201: Varun Badhwar - securing the software supply chain with Endor Labs

Varun 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 expectations of his new hire sales team to become certified on both the demo and also the pitch within 2 weeks 2. Varun’s brilliant reframing of the SBOM (software bill of materials) concept3. The importance of building a brand and creating content to engage audiencesResources:Varun BadhwarEndor Labs Sponsor: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:Top 8 reasons why great sales people leave5 steps to ramp new sellers when you have no enablement and no timeUnlocking Data Protection with Paul Lewis, CEO of CalamuAction: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 would help 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.