206: Protecting 3rd party SaaS applications with Yoni Shohet, co-founder and CEO @ Valence

206: In this episode of Sales Bluebird, we dive into the complexities of SaaS security concerns and the challenges of getting attention and building pipelein. This episode features Yoni Shohet, co-founder and CEO of Valence Security who talks about their company's solution to clean up security issues and offers insights for salespeople to maximize their meetings. Yoni also sheds light on the challenges faced by CASBs  while discussing their company's product, Valence, which combines time to value and remediation in a compelling value proposition. Furthermore, they shed light on the challenges that organizations face in getting responses from their prospects and suggest a solution for decreasing unnecessary emails and calls. Tune in to learn more about the cybersecurity market, the challenges of sales pipeline drought, and the importance of creativity and differentiation.[00:03:49] "IDF Captain turned Cybersecurity Entrepreneur co-founds SCADAfense"[00:07:27] "Startup founders identify security loophole post-SolarWinds attack"[00:10:45] "Maximizing SaaS Capabilities: Overcoming Security Concerns"[00:13:10] "SaaS security platform delivers instant risk analysis"[00:15:28] "Automated Collaboration: The Key to SaaS Security"[00:17:58] "CASBs fall short in protecting SaaS applications"[00:20:44] Uncovering Hidden Risks of Data Sharing[00:23:15] "Creating Market Value: The Importance of Thought Leadership in Cybersecurity"[00:36:44] "Sales Approach Shift: Building versus Account Executives"[00:41:37] "Overcoming the challenge of communication in sales"Valence WebsiteYoni Shohet LinkedIn 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.