The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams
304 episodes - English - Latest episode: 17 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.
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Episodes
Selling as a technical founder with Vincent Berk, Chief Strategy Officer, Quantum Xchange
June 27, 2024 15:00 - 41 minutes - 28.9 MBAre you a technical founder struggling to navigate sales in your cybersecurity startup? Do you find it challenging to balance technology discussions with business outcomes? Are you curious when to bring in sales professionals for a consistent approach? In this conversation, we discuss: 👉 The journey of a technical founder learning sales through trial and error. 👉 How he learned the sales fundamentals and grew his company. 👉 How creating content and expressing viewpoints can attract the r...
The secret to fixing sales development for Cybr Donut: programmatic consistency - Dave Breshears, Revenue Mechanic, President at OneView
June 11, 2024 16:00 - 52 minutes - 36.3 MBAre 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: 👉 Strategie...
How to build outbound - Kevin Hopp, CEO and Founder of Hopp Consulting
June 04, 2024 19:00 - 46 minutes - 31.9 MBAre you struggling to generate high-quality opportunities for your cybersecurity solutions? Do you find it challenging to decide between insourcing and outsourcing your sales development functions? How prepared are your sales development representatives (SDRs) to engage in meaningful business conversations and make great cold calls? These questions are at the heart of our discussion in this episode of the Cybersecurity Go-To-Market Podcast. In this conversation we discuss: 👉 The "conversat...
What's working in cybersecurity sales in 1H 2024 with Patrick Sheehan, Founder and CRO at RevelUp Partners
May 28, 2024 14:00 - 35 minutes - 24.4 MBAre you seeing results from your efforts to find warm leads for your business development reps in the first half of 2024? How are your authentic marketing messages driving trust and engagement in these recent months? Are you re-evaluating the role of SDRs and BDRs in an AI-driven landscape right now? This episode addresses these current challenges and more, providing valuable insights for sales and marketing leaders looking to accelerate their revenue growth in 2024. In this conversation w...
How to spend $1.5m on marketing to triple ARR with Manny Ataebi, Cybersecurity CMO
May 21, 2024 14:00 - 41 minutes - 28.6 MBHow 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...
Questions to answer before you scale a cybersecurity company with Ross Haleliuk, author of Cyber for Builders
May 14, 2024 14:00 - 48 minutes - 33.5 MBAre 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...
RSAC Innovation Sandbox Finalist: Bedrock Security with CEO, Pranava Adduri
May 05, 2024 21:00 - 16 minutes - 11.3 MBIn this conversation, we discuss: - 👉 The challenges of scaling enterprise data security effectively. - 👉 Bedrock Security's innovative AI-driven solutions for cybersecurity. - 👉 Bedrock's plans for a successful go-to-market year in 2024. About our guest: Pranava Adduri is the CEO and Co-Founder of Bedrock Security. With a dynamic background in data protection and storage systems, Pranava brings an innovative edge to tackling today's cybersecurity challenges. Connect with Pranava and e...
RSAC Innovation Sandbox Finalist: Mitiga with CTO, Ofer Maor
May 03, 2024 14:00 - 14 minutes - 10.2 MBIn this conversation, we discuss: 👉 How Mitiga addresses security gaps in cloud environments 👉 The importance of simplifying complex security operations data for faster response times 👉 Emerging trends in cybersecurity threats for 2024 and how companies should prepare About our guest: Ofer Maor, the CTO and co-founder of Mitiga, brings his extensive expertise in cybersecurity to the table. With a rich background that includes founding multiple successful companies and deep research into...
RSA Innovation Sandbox Finalist: Mitiga with CTO, Ofer Maor
May 03, 2024 14:00 - 14 minutes - 10.1 MBIn this conversation, we discuss: 👉 How Mitiga addresses security gaps in cloud environments 👉 The importance of simplifying complex security operations data for faster response times 👉 Emerging trends in cybersecurity threats for 2024 and how companies should prepare About our guest: Ofer Maor, the CTO and co-founder of Mitiga, brings his extensive expertise in cybersecurity to the table. With a rich background that includes founding multiple successful companies and deep research into...
RSAC Innovation Sandbox Finalist: Rad Security with CEO, Brooke Motta
May 02, 2024 14:00 - 12 minutes - 8.67 MBIn this conversation, we discuss: 👉 Brooke’s adventurous start from lemonade stands to leading a cutting-edge cybersecurity firm. 👉 The unique approach RAD Security employs to identify security threats before they emerge. 👉 Plans for Rad Security's growth and expansion in the coming year. About our guest: Brooke Motta is the co-founder and CEO of RAD Security, a company recently recognized among the top ten at the 2024 RSA Conference Innovation Sandbox. She brings a robust mix of go-to-...
RSA Innovation Sandbox Finalist: Rad Security with CEO, Brooke Motta
May 02, 2024 14:00 - 12 minutes - 8.58 MBIn this conversation, we discuss: 👉 Brooke’s adventurous start from lemonade stands to leading a cutting-edge cybersecurity firm. 👉 The unique approach RAD Security employs to identify security threats before they emerge. 👉 Plans for Rad Security's growth and expansion in the coming year. About our guest: Brooke Motta is the co-founder and CEO of RAD Security, a company recently recognized among the top ten at the 2024 RSA Conference Innovation Sandbox. She brings a robust mix of go-to-...
RSA Innovation Sandbox Finalist: P0 Security with CEO, Shashwat Sehgal
May 01, 2024 21:00 - 16 minutes - 11.6 MBIn this conversation we discuss: 🤞 How P0 Security uniquely integrates security without hindering developer workflows. 🤞 The challenges of securing cloud-native technologies and non-human identities. 🤞 P0 Security’s innovative approach to identity governance and administration. About our guest: Shashwat Sehgal is the CEO and co-founder of P0 Security, a company that streamlines security practices to enhance operational efficiency without impeding the productivity of development teams. W...
RSAC Innovation Sandbox Finalist: P0 Security with CEO, Shashwat Sehgal
May 01, 2024 21:00 - 16 minutes - 11.7 MBIn this conversation we discuss: 🤞 How P0 Security uniquely integrates security without hindering developer workflows. 🤞 The challenges of securing cloud-native technologies and non-human identities. 🤞 P0 Security’s innovative approach to identity governance and administration. About our guest: Shashwat Sehgal is the CEO and co-founder of P0 Security, a company that streamlines security practices to enhance operational efficiency without impeding the productivity of development teams. W...
RSA Innovation Sandbox Finalist: Harmonic Security with CEO, Alastair Paterson
April 30, 2024 13:00 - 18 minutes - 13.1 MBIn this conversation we discuss: 👉 The inception and innovative mission behind Harmonic Security- 👉 How AI technologies are shaping data protection in cybersecurity. About our guest: Alastair Paterson is the co-founder and CEO of Harmonic Security and a seasoned entrepreneur in the cybersecurity arena. Having previously co-founded and led Digital Shadows, a company successfully sold to ReliaQuest, Alastair brings a wealth of experience and a pioneering approach to integrating AI with cy...
RSAC Innovation Sandbox Finalist: Harmonic Security with CEO, Alastair Paterson
April 30, 2024 13:00 - 19 minutes - 13.1 MBIn this conversation we discuss: 👉 The inception and innovative mission behind Harmonic Security- 👉 How AI technologies are shaping data protection in cybersecurity. About our guest: Alastair Paterson is the co-founder and CEO of Harmonic Security and a seasoned entrepreneur in the cybersecurity arena. Having previously co-founded and led Digital Shadows, a company successfully sold to ReliaQuest, Alastair brings a wealth of experience and a pioneering approach to integrating AI with cy...
RSA Innovation Sandbox Finalist: VulnCheck with Jay Wallace, VP of Global Sales
April 29, 2024 13:00 - 16 minutes - 11.6 MBIn this conversation, we discuss: 👉 The unique approach VulnCheck takes to solve cybersecurity issues using less manpower. 👉 The role of machine consumable data in accelerating threat response times. 👉 How VulnCheck’s innovation has made them a finalist at the RSA conference Innovation Sandbox. About our guest: Jay Wallace, the VP of Global Sales at Vulncheck, brings a rich history of experience in cybersecurity. Jay's expertise is in leading teams that innovate at the forefront of the cybe...
RSAC Innovation Sandbox Finalist: VulnCheck with Jay Wallace, VP of Global Sales
April 29, 2024 13:00 - 16 minutes - 11.7 MBIn this conversation, we discuss: 👉 The unique approach VulnCheck takes to solve cybersecurity issues using less manpower. 👉 The role of machine consumable data in accelerating threat response times. 👉 How VulnCheck’s innovation has made them a finalist at the RSA conference Innovation Sandbox. About our guest: Jay Wallace, the VP of Global Sales at Vulncheck, brings a rich history of experience in cybersecurity. Jay's expertise is in leading teams that innovate at the forefront of the cybe...
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 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 - 26.5 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 - 9.24 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 - 8.91 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 - 30.3 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 - 28.4 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 - 35.5 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 - 35.6 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...