say you'd clearly been smoking a little too much of Colorado's finest homegrown! But here we are. 200... wow. Thank you for listening, for your encouragement and for suggesting great guests. As I look back on all the previous episodes, I picked out a few that stood out for me. It's a bit like choosing your favorite child, as every (ok, almost every!) episode was spec...
198: Unlocking the Power of Cybersecurity with Maxime Lamothe-Brassard
March 16, 2023 13:00 - 53 minutes - 37.1 MBIn this episode, Maxime Lamothe-Brassard, Co-founder and CEO of LimaCharlie, embarks on a bold mission to revolutionize the cybersecurity industry by creating an "AWS-like" model for cybersecurity tools and infrastructure, juxtaposing the old-school approach that has dominated the industry. In this episode, you will learn the following: 1. LimaCharlie’s unique approach and who it is for 2. How a business model of using what you need now pays off 3. Maxime’s driver for hiring a CRO Resource...
197: From employee to founding a cybersecurity startup with Jori VanAntwerp
March 14, 2023 13:00 - 52 minutes - 36.4 MBMoving from being an employee to founding your first company is a big step for anyone to take. In this episode, Jori VanAntwerp, CEO & Co-Founder at SynSaber, talks about how he did that and more. In this episode, you will learn the following: 1. The big impact SynSaber is making in the operations technology space 2. The people who guided Jori along the way 3. Why his first sales hire was a VP Resources: Jori VanAntwerp Synsaber Sponsor: This episode was brought to you by IT-Harvest. ...
199: Navigating the challenges of introducing passwordless security with Michael Gwynn of IDmelon
March 13, 2023 16:00 - 56 minutes - 39.1 MBMichael Gwynn's career took him from the army, to Johnson and Johnson, to working in cybersecurity. After years of working in cybersecurity, Michael was introduced to the world of startups and IDmelon. After seeing the potential in the company and the product, Michael took a leap of faith and joined the team as their VP of Sales. With their cutting-edge technology and Michael's industry experience, IDmelon is now leading the industry in passwordless authentication and overnight deployment. ...
196: Liat Hayun’s journey from working at big cybersecurity companies to starting Eureka Security
March 09, 2023 15:00 - 50 minutes - 35 MBStarting a cybersecurity startup may seem daunting and complex, but with the right team and resources, it can be done. In this episode of the Sales Bluebird podcast, I chat with Liat Hayun, the co-founder and CEO of Eureka Security, about her journey of leaving a secure corporate job to create a successful cloud security startup. In this episode, you will learn the following: The decision to come out of stealth and hire their marketing leader first. Differentiation by protecting data i...
195: Eric Olden on building a successful cybersecurity company
March 07, 2023 14:00 - 1 hour - 42.4 MBEric Olden, CEO and co-founder of Strata Identity, joined us to share his journey from building a security software company in a garage, to taking a leap of faith to join Oracle, and then finally founding Strata Identity. Tune in to hear his story and the tips, tricks, and experiences he has learned along the way. In this episode, you will learn the following: 1. Why Strata didn’t do any outbound in early days; instead honed in on a long-term, thoughtful content strategy approach 2. Why y...
194: How to know if a prospect is an innovator
March 02, 2023 13:00 - 13 minutes - 9.48 MBCybersecurity startups do best when their prospects are innovators. People and companies who are able to buy from and work with startups and less mature technology. But how do you know if your prospects are innovators? This episode covers one way to qualify prospects by just asking a few simple questions. Here's what I cover: 1. Example questions to ask your prospect to determine if they are innovators and able to work with you without wasting time and effort 2. Tips on when and how to...
193: How to start growing revenue with Ted Miracco, CEO of Approov
February 28, 2023 14:00 - 39 minutes - 27.4 MBThis week on Sales Bluebird, we sat down with Ted Miracco, CEO of Approov Mobile Security. Hear what he has to say about the future of mobile security and why his company is so well-positioned to make an impact. In this episode, you will learn the following: 1. Why Approov is so well positioned 2. Ted’s main focus as the new CEO for the next few quarters 3. The challenge Approov faces with reaching application developers and getting noticed in a very noisy market Resources: https://app...
192: How to transform a boring case study into a compelling story
February 23, 2023 17:00 - 12 minutes - 8.83 MBTelling great stories is a powerful tool to convert more first meetings into second meetings, and more second meetings into demos, and demos into POCs. We are often given case studies and told to “use them with customers”. But how do you do that? How do you turn a case study into a great story? In this episode, I’ll walk you through an example of how to take a 4-page case study and turn it into a powerful story you can tell live to a prospect. In this episode, you will learn the following:...
191: A different path to product creation and scaling a cybersecurity company with Mirza Asrar Baig
February 21, 2023 15:00 - 48 minutes - 33 MBMirza Asrar Baig, Founder and CEO of CTM360, shared his story of starting a cybersecurity company from Bahrain in the Middle East. Contrary to the usual way, Mirza didn’t take VC funding, didn’t launch a point product, and didn’t immediately try to sell in Europe and North America. Find out why he took this different approach and how it is working. Listen to his episode to hear about: Mirza’s multi-capability approach How he differentiates IT Security, Information Security, and Cybersec...