199: Navigating the challenges of introducing passwordless security with Michael Gwynn of IDmelon

Michael 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. In this episode, you will learn the following:1. An approach to right-sizing a sales team2. IDmelon’s potential and their partner lift from Microsoft3. Why you give prospects dessert first (or do the magic trick before explaining how you did it. Resources:Michael Gwynn [email protected]:This episode was brought to you by IT-Harvest. With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in.  IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research.Other episodes you'll enjoy:How to get first meetings using VC programs, CISO networks, resellers & sales networksServe dessert first ... it will make you more successful in B2B salesShould you add more sellers to your sales team?Action:If you enjoyed this episode please could you give a review by going to Salesbluebird.com/R. It would mean a lot to me personally and it helps grow the podcast.Connect with me: YouTube: https://www.youtube.com/@salesbluebirdTwitter: https://www.twitter.com/unstoppable_doLinkedIn: https://www.linkedin.com/in/andrewmonaghan Support the showThe Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.Follow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my cybersecurity sales consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.