The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams

In 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 explore Bedrock Security further: - Pranava's LinkedIn - Bedrock Security's Website Support the Show. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

In 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 cloud security threats, Maor provides invaluable insights into developing effective security solutions in today's rapidly evolving digital landscape. Connect with our guest: Ofer Maor's LinkedIn -Mitiga's Website Support the Show. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

In 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-market strategy and deep cybersecurity expertise to the table. - Brooke Motta's LinkedIn - Rad Security Website Support the Show. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

In 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. With previous stints at Splunk and leadership roles in multiple tech enterprises, Shashwat brings expertise in cloud security and enterprise software development. Summary: Join us as Shashwat Sehgal delves into the complexities of securing cloud-native technologies, highlighting how P0 Security’s innovative solutions help bridge the gap between security demands and developer efficiency. Tune in to gain insights that can transform your go-to-market strategies and fuel your company's growth. Don't miss this episode! Resources: Connect with Shashwat Sehgal on LinkedIn Visit P0 Security's website Support the Show. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

In 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 cybersecurity. **For more insights: - Connect with Alastair Paterson on [LinkedIn (https://linkedin.com/in/alastairpaterson - Visit [Harmonic Security’s website](https://harmonicsecurity.com) Support the Show. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

In 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 cybersecurity industry. Connect with our guest: - Jay Wallace on LinkedIn - www.vulncheck.com Support the Show. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

Are 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 tech business effectively. In this conversation, we discuss: 👉 The critical balance between growth and cost-efficient scaling in tech startups. 👉 Prioritizing core business and customer satisfaction over rapid diversification. 👉 Different perspectives on making team decisions. About our guest Roland Siebelink, founder, and CEO of the Mid Stage Institute, is a seasoned entrepreneur, having scaled three companies to unicorn status. His expertise lies in guiding tech companies from the delicate stage of finding product-market fit to scaling effectively and sustainably. With his extensive background in market testing and building competitive sales teams, Roland offers invaluable insights to cybersecurity startups looking to leap from Series A to market dominance. Summary In this episode, Roland Siebelink shares his wisdom on fostering strong team dynamics, investing in go-to-market strategies, and scaling with precision. He discusses the crucial aspects of sales, marketing, and customer success vital to cybersecurity startups. Stay until the end for Roland's personal journey anecdotes that shaped his approach to business. Make sure to **listen in for actionable advice that can drive your company's revenue growth.** Connect with Roland Siebelink: - On LinkedIn - Mid Stage Institute Book a time to talk with me: 30-Minute Meeting Support the Show. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

Have 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 like those of Panther and Lacework, focused on clarity and customer-centric benefits. 👉 Brinqa's nuanced use of emotional language and storytelling avoiding direct competitive bashing. About our guest: Scott Taschler shares his wealth of experience in cybersecurity, his transition from a technical sales background to product marketing, and his current dedication to helping companies with positioning and product marketing. His insights stem from past roles at industry heavyweights such as McAfee and Crowdstrike. Summary: Today's episode with Scott Taschler delves into creating customer trust through genuine marketing, avoiding hyperbolic pitfalls, and the art of differentiating products in a dynamic market. Tune in for a masterclass on cybersecurity marketing with actionable takeaways. To connect with Scott Taschler, visit his LinkedIn profile. Scott Taschler on LinkedIn Book a 30-minute meeting with Andrew Support the Show. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

Are 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 customer needs. About our guest: Shlomi Ashkenazy, a renaissance man with a vibrant past as a musician, has leveraged his diverse talents to become a trailblazer in cybersecurity positioning. With hands-on experience in repositioning over 60 VC-backed startups and forming 38 new market categories, Shlomi's expertise has become invaluable for companies like Cyber Donut seeking to sharpen their sales and marketing edge. Summary: Join us as Shlomi Ashkenazy delves into the nuances of cybersecurity marketing, emphasizing niche carving and emotional resonance with customers. Learn how to align your CEO’s energies with your brand and why nailing your narrative could be the key to accelerating growth. Don't miss out on this insightful conversation — tune in now! Links for more insights: Connect with Shlomi Ashkenazy on LinkedIn Explore Cybellum's approach to cybersecurity Book a session with me to dive deeper into your cybersecurity startup's potential. Support the Show. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

Are 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. **About our guest:** Gianna Whitver is a thought leader in cybersecurity marketing, co-founder of the Cybersecurity Marketing Society, and host of the "Breaking Through in Cybersecurity Marketing" podcast on the Cyberwire network. With the remarkable growth in her Slack community and successfully bridging the gap from real estate to cybersecurity marketing, Gianna offers a unique perspective on brand building and revenue generation strategies. **Summary:** Join us as we discuss the strategic role of branding, the powerful use of intent data, and the dynamic approaches for trade show success with Gianna Whitver. Her insights promise valuable takeaways for enhancing your cybersecurity sales and marketing efforts. Tune in now and transform these strategies into revenue! **Connect with Gianna:** - Gianna's LinkedIn - Cybersecurity Marketing Society Book a meeting with Andrew Support the Show. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

Summary 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 teams and discuss how cybersecurity startups can stand out in a crowded market. The conversation explores various aspects of sales and marketing in the cybersecurity industry. It discusses the importance of getting attention in the market, the evolution of the market, the impact on sales teams, the changing buyer's journey, qualification and discovery, the emotional side of buying, and being disruptive in sales. Takeaways Support the Show. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

**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 ownership. 👉 Key decisions that shaped Silverfort's direction, including their unique approach to the market. 👉 The importance of long-term partnership strategies in building sales channels. **About our guest:** Hed Kovetz is the CEO and co-founder of Silverfort, a cybersecurity company. He emphasizes the significance of investing in employees and shares insights into the key decisions that have shaped Silverfort's direction, contributing to its revenue growth. **Summary:** In this episode, Hed Kovetz, CEO of Silverfort, discusses the impact of investing in employees, key decisions shaping the company's direction, and the importance of long-term partnership strategies. Gain valuable insights into nurturing company culture and strategic decision-making. Tune in and learn how to grow your cybersecurity sales and revenue faster. Connect with Hed Kovetz on LinkedIn and learn more about Silverfort on their company webpage(Silverfort). Book some time to further discuss cybersecurity sales strategies [here](meeting-link). Support the Show. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

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 CISO at Hyperproof.io, brings his expertise and unique perspective as a CISO to discuss these critical topics and more. He shares his insights on the challenges faced by cybersecurity startups and how organizations can effectively communicate and address risk. Don't miss out on this valuable conversation that can help you navigate the cybersecurity landscape and accelerate your company's growth. Tune in now to gain actionable strategies and hear from industry experts. 🔗 Connect with Kayne McGladrey on [LinkedIn] and learn more about Hyperproof.io on their website. 📣 Remember to book a 30-minute meeting with Andrew Monaghan to discuss your cybersecurity startup revenue goals. Support the Show. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

**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 importance of establishing delighted customers and partners in the early stages 👉 Building strong relationships and replicating success with new vendors **About our guest:** Ricky Martinez is the Chief Strategy Officer at Digital Era Group, a regional cybersecurity VAR. With decades of experience in the cybersecurity channel, Ricky has worked on both the vendor and partner sides. Digital Era Group works with about 60 vendors, including startups and established players, focusing on finding the right technology solutions for their customers. **Summary:** Discover how to evaluate new cybersecurity vendors, establish delighted customers and partners, and replicate success with new vendors. Join us as Ricky Martinez, the Chief Strategy Officer at Digital Era Group, shares valuable insights and strategies to accelerate sales and revenue growth in the cybersecurity industry. Don't miss out on this episode of the Cybersecurity Startup Revenue Podcast! 🔥 🔗 Connect with Ricky Martinez: LinkedIn: Ricky Martinez on LinkedIn Company Link: Digital Era Group 🗓️ Book a 30-minute meeting with Andrew Monaghan Support the Show. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

🤔 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 pitches to capture prospects' attention and highlight your distinct value. Summary: Discover how to effectively communicate your cybersecurity company's unique value proposition and stand out in a crowded marketplace. Learn about common challenges in conveying differentiation and practical strategies for engineering "wow moments" in your demos and sales pitches. Don't miss out on valuable insights and techniques that can help you grow your sales and revenue faster. Tune in to this episode of the Cybersecurity Startup Revenue Podcast today! Find more valuable content from Andrew Monaghan on LinkedIn To learn more about Andrew and his company, visit Unstoppable.do Book a 30-minute meeting with Andrew to discuss your cybersecurity sales and revenue growth Support the Show. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

**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 with a successful track record of building channel programs. With a focus on consulting and advising clients, Kimber has observed both good and bad behavior from vendors and channel representatives. Kimber's expertise in navigating the complexities of the cybersecurity industry makes this episode a must-listen for founders, CEOs, leaders, and salespeople in the field. **Summary:** Join host Andrew Monaghan as he delves into the world of cybersecurity channel programs with guest Kimber Garrett. Discover the importance of understanding client needs, leveraging innovation, and simplifying channel programs to drive revenue growth. Don't miss out on valuable insights from Kimber's wealth of experience in building successful channel strategies. Tune in now and gain actionable takeaways for accelerating sales and revenue in the cybersecurity industry. 🔗 [Connect with Kimber Garrett on LinkedIn] 🌐 Visit J&K SOLUTIONS 📅 Interested in discussing your cybersecurity startup's revenue growth? Book a 30-minute meeting with Andrew Monaghan Support the Show. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

🤔 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 success. 👉 During this episode, we explore: 👉 The importance of being prescriptive in onboarding 👉 Certifying individuals for key tasks in their first meetings 👉 The significance of understanding the buyer during onboarding About our guest: EJ Easton is multi-time sales leader at cybersecurity startups. EJ offers valuable insights on what he has learned in how to accelerate the productivity of new sales reps. Summary: In this episode of the Cybersecurity Startup Revenue Podcast, EJ Easton shares three key ideas for improving onboarding in cybersecurity startups. From being prescriptive in key areas to understanding the buyer, EJ's expertise will help you optimize your onboarding process and drive revenue growth. Tune in now to gain valuable insights and take your onboarding to the next level! 🔗 Connect with EJ Easton: LinkedIn: EJ Easton 📅 Book a meeting with Andrew Support the Show. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

🤔 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 decision-makers' goals. 🎙️ Our guests, Calum Kilgour, and John Bissett share their expertise in sales and revenue growth for cybersecurity startups. Calum is an expert in crafting compelling stories and narratives to engage potential customers, while John brings his deep understanding of the three dimensions of value and the different modalities of thinking. 📝 In summary, this episode provides valuable insights into the art of selling cybersecurity solutions. Learn how to identify champions, align your offerings with the organization's goals, and tap into emotions to drive decision-making. Don't miss out on this opportunity to accelerate your sales and revenue growth in the cybersecurity sector. 🔗 Connect with Calum Kilgour on LinkedIn 🔗 Connect with John Bissett on Linkedin 🔗 Visit their company's webpage: Slingshot Edge 🔗 Book some time with Andrew Monaghan Support the Show. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

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 partners and standing out 👉 Strategies for navigating the partner process and achieving success 👉 How to secure partnerships and investments for your cybersecurity company **About our guest:** Steve Kazan is the founder of Inner Onion, a cybersecurity consulting firm. With years of experience in the industry, Steve has a wealth of knowledge in sales and revenue growth strategies for cybersecurity startups. He shares his insights and expertise to help companies thrive in the competitive cybersecurity market. **Summary:** Don't miss this episode of the Cybersecurity Startup Revenue Podcast, where we chat with Steve Kazan from Inner Onion. Learn how to improve commitment to partners, navigate the partner process, and secure partnerships and investments for your cybersecurity company. Tune in for valuable insights and actionable tips to accelerate your sales and revenue growth. Listen now! ​ Connect with 👉 Steve Kazan on LinkeIn Learn more about 👉 Inner Onion Book some time with Andrew Monaghan 👉 Schedule a Meeting Support the Show. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

🤔 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 👉 Using powerful philosophical words to connect with prospects Summary: Learn how applying philosophy in sales communication can make you more persuasive. Discover the three levels of thinking about problems and how to use them to connect better with prospects. Find out how to incorporate powerful philosophical words to elevate your conversations and join the movement towards better cybersecurity solutions. Tune in now to gain valuable insights and improve your sales strategies. ✨ Connect with Andrew Monaghan on LinkedIn and visit Unstoppable.do for more cybersecurity startup revenue resources. Book some time with Andrew using this link: [https://tidycal.com/1w8xxe1/30-minute-meeting]. Support the Show. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.