🤔 How can you ramp up new sales hires to deliver revenue within six months when your sales cycle is approximately the same length? 🤔 What are the essential components of an effective new hire onboarding program in the cybersecurity industry? 🤔 How does focusing on prospects and their challenges create context for new hires before introducing product details? In this episode, I discuss: 👉 Strategies to transition new hires into productive team members within four weeks. 👉 The importance of u...
Mar 06, 2025•28 min•Transcript available on Metacast Are your seasoned sales reps struggling to adapt to new strategies? Have you ever invested heavily in sales training only to see minimal changes? How can you ensure training leads to real behavior change and improved sales performance? In this conversation we discuss: 👉 Why traditional sales training often fails and how to overcome these challenges 👉 The role of deliberate practice in achieving behavior change 👉 Practical exercises to foster curiosity and deeper discovery among your sales tea...
Feb 04, 2025•48 min•Transcript available on Metacast Are you struggling to increase your ASP and conversion rates? Does your sales team lack a unified approach to handling prospect questions? Are you eager to scale your ARR significantly in 2025? In this conversation, we discuss: 👉 How Cyber Donut achieved significant ARR growth from 2023 to 2024. 👉 The importance of value-based selling over feature-based selling, and techniques to implement it. 👉 Strategic plans for increasing Average Selling Price (ASP) and conversion rates heading into 2025....
Jan 31, 2025•26 min•Transcript available on Metacast Are you struggling to get media attention for your cybersecurity startup? Wondering how to make your PR strategy stand out in a crowded market? Curious about the secrets behind successful media campaigns in cybersecurity? In this conversation we discuss: 👉 Original analysis and data vs. product promotion in PR 👉 Utilizing events and awards to boost brand visibility 👉 Effective analyst relations without breaking the bank About our guest: Leron Kornreich is a seasoned public relations expert sp...
Jan 16, 2025•49 min•Transcript available on Metacast Are you struggling to convert your Proof of Value (POV) to sales? Do your POV periods often extend beyond reasonable timelines? How can you involve multiple evaluators while keeping the process efficient and engaging? In this episode of Cybersecurity Go-To-Market Podcast , Alexei Rubinstein joins Andrew Monaghan to tackle these challenges head-on. 🛑 Framework design for leading customers through POVs 🛑 Handling POV extensions and ensuring ease of customer evaluation 🛑 Maintaining engagement a...
Jan 09, 2025•40 min•Transcript available on Metacast Are you struggling to expand your cybersecurity company's market reach? Finding it challenging to get potential customers to notice your brand? Wondering if rebranding could be the silver bullet to boost your company's awareness? In this episode, Robert Sobers, CMO at Varonis, shares his expert advice on go-to-market strategies specifically designed for B2B cybersecurity companies. In this conversation we discuss: 👉 Why rebranding isn't the solution to Cyber Donut’s awareness pro...
Dec 06, 2024•35 min•Transcript available on Metacast Are you struggling to boost engagement during demos? Facing challenges in customizing sales conversations to resonate with prospects? Wondering how to improve your conversion rates from initial discussions to closed deals? In this episode of the Cybersecurity Go-To-Market Podcast, Damian Tommasino shares insights and actionable strategies on transforming your sales demos and processes to drive higher engagement and conversion rates. In this conversation we discuss: 👉 The power of personalized a...
Nov 14, 2024•51 min•Transcript available on Metacast Are you curious about the ideal timing for bringing in a senior sales or marketing leader? Not sure the right profile to hire? Need insights on avoiding decision paralysis in hiring? Have you ever faced the dilemma of hiring in industry or someone from another one? In this conversation we discuss: 👉 The benefits and challenges of hiring from competitors. 👉 The importance of a charismatic, proven leader in recruitment. 👉 Strategies for balancing thoroughness and timeliness in hiring decisions....
Oct 22, 2024•53 min•Transcript available on Metacast Like the go-to-market team at Cybr Donut , are you struggling to build a strong sales pipeline and wondering how to utilize events effectively? Do you want to know why your customers choose your products and leverage that to boost sales? Join us in this episode as we explore practical strategies that can help your sales and marketing teams hit your revenue targets faster. In this conversation we discuss: 👉 Building a culture around champions rather than traditional customer advisory boards. 👉 ...
Oct 08, 2024•45 min•Transcript available on Metacast Are you leveraging your customers' insights effectively, or are you relying too much on analysts for messaging recommendations? How can sales teams genuinely connect with cybersecurity buyers? How can sellers foster real, human relationships in their professional connections? If these questions resonate with you, this episode is a must-listen! In this conversation, we discuss: 👉 The pitfalls of overlooking customer insights in favor of analyst advice. 👉 Practical strategies for building t...
Jul 23, 2024•53 min•Transcript available on Metacast Are 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 right ...
Jun 27, 2024•42 min•Transcript available on Metacast Are your pipeline generation efforts falling flat? Is your team struggling with pipeline consistency and conversion rates? How aligned are your sales and marketing teams? How about SDRs? In this episode of the Cybersecurity Go-To-Market Podcast, Dave Breshears sits down with host Andrew Monaghan to discuss proven strategies for boosting sales development performance, optimizing account engagement, and enhancing cross-functional team alignment. In this conversation, we discuss: 👉 Strategies for ...
Jun 11, 2024•53 min•Transcript available on Metacast Are 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...
Jun 04, 2024•46 min•Transcript available on Metacast Are 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 we disc...
May 28, 2024•35 min•Transcript available on Metacast How would you use a $1.5 million marketing budget after securing $20m in Series A funding? Curious about strategies to triple your revenue in the cybersecurity space? Seeking insights on balancing short-term and long-term marketing tactics? In this episode, Andrew Monaghan tackles these pressing questions with Manny Ataebi a cybersecurity CMO, offering expert advice on optimizing your marketing spend to catalyze substantial growth. In this conversation we discuss: 👉 How to allocate a $1.5 milli...
May 21, 2024•42 min•Transcript available on Metacast Are your cybersecurity solutions truly addressing the market’s top concerns? Can early-stage startups convincingly meet the security demands of large enterprises? How does cultural background influence a cybersecurity leader’s success? In this conversation, we discuss: Challenges faced by early-stage startups in aligning their products to market needs. Understanding the role and impact of diverse cultural backgrounds in cybersecurity. The significance of practical experience in founding successf...
May 14, 2024•49 min•Transcript available on Metacast 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 Prana...
May 05, 2024•16 min•Transcript available on Metacast 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...
May 03, 2024•15 min•Transcript available on Metacast 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-m...
May 02, 2024•13 min•Transcript available on Metacast 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 pr...
May 01, 2024•17 min•Transcript available on Metacast 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 cybersecu...
Apr 30, 2024•19 min•Transcript available on Metacast 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 c...
Apr 29, 2024•17 min•Transcript available on Metacast 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 scalin...
Apr 23, 2024•39 min•Transcript available on Metacast 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 approa...
Apr 10, 2024•36 min•Transcript available on Metacast 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...
Apr 09, 2024•46 min•Transcript available on Metacast 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 ...
Apr 02, 2024•50 min•Transcript available on Metacast 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 marketin...
Mar 26, 2024•47 min•Transcript available on Metacast **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 ow...
Dec 12, 2023•41 min•Ep 235•Transcript available on Metacast 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 McG...
Oct 09, 2023•48 min•Ep 234•Transcript available on Metacast **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,...
Sep 26, 2023•40 min•Ep 233•Transcript available on Metacast 
