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

Send me a text (I will personally respond)Are your discovery calls turning into data dumps that stall deals instead of moving them forward? Frustrated by sales cycles that take forever to close, or feel like discounting is your only lever at the finish line? Looking for actionable strategies to help your team become both faster and more effective in closing cybersecurity deals? This episode brings you proven frameworks from a leader who faced (and fixed) these very challenges.In this conversation we discuss👉 Compressing lengthy sales cycles by restructuring discovery approaches👉 Motivating and aligning sales teams for aggressive growth👉 Leveraging AI and tools to enhance call coaching, follow-ups, and pipeline managementAbout our guestJohn Chiappetta is the Chief Revenue Officer (CRO) at Xona, having joined as Head of North America Sales before recently earning his promotion. With firsthand experience scaling OT at cybersecurity startups, he brings insights into transforming sales effectiveness and team performance.SummaryListen in as John shares how he shortened discovery calls for better engagement, eliminated discounting as the only closing tool, and led his sales team to significant growth. If you want to transform your cyber sales results, this episode is packed with actionable takeaways—tune in now!Connect with John on LinkedIn, learn more about Zona Systems, or book a meeting with Andrew Monaghan to accelerate your sales success.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Ever feel like your cybersecurity marketing just isn’t landing with CISOs? Wondering why, despite tons of spending, cybercrime is still on the rise? Or maybe you’re looking for real ways to build trust and stand out in a crowded, AI-fueled marketplace? This episode dives straight into those questions, with honest takes and actionable ideas you can start using today.In this conversation we discuss:👉 How fast-changing tech, and especially AI, is making go-to-market harder and more complex👉 Why the cybersecurity industry keeps repeating old mistakes and what actually needs to change👉 Tips for standing out, building trust, and having real conversations with skeptical buyersAbout our guestKarl Van den Bergh is the CMO at Illumio, with previous CMO gigs at Gigamon and DataStax. He’s got a super varied background (not your standard career marketer) and brings a fresh, global perspective to tackling tough industry challenges. And he is also the 2024 Cybersecurity Marketer of the Year!SummaryYou’ll hear why Karl Van den Bergh believes “cyber is broken,” what back-to-basics marketing really looks like, and how authenticity can cut through the noise and spark real sales conversations. Give this episode a listen—you’ll walk away with new ideas you can use right away!Links & Resources:Karl Van den Bergh on LinkedInIllumio websiteBook a 30-minute chat with Andrew MonaghanFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you struggling to sell the “unsellable” in cybersecurity? Wondering how to create or lead a brand-new product category? Curious about how to maintain a winning sales culture and scale your team when you’re growing fast? This episode offers actionable insights for sales and marketing leaders looking to accelerate growth and navigate the changing cybersecurity landscape.In this conversation we discuss:👉 Building market category leadership: how Island tackled the challenge of selling a paid enterprise browser against established free products👉 Evolving sales hiring strategies to fit different growth phases, including missionary selling and scaling to larger deals👉 Establishing strong company culture and early investments to drive sustained success even during rapid expansionAbout our guest:Eric Appel is the Chief Revenue Officer (CRO) at Island, the enterprise browser company. With 25 years of cybersecurity sales and leadership experience, Eric has overseen Island’s growth from stealth mode to 900+ customers in just a few years. He previously held leadership roles at companies like Yahoo and McAfee.Summary:Tune in as Eric Appel shares lessons in creating category-defining success, hiring for high-growth sales teams, and ensuring an unbeatable company culture. This episode is packed with real-world examples and strategies to inspire your next go-to-market move. Don’t miss this milestone conversation—listen now!Connect with Eric Appel on LinkedIn, explore Island at island.io, and book a 30-minute meeting with Andrew Monaghan.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you struggling to navigate strategic partnerships with hyperscalers like AWS? Wondering when and how to build your company's platform story to stand out in a crowded cyber market? Curious about the real value of industry relationships and communities for sales growth? This episode tackles these challenges head-on, drawing insights from a leader who's been at the heart of cybersecurity’s evolving ecosystem.In this conversation we discuss:👉 Lessons on building and resourcing valuable hyperscaler relationships—forging two-way partnerships with AWS and more👉 Balancing feature innovation versus platform strategy, and when to make each move as a go-to-market leader👉 How to prioritize industry partnerships, tech alliances, and communities for short- and long-term sales successAbout our guestAnna Sarnek recently joined Terra Security after leading cybersecurity startup business development at AWS. Her expertise spans building partnerships with strategic investors, founders, and hyperscalers, giving her a panoramic view of what drives repeatable growth in the sector.SummaryDive into Anna’s firsthand insights as she unpacks partnership roadmaps, product positioning strategies, and the power of authentic tech alliances to accelerate cybersecurity sales. If you’re a marketing or sales leader aiming to grow pipeline, close deals, and future-proof your go-to-market strategy, don’t miss this episode—tune in now!Links and ResourcesConnect with Anna Sarnek on LinkedInVisit Terra SecurityBook a 30-minute meeting with the hostFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you struggling to make your cybersecurity startup's message stand out in a crowded market? Ever wondered how to get analysts like Gartner to notice your company before hitting $20M ARR? Do you face challenges aligning sales and marketing to target multiple buyer personas effectively? This episode dives deep into these critical issues, offering strategies and actionable insights tailored for cybersecurity sales and marketing leaders.In this conversation we discuss:👉 Creating a new cybersecurity category by building real relationships with analysts👉 Aligning marketing and sales teams for consistent messaging and go-to-market success👉 Navigating and engaging with multiple buyer personas within large organizationsAbout our guest:Dan Lowden is the Chief Marketing Officer at BLACKBIRD.AI, a pioneer in narrative intelligence and protection against narrative attacks, disinformation, and deepfakes. With a track record of 12 startups, Dan brings vast experience in launching, marketing, and growing innovative cybersecurity companies by defining new market segments and partnering closely with both industry analysts and sales teams.Summary:Learn how to break away from rail-thin differentiation, earn industry analyst credibility, and align your entire go-to-market team, even when selling to vastly different personas. Dan’s experience and tactical advice will help you grow revenue faster in a competitive landscape. Don’t miss this episode. Tune in now for practical strategies you can apply immediately!Connect with Dan and more:Dan Lowden on LinkedInBlackbird.AI Company WebsiteBook a 30-minute meeting with Andrew MonaghanFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you finding it hard to build a united sales culture as your cybersecurity startup scales? Struggling to keep urgency and momentum going in long, complex enterprise deals? Wondering how top teams navigate hiring, collaboration, and multi-threaded sales cycles, especially as new technologies and markets emerge? This episode of the Cybersecurity Go-To-Market Podcast delivers actionable insights to help sales and marketing leaders create stronger, more effective teams while driving revenue growth.In this conversation we discuss:👉 Building and maintaining a “one team” culture from early-stage startup to rapid scale👉 Effective hiring and team formation for high-performance cybersecurity sales organizations👉 How to create urgency, maintain momentum, and drive next steps, especially during drawn-out enterprise sales cyclesAbout our guestJosh Kriss is an experienced cybersecurity sales leader, now helping shape go-to-market strategy and culture at Geordie, a fast-growing AI security startup. With a track record at Darktrace and hands-on experience scaling from founding team to rapid growth, Josh brings practical advice for building high-performing teams that sell complex technology into demanding enterprises.SummaryIf you’re looking for hands-on strategies to elevate your team’s culture, drive collaboration, and overcome sales inertia, this episode is for you. Learn how to hire for “one team” mindset, spot hidden deal blockers, and apply leadership lessons from fast-growing cybersecurity innovators. Listen now for powerful tips you can put into practice right away!Connect & resources:Josh Kriss on LinkedInGeordie websiteBook a meeting with Andrew MonaghanFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you struggling to stand out in the crowded cybersecurity marketplace? Wondering how to build unique marketing or sales assets without a dedicated engineering team? Curious how other leaders are leveraging AI-driven “vibe coding” to create real value, not gimmicks? This episode is packed with proven, creative ways cybersecurity sales and marketing pros are innovating faster than ever.In this conversation we discuss:👉 How “vibe coding” tears down traditional barriers to building tools and experiences for buyers. No developer background required👉 Real-world examples of internal and external tools that drive sales and engagement, from pricing calculators to viral, satirical content sites👉 The practical steps, mindsets, and pitfalls for teams who want to experiment and win more attention in their marketAbout our guest:Joseph Barringhaus is the VP of Marketing at Maze, a high-impact leader in the cybersecurity world. Known for his high-energy approach and relentless creativity, Joseph specializes in hands-on marketing innovation.Summary:Tune in as Joseph Barringhaus shares his team’s journey in bringing “vibe coding” from experiment to game-changing practice. Learn how to build powerful marketing and sales assets, get buy-in for creative risks, and inspire your organization to try new things. Listen now and spark your own ideas for RSA or your next big campaign!Links:Connect with Joseph Barringhaus on LinkedInLearn more about MazeBook a 30-minute strategy call with Andrew MonaghanFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you struggling to build a channel sales program that actually produces meaningful revenue? Wondering why bigger isn't always better when choosing channel partners? Frustrated by the constant pressure to sign as many partners as possible, only to see limited results? This episode dives deep into the strategic and tactical mistakes cybersecurity startups make with channel go-to-market, and reveals how to build a scalable, effective partner ecosystem.In this conversation we discuss:👉 Why focusing on a few right-sized, ICP-aligned partners beats boiling the ocean with major national VARs👉 How to design a lean, high-impact starter partner program, and the must-have elements for early success👉 Common pitfalls: from partner economics to mindshare, and creative ways to drive mutual tractionAbout our guest:This episode features Konnor Andersen, Vice President and Head of Global Go-To-Market at Acuvity, who has successfully built cybersecurity channel sales programs from scratch three times across network, email, identity, and AI security segments.Summary:Join Andrew Monaghan as he interviews Konnor Andersen to uncover actionable strategies for cybersecurity sales and marketing teams looking to accelerate their channel-driven growth. If you want practical advice, real-world examples, and creative tactics to boost your channel program, this episode is a must-listen!Connect with our guest and resources:Konnor Andersen on LinkedInAcuity (Company Website)Book time with Andrew MonaghanFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you navigating the challenge of landing enterprise deals before you even have market traction? Wondering how to build pipeline without SDRs and endless cold emails? Curious if targeting Fortune 500 clients from day one is smart, or suicidal? This episode dives into a truly unconventional path to cybersecurity startup success that defies industry norms.In this conversation we discuss:👉 Incubating a cybersecurity startup inside KPMG and the unique advantages (and hurdles) it brought👉 Strategies for securing lighthouse enterprise customers and building trust-driven communities👉 Lessons on managing founder-led sales, lean teams, and prioritizing scalable product developmentAbout our guest:Felix Knoll is the Co-Founder, COO, and CRO of Cranium, which was spun out from KPMG’s incubator. Felix blended enterprise sales expertise with startup agility to pioneer a new category in AI governance.Summary:This episode reveals how Cranium went from a consulting giant’s incubator to closing six-figure deals with leading global banks by leveraging relationships, rapid product pivots, and building industry "Trust Hubs." If you're ready to rethink your go-to-market playbook for faster growth and better enterprise engagement, tune in now!Links:Connect with Felix Knoll on LinkedIn.Learn more about Cranium at their website.Book a 30-minute meeting with host Andrew Monaghan here.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you a sales or marketing leader at a cybersecurity company trying to accelerate your growth but hitting roadblocks with your ICP, pipeline generation, or scalability? Ever wondered how moving from a big company to a startup changes your playbook, and career mindset? Are you struggling to get your team focused on the right opportunities versus burning out on dead-end deals? This episode holds actionable insights for you.In this conversation we discuss:👉 Making the leap from a big company to a startup and building a sales function from scratch👉 Practical, low-tech strategies for early pipeline generation and deal qualification in stealth mode👉 How to identify, test, and rally the whole company behind your change in Ideal Customer Profile (ICP)About our guest:Kevin Bayly is the VP of Sales at Material Security. He transitioned from a successful career at Okta to become the first non-engineering hires at Material Security, where he helped shape and scale the go-to-market organization from the ground up.Summary:Tune in to hear Kevin Bayly share real-world tactics for pipeline generation, lessons from early-stage startup hustle, and the transformative power of rigorous ICP focus. Discover how Material Security achieved 80% meeting-to-opportunity conversion and reshaped its strategy to drive sustainable growth. Don’t miss practical advice you can apply to your sales motion right now—listen to the full episode!Links:Connect with Kevin Bayly on LinkedInMaterial Security websiteFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you struggling to transition from founder-led sales to a scalable sales-led model in your cybersecurity startup? Wondering if hiring a team of reps is really the fastest way to drive growth, or if there’s a better approach? Curious how senior sales leadership involvement early on might speed up your journey to true product-market fit? If so, this episode is packed with insights for you.In this conversation, we discuss:👉 Why early-stage sales are all about precision and defining your ideal customer profile (ICP)👉 How bringing on an experienced founding CRO can optimize growth and quicken feedback loops👉 The impact of thoughtful, targeted marketing and third-party attestation in launching into new or mature marketsAbout our guestAbigail Maines is a seasoned cybersecurity sales leader, former CRO at Hidden Layer, and current Go-To-Market Advisor at YL Ventures. She’s worked with industry innovators at companies like Cylance and Checkpoint, and is the co-founder of FIERCE, an advocacy group focused on empowering women in tech and sales.SummaryTune in for Abigail’s contrarian approach to building an early-stage sales team—why precision trumps volume, and how the right sales leader can supercharge your trajectory. If you’re ready to rethink your sales strategy and learn actionable tactics from someone currently advising top cybersecurity founders, don’t miss this episode!Connect & Learn More:Abigail Maines on LinkedInYL VenturesBook a 30-Minute Meeting with Andrew MonaghanFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you tired of sales negotiations feeling like a hostile game of poker against procurement pros who seem to hold all the cards? Wondering if there’s a way to maintain your deal’s value without relying on outdated, adversarial tactics? Struggling with year-end deals where buyers expect last-minute discounts and you’re anxious about giving away too much? This episode is for cybersecurity sales and marketing leaders seeking a transparent, effective, and less stressful way to close deals.In this conversation, we discuss: 👉 Why traditional and commonly taught sales negotiation techniques no longer fit today’s buyer-seller dynamic👉 Todd Caponi’s “Four Levers Negotiating” framework to build trust and keep more margin👉 Practical, actionable ways to position pricing and negotiations, especially at year-end, so both parties winAbout our guest:Todd Caponi is a multiple-time sales executive and author with experience leading revenue organizations through two successful exits. He now advises, teaches, and speaks to sales teams about transparency and behavioral science in negotiation. Todd’s upcoming book, "Four Levers Negotiating," outlines a straightforward approach that’s transforming how sales teams manage deal-making conversations.Summary:Listen in as Andrew Monaghan and Todd Caponi unpack how cybersecurity sellers can escape the cycle of adversarial negotiations by embracing a transparent, lever-based approach. Discover how to reframe value conversations, negotiate with confidence, and earn buyer trust—so you close deals faster with less discounting. Tune in and rethink your negotiation mindset!Connect with Todd Caponi on LinkedIn and visit toddcaponi.com. Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you struggling to scale your cybersecurity sales team without ramping up headcount or getting drowned in technical complexity? Wondering if AI can really move the needle for high-value, complex sales cycles? Curious how leading founders are reimagining go-to-market operations to win in today’s fast-paced, AI-driven environment? This episode of the Cybersecurity Go-To-Market Podcast dives right into these pressing questions.In this conversation we discuss: 👉 The ground-breaking approach of building a $30m ARR SaaS company with only 3 founders and a suite of AI agents and no additional employees. 👉 How AI-driven agentic workflows can help sales teams focus on high-value tasks, remove technical complexity, and iterate at the speed of thought. 👉 Practical strategies for cybersecurity companies to integrate AI into their GTM motion, while building trust and adapting to their unique sales cycles and ACVs.About our guest:Amos Bar-Joseph is the co-founder of Swan, an innovative SaaS platform that enables human-AI co-selling at scale. Drawing from two previous B2B startup journeys, Amos is on a mission to rewrite the go-to-market playbook, making businesses radically more efficient by scaling intelligence, not headcount.SummaryIf you want to understand how AI agents can help you work smarter, not harder, and what it would take to scale your cybersecurity sales function without more bodies, you can’t miss this episode. Tune in to discover actionable insights from founders who are paving the way with new GTM models that are designed for speed, adaptability, and intelligent automation. Listen now!Links & ResourcesConnect with Amos Bar-Joseph on LinkedInLearn more about SwanFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you grappling with when, and who, to hire as your first sales leader in your cybersecurity startup? Wondering why sales leadership churn is so high, or if founders should keep selling longer? If you’ve debated hiring account executives versus a VP of Sales, and wrestled with investor pressure on scaling your sales team, this episode is for you.In this conversation, we discuss: 👉 The crucial distinction between sellers and sales leaders at different company stages👉 Why timing, founder credibility, and expectations can make or break your first sales hire👉 The importance of trust and alignment at the C-suite level for long-term go-to-market successAbout our guest:Eyal Worthalter, a multi-time cybersecurity sales leader, shares hard-won lessons from the frontline; including insights from his widely-read article on why most first VP of Sales hires fail. He’s contributed to Ross Haliliuk’s Venture In Security blog and works closely with founders and sales teams to help improve their approach to building go-to-market strategy.Summary:Listen in as Eyal Worthalter and Andrew Monaghan dig into the messy reality behind hiring the first sales leader, founder-led selling, investor pressure, and practical frameworks for scaling sales teams. If you want to avoid costly mistakes and build your sales org the right way, this episode will challenge your assumptions—don’t miss it!Connect and Learn More:Find Eyal Worthalter on LinkedIn. Ready to discuss your own sales challenges? Book time with Andrew Monaghan for a strategy session.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you struggling to differentiate your cybersecurity startup in a crowded market? Wondering how to build trust with buyers who have been burned by legacy DLP solutions? Debating whether to invest in brand early or focus on lead generation? In this episode, we dig into these challenges and explore how fresh thinking in DLP and brand strategy can accelerate growth for cybersecurity vendors.In this conversation we discuss:👉 How legacy DLP lost trust—and how modern approaches are rebuilding it👉 Why brand investment from day one matters for early-stage cybersecurity companies👉 The marketing journey from technical differentiation to emotional resonance with buyersAbout our guest:Jimmy Tsang is the Chief Marketing Officer at MIND, bringing years of cybersecurity and marketing leadership experience, including innovative roles at IBM Security and high-growth startups. He has helped launch and scale multiple cybersecurity brands, always at the intersection of technology, trust, and storytelling.SummaryListen in as Andrew Monaghan and Jimmy Tsang unpack the evolution of DLP, the critical role of branding for startups, and how messaging can shift buyer perceptions. If you want actionable insights to grow your sales and stand out in today's noisy market, this episode is a must!Connect and Learn More:Jimmy Tsang on LinkedInMIND Company WebsiteBook time with Andrew MonaghanFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)The DataTribe Challenge is the headline event in the afternoon at Cyber Innovation Day 2025, where five exceptional startups will take the stage after weeks of hands-on coaching. This is a short showcase episode featuring Evercoast and their Co-Founder and CEO Ben Nunez.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)The DataTribe Challenge is the headline event in the afternoon at Cyber Innovation Day 2025, where five exceptional startups will take the stage after weeks of hands-on coaching. This is a short showcase episode featuring Cytadel and their Founder and CEO Manit Sahib.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)The DataTribe Challenge is the headline event in the afternoon at Cyber Innovation Day 2025, where five exceptional startups will take the stage after weeks of hands-on coaching. This is a short showcase episode featuring Ackuity.ai and their Co-Founder and CEO Rajat Mohanty.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)The DataTribe Challenge is the headline event in the afternoon at Cyber Innovation Day 2025, where five exceptional startups will take the stage after weeks of hands-on coaching. This is a short showcase episode featuring Starseer and their Co-Founder and CEO Tim Schulz.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)The DataTribe Challenge is the headline event in the afternoon at Cyber Innovation Day 2025, where five exceptional startups will take the stage after weeks of hands-on coaching. This is a short showcase episode featuring Tensor Machines and their Co-Founder and CEO Muneeb Rasool.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you struggling to generate enough top-of-funnel opportunities in today’s noisy cybersecurity sales landscape? Are your deals getting stuck or taking forever to close, despite your best efforts? Have you tapped into the real power of your customer advocates—not just for references late in the sales cycle, but to accelerate pipeline growth from the very top? If these challenges sound familiar, this episode will give you a fresh perspective.In this conversation, we discuss: 👉 The overwhelming noise and fatigue facing buyers in cybersecurity sales, and how traditional outreach is losing effectiveness👉 Innovative strategies for leveraging customer advocates at the top of the funnel to build trust and drive engagement👉 Tactical approaches for matching prospects with peers, using advocacy to both convert and accelerate dealsAbout our guest:Braydan Young is the co-founder and CEO of SlashExperts, a cutting-edge platform that connects prospects with customer advocates, partners, and experts. Previously, he co-founded Sendoso, the well-known gifting platform used by countless sales teams to connect with buyers. Braydan brings unique, first-hand expertise in building sales motions and advocacy programs that work for cybersecurity sellers.Summary:Braydan and Andrew dive into why the classic demo-driven sales funnel is breaking down—and how enabling genuine peer conversations can ignite pipeline growth and move deals forward faster. Discover practical ways to use your advocates not just as late-stage references, but as top-of-funnel champions. If you’re ready to rethink how you activate your best customers and improve revenue results, listen now!Links:Connect with Braydan Young on LinkedInLearn more about SlashExpertsBook a meeting with Andrew: 30-Minute MeetingFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you wrestling with the decision of when to bring on your first sales leader? Wondering if your startup has achieved enough product-market fit before scaling the sales team? Curious about common pitfalls and best practices in building a sales function that can take you from zero to millions in ARR? This episode tackles the pivotal transitions every cybersecurity startup faces when growing its go-to-market engine.In this conversation, we discuss: 👉 How and when to hire your first sales leader, and whether founders should lead sales for as long as possible👉 Building a sales team for scale: transitioning from a few “hunters” to team structures and leadership as you reach new growth stages👉 Essential onboarding, metrics, and operational insights for minimizing risk and accelerating sales velocityAbout our guestTony Surak is the Partner focused on GTM at DataTribe, a unique cyber startup foundry where he invests in and co-builds cybersecurity companies aiming to deliver generational leaps in the field. Drawing from his experience as a multi-time sales leader, operator, and go-to-market advisor, Tony has deep expertise in guiding early-stage companies through formative sales and marketing transformations.SummaryListen in to tap into Tony Surak’s battle-tested advice on founder-led sales, strategic sales leadership hires, and building a revenue machine in cybersecurity startups. Whether you’re debating your first sales hire or scaling beyond your founding team, Tony shares actionable frameworks and candid lessons learned. Don’t miss this episode if you’re serious about accelerating your go-to-market motion!Connect & ResourcesTony Surak on LinkedInDataTribe WebsiteDataTribe Challenge 2025Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you wondering how to leverage unconventional go-to-market strategies to accelerate growth in cybersecurity? Curious about integrating cyber insurance into your offer to stand out in a crowded landscape? This episode provides answers by spotlighting a company bucking the traditional playbook—and winning.In this conversation we discuss:👉 Targeting SMBs in Europe by simplifying security products and services and tailoring to unique buyer needs👉 Building a true partner-first approach with IT service providers and insurance brokers to create trusted channels👉 Bundling cyber insurance and cybersecurity to remove buying friction and drive faster sales cyclesAbout our guest:Christian Werling is the Chief Revenue Officer at Eye Security, one of today's fastest-growing cybersecurity companies. Christian brings extensive experience in sales leadership and a sharp focus on innovation in go-to-market models and partnership strategies.SummaryIf you want to rethink your sales tactics and learn how Eye Security became a top-15 fastest-growing cybersecurity company by targeting SMBs in Europe, this is a must-listen episode. Discover how partnering with insurance brokers, simplifying product onboarding, and bundling cyber insurance with cybersecurity can help your company scale faster and differentiate in any market.Connect and learn more:Christian Werling on LinkedInEye Security website: https://www.eye.securityFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you wrestling with how to scale your sales team without losing focus on what truly matters? Do you wonder how to maintain a customer-centric approach as your company experiences hypergrowth? Or maybe you’re trying to figure out the right time and way to segment your go-to-market organization. This episode offers deep, practical insights on these pressing challenges, straight from one of cybersecurity’s fastest-growing companies.In this conversation, we discuss: 👉 Chainguard’s unique approach to building scalable, segmented go-to-market teams early and the risks and rewards involved👉 The art of shifting from product-led to value-led sales, and why the customer’s “aha” moment matters👉 Lessons on integrating sales, marketing, and customer success for synchronized, fast, and sustainable growthAbout our guest:Ryan Carlson is President of Go-To-Market at Chainguard, a cybersecurity company that’s seen exponential growth, rising from under 10 employees to nearly 500 in just a few years. Formerly a key leader at Okta, Ryan brings a wealth of experience in building teams, scaling revenue, and cultivating customer trust in the enterprise software world.SummaryRyan Carlson shares tactical learnings from “inside the rocket ship” at Chainguard—how to scale people, structure, and strategy while keeping real value for customers at the heart of everything. If you’re determined to grow sales and marketing without sacrificing fundamentals, don’t miss this candid, actionable episode. Tune in for proven strategies you can implement right now!Links:Ryan Carlson on LinkedInChainguard WebsiteBook a 30-minute meeting with Andrew MonaghanFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you struggling to keep up with the rapid pace of growth in cybersecurity sales? Wondering how to build a high-performing go-to-market team without sacrificing consistency or culture? Curious about what it takes to lead and enable teams through hypergrowth while navigating constant change? If so, you’ll find answers and inspiration in this episode focused on Sierra, one of the fastest-growing cybersecurity firms on the market.In this conversation we discuss: 👉 The essential building blocks and mindset behind scaling sales organizations in high-growth environments—balancing speed with strategic hiring and enablement👉 How modern DSPM (Data Security Posture Management) is changing the data protection conversation, including new business drivers, buyer personas, and technical advances👉 The importance of world-class enablement for sales and first-line managers—and why investing in internal growth and leadership is critical for sustained successAbout our guest:Steve Rog is the VP of Sales at Cyera, a trailblazing and rapidly scaling DSPM company. With a background in both technology and sales across industry leaders like F5, ForeScout, and Foundry, Steve has deep expertise in building elite sales teams and driving hypergrowth. At Cyera, he brings a disciplined yet people-first approach to organization building, sales excellence, and leadership development.Summary:Steve Rog shares firsthand lessons from Sierra’s exponential rise, detailing how intentional hiring, robust enablement, and cross-functional collaboration fuel sales success in cybersecurity. If you want to understand how to sustain momentum, empower your frontline managers, and scale responsibly, this is a must-listen episode. Don’t miss out—tune in to accelerate your own sales growth journey!Connect & Learn More:Connect with Steve Rog on LinkedInLearn more about Cyera here!Book time with Andrew Monaghan: Book hereFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you struggling to turn small niche security products into strategic, high-value revenue streams? Curious how to elevate your sales approach from feature dumping to genuine value conversations? Ever wonder why comp plans always seem so complicated—or how real sales leaders attract and keep A-players? This episode has got you covered.In this conversation we discuss: 👉 How uncovering real business value can turn “unsexy” products into multi-million dollar revenue drivers👉 Why “curiosity” and effective questioning often separates sellers from true sales leaders👉 Navigating comp plan chaos, hiring pitfalls, and the future human/AI sales landscape in cybersecurityAbout our guestThis week’s guest is Rob Amezcua, SVP of Worldwide Sales at Forescout. Rob’s leadership journey includes building and scaling cybersecurity sales teams, finding value in unexpected places, and sharing battle-tested wisdom from over two decades in the industry.SummaryRob Amezcua joins us for a candid, insight-packed discussion on building revenue engines in cybersecurity, from rethinking your product’s value to hiring and motivating great teams. Whether you’re struggling with transactional selling, comp plan confusion, or finding and keeping elite talent, Rob’s stories and strategies are a must-listen for modern leaders. Tune in and transform your sales approach today!LinksRob Amezcua on LinkedInForescout websiteBook a 30-minute meeting with AndrewFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you leading a cybersecurity sales team aiming for responsible, accelerated growth—but unsure how to scale without just adding headcount? Do you struggle to shift your messaging above the noise and communicate true business outcomes? Are you balancing highly technical sales cycles with the need to engage business buyers? If any of this sounds familiar, this episode is for you.In this conversation we discuss: 👉 Lessons learned from taking a cybersecurity startup from zero to a high-performing sales team and crossing key revenue milestones👉 How to navigate the balance between technical product details and selling on business value and outcomes👉 The importance (and timing) of scaling enablement and repeatable messaging as your go-to-market team growsAbout our guest:Nick LaBuz, VP of Sales at Endor Labs, is a seasoned cybersecurity go-to-market leader. He was the first sales hire at Endor, where he helped scale the team and drive rapid yet measured growth, building on prior success at Redlock.Summary:In this episode, Nick shares actionable insights on building high-growth sales organizations in cybersecurity, from defining your ICP and landing those crucial first deals to establishing effective enablement before your growth spirals out of control. Expect tactical advice on technical-to-business messaging and real examples from Endor Labs’ journey. Listen now and learn how to build a sales machine that drives meaningful, sustainable growth.Find Nick LaBuz on LinkedIn, explore Endor Labs, and if you want actionable advice on your cybersecurity go-to-market strategy, book a 30-minute call with Andrew.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you struggling to build a high-velocity partner program that actually drives revenue? Wondering how to structure channel margins and opportunity registrations to attract—and keep—great cybersecurity resellers? Curious about how emerging technologies and evolving needs are shaping the next generation of vendor-reseller partnerships? This episode, recorded live at RSA Conference 2025, dives deep into these questions with actionable insights from a top industry leader.In this conversation we discuss: 👉 How Valence Security has rapidly iterated its SaaS platform, focusing on remediation beyond just visibility👉 Strategies for recruiting, enabling, and incentivizing top-tier security VAR partners in a crowded market👉 Real-world feedback loops between product, partnerships, and sales to reduce friction and accelerate dealsAbout our guestJake Alosco is the VP of Global Partnerships at Valence Security, bringing nearly two decades of experience in channel sales, ecosystem building, and go-to-market strategy for cybersecurity vendors. Jake shares lessons from scaling Valence's partnership program and insights into what it takes to succeed with today’s partners.SummaryTune in to discover how Valence Security reimagines the reseller experience, advances its product based on partner feedback, and structures its GTM for win-win partnerships. Whether you’re running a partner program or trying to crack the channel code, this episode is a practical guide to amplifying your cybersecurity sales. Don’t miss these expert strategies—listen now!Connect & Learn More:Jake Alosco on LinkedInValence Security WebsiteBook a 30-Minute Meeting with Andrew MonaghanFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you struggling to identify the most lucrative customer segments for your cybersecurity solution? Wondering how new regulations are shaping buying behavior among OEMs and enterprises? Curious about how innovative technologies and partnerships can accelerate your go-to-market and revenue growth? This episode is packed with insights tailored for sales and marketing leaders at cybersecurity companies who are eager to drive faster and smarter sales outcomes.In this conversation we discuss:👉 Evolving the Ideal Customer Profile (ICP) for NetRise and adapting to changing buyer motivations👉 The growing impact of global regulations and software supply chain transparency on the cybersecurity sales landscape👉 How ecosystem and technology partnerships unlock new growth channels, especially through innovative data integrationsAbout our guest:Robbie Robbins is the VP of Business Development and Partners at NetRise. With a rich background in cybersecurity sales, BD, and partnerships, Robbie brings firsthand insight into scaling go-to-market efforts in one of the industry’s most dynamic segments.Summary:Tune in as Robbie Robbins shares how NetRise is adapting its GTM strategy, leveraging partnerships, and responding to regulatory headwinds to build awareness and accelerate sales. You'll hear actionable advice and real-world examples that can inform your own sales and marketing initiatives in the cybersecurity sector. Don’t miss this opportunity to learn what’s working from industry practitioners—listen now!Links:Connect with Robbie Robbins on LinkedInLearn more about NetRiseBook time with Andrew Monaghan: 30-minute meetingFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you a cybersecurity sales or marketing leader seeking new ways to stand out in a crowded market? Do you struggle with demonstrating real value to CISOs who have “seen it all” and are wary of generic pitches? Wondering how to engage technical buyers who know the ins and outs of your product’s shortcomings? This episode with Joe Silva, co-founder and CEO of Spektion, is packed with fresh perspectives on tackling these challenges head-on.In this conversation we discuss: 👉 The pitfalls and advantages of moving from practitioner to cybersecurity founder, and its impact on product-market fit👉 How Spektion approaches runtime vulnerability analysis to address long-standing pain points in vulnerability management👉 Lessons learned from launching a startup out of stealth, and go-to-market strategies for early-stage cybersecurity companiesAbout our guest:Joe Silva is the co-founder and CEO of Spektion, bringing a unique blend of experience as a former CISO at JLL and cybersecurity leader at TransUnion. With a background in military intelligence and product leadership at Symantec, Joe’s journey from practitioner to founder offers valuable insights for anyone looking to build, market, or sell innovative security solutions.Summary:This episode dives deep into building cybersecurity products that solve persistent enterprise pain points, understanding practitioner mindsets, and crafting messages that resonate with buyers. If you’re aiming to refine your go-to-market strategy or better connect with technical decision-makers, this conversation is a must-listen. Tune in for actionable advice and behind-the-scenes stories from one of the industry’s most interesting new CEOs.Connect with Joe Silva on LinkedIn, explore Spektion and book a 1:1 strategy call with host Andrew Monaghan here.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you struggling to differentiate your cybersecurity company in a sea of similar-sounding competitors? Wondering how to effectively position your solution in a market flooded with acronyms and overlapping technologies? Or are you trying to scale growth while navigating the complexities of partnership-driven sales? If so, this episode has some actionable insights to help you accelerate your go-to-market strategy and revenue growth.In this conversation we discuss: 👉 The challenge of defining and positioning “ASPM” in the crowded application security market👉 Legit Security’s partner-first, value-driven channel strategy for scaling growth👉 Real-world use of AI in sales and marketing to prioritize accounts and scale contentAbout our guest:Dave Howell is the Chief Marketing Officer at Legit Security, a leader in Application Security Posture Management (ASPM). Dave brings a wealth of experience in cybersecurity marketing and sales, and is passionate about building partner-led growth and leveraging AI to drive smarter go-to-market motions.Summary:In this episode, Dave Howell shares how Legit Security navigates the noisy ASPM market, crafts compelling messaging, and executes a channel-first strategy to engage enterprise customers. He delves into partnering best practices and the practical use of AI for go-to-market teams. Don’t miss this episode if you’re looking for strategic sales and marketing ideas that deliver results—tune in now!Connect with Dave Howell on LinkedIn, learn more about Legit Security, or book a meeting with Andrew Monaghan to level up your cybersecurity GTM strategy.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you struggling to build a customer success function in an early-stage cybersecurity startup? Wondering how to prove real value and drive renewals in a crowded threat intelligence market? Or are you curious about innovative approaches to proactive cyber defense that could give your GTM strategy an edge? This episode goes deep into these pressing questions and more, offering actionable insights for sales and marketing leaders looking to accelerate revenue growth.In this conversation we discuss:👉 The crucial role of customer success in young cybersecurity companies and how it impacts product adoption and renewals👉 Silent Push’s unique “indicator of future attack” approach and how educating the market on proactive threat intelligence challenges traditional thinking👉 Leveraging AI in customer success to deliver value, support onboarding, and help customers realize faster outcomesAbout our guest:Brad Arnold is the Chief Customer Officer at Silent Push, a fast-growing cybersecurity company focused on proactive threat intelligence. With a strong background in both technology and customer relationships, Brad leads CS, solutions engineering, and partner engagement to ensure clients derive maximum value and remain rabid fans.Summary:If your team wants to turn customers into your best sales force, cultivate durable renewals, and harness the power of proactive threat intelligence, don’t miss this episode. Hear firsthand how Silent Push prioritizes customer needs, delivers true value, and leans into AI to smooth onboarding and maximize impact. Tune in now and take your cybersecurity GTM strategy to the next level!Links:Connect with Brad Arnold on LinkedInSilent Push websiteBook a meeting with host Andrew MonaghanFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you struggling to differentiate your channel program in a crowded cybersecurity market? Wondering how to speed up your sales cycle and create more value for partners? Curious about what it takes to scale globally with varying partner expectations? If these questions hit home, this episode offers field-tested answers and bold new strategies.In this conversation we discuss:👉 The innovation behind Airlock Digital’s modern approach to application control and channel strategy👉 Tactics for increasing partner engagement and equipping channels for global success👉 The impact of AI and enablement tools for frictionless selling and channel growthAbout our guest:Patrick Dillon is the Chief Revenue Officer at Airlock Digital, a channel-first cybersecurity company founded in Australia. With over 20 years in Atlanta and international experience, Patrick is reshaping how Airlock’s technology and partner programs accelerate growth in global markets.Summary:Discover how Airlock Digital evolved its channel-first model to stand out in cybersecurity, enabling faster, more scalable deals with high win rates and robust partner margins. Patrick reveals actionable insights on enablement, incentives, and breaking into new regions—making this a must-listen for sales and marketing leaders aiming to grow sales and revenue. Tune in for the strategies that can help your team win faster!Learn more:Connect with Patrick Dillon on LinkedIn.Explore Airlock Digital Book a 30-minute meeting with host Andrew Monaghan here.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you struggling to scale your cybersecurity sales from mid-market to enterprise? Wondering how to build a high-performance sales team that consistently generates pipeline? Curious about what it really takes to win enterprise clients—and keep them? This episode of the Cybersecurity Go-To-Market Podcast dives deep into those challenges and offers candid, tactical advice from someone who’s done it.Mike Ferrari is the SVP Worldwide Sales at Doppel, the social engineering defense platform, and the fastest growing cybersecurity company in the A16Z portfolio.In this conversation we discuss: 👉 Strategic pivots in go-to-market for scaling from $5M to $10M+ ARR and addressing enterprise customers👉 Creating a high-performance sales culture with clear non-negotiables and regional field engagement👉 Leveraging channel partnerships as a force multiplier and delivering real value during the sales cycleAbout our guest:Mike Ferrari is Head of Sales at Doppel, a fast-growing cybersecurity startup specializing in social engineering defense. Having recently transitioned from a leadership role at a larger organization (BigID), Mike brings hands-on experience scaling sales functions through rapid company growth phases, with an emphasis on building talented teams and operational excellence in go-to-market execution.Summary:Mike Ferrari shares practical strategies for scaling sales in a cybersecurity startup, from segmenting sales teams for enterprise versus mid-market, to driving pipeline generation and building robust channel partnerships. Listen to learn how Doppel turns market demand into rapid growth—and what it really takes to achieve enterprise sales execution in a shifting threat landscape. Don’t miss the actionable insights for taking your team and revenue to the next level.Connect & Learn More:Mike Ferrari on LinkedInDoppel Company WebsiteBook a 30-Minute Meeting with Andrew MonaghanFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you struggling to scale your cybersecurity sales team effectively while launching a disruptive new product? Wondering how to build a winning go-to-market culture, especially when working channel-first? Trying to figure out how to attract and enable the right channel partners to drive real revenue growth? This episode dives deep into the practical strategies for sales and marketing leaders navigating these exact questions.In this conversation we discuss: 👉 Building a collaborative and competitive sales culture for transformative product launches👉 How to hire and empower the right “archetype” of sellers for complex, multi-stakeholder sales cycles👉 Channel-first go-to-market strategies—partner enablement, compensation, and driving adoption with the right partnersAbout our guest:Scott O'Rourke is the Chief Revenue Officer at Contrast Security, bringing a hands-on approach to building high-performing sales teams from the ground up. With a legacy of success scaling sales organizations at ZeroFox and beyond, Scott is now focused on launching Contrast’s Application Detection and Response (ADR) product to disrupt the application security market.Summary:Tune in as Scott shares his experience transforming sales teams, shifting to a channel-first strategy, and offering actionable insights on partner enablement, compensation models, and sales enablement—especially for cybersecurity companies with innovative offerings. If you’re leading sales or marketing in a fast-growing cybersecurity firm, don’t miss these hard-earned lessons and proven playbook. Listen now to unlock growth.Connect with Scott and Learn More:Scott O'Rourke on LinkedInVisit Contrast SecurityBook time with the host: 30-minute meetingFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are your sales reps struggling to implement the playbook you’ve invested so much in? Do you wish you could drive higher conversion rates without simply adding more headcount? Wondering how to use modern sales enablement to make your team smarter, faster, and more adaptive in every single call? This episode delivers practical answers for cybersecurity sales leaders striving for dramatic revenue growth.In this conversation we discuss: 👉 How to eliminate non-selling work and enforce playbook adherence using just-in-time enablement👉 Making enablement a real force multiplier through real-time role playing and AI-driven call prep👉 Why content delivery, not just content storage, is the new frontier for improving sales performanceAbout our guest:Ron Baden, Head of Sales at GTM Buddy, brings to the table decades of sales leadership experience and deep expertise in sales enablement. Having led teams at multiple enablement software companies, Ron specializes in scaling go-to-market teams and driving real behavioral change for revenue results.Summary:Ron shares actionable insights on bridging the execution gap in cybersecurity sales teams by refocusing on in-the-moment coaching, smarter sales enablement tech, and eliminating time-wasting tactics. Whether you’re chasing $10M ARR—or just maximum impact—this episode is packed with candid advice. Don’t miss it: listen now and accelerate your path to hitting ambitious revenue targets!Connect with Ron Baden on LinkedIn and explore GTM Buddy at GTMBuddy.ai. Want to dig deeper? Book a 30-minute meeting with host Andrew Monaghan.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you struggling to convince enterprise buyers to trust your early-stage cybersecurity startup? Wondering how to differentiate technical innovation in a crowded market? Curious about how device identity and hardware-bound credentials can change the sales conversation? In this exciting episode, we dive deep into device identity and discuss what it takes to build trust and credibility for a new security standard—directly from a finalist of the RSA Conference Innovation Sandbox.In this conversation we discuss: 👉 The challenges and opportunities of tying access controls to hardware for higher security and easier enterprise adoption👉 How Smallstep’s collaboration with Google led to a new security standard that major vendors like Apple are adopting👉 Lessons for founders on selling to Fortune 500s and scaling enterprise relationships from the ground upAbout our guest:Mike Malone is the CEO and founder of Smallstep, a device identity platform company. With a background in engineering and extensive experience in standards development (including collaborations with Google, Apple, and more), Mike shares real go-to-market stories and hard-earned lessons from building in cybersecurity.Summary:Don’t miss this episode if you want actionable insights on enterprise go-to-market, security innovation, and emerging standards. Mike Malone reveals both the promise and pain points of championing a new protocol in cybersecurity—and how to “celebrate the wins” as your startup drives adoption with the largest enterprises. Tune in now to hear how Smallstep is paving the way for hardware-bound device identity!Learn more and connect:Mike Malone on LinkedInSmallstep WebsiteBook a strategy session with Andrew MonaghanFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you struggling to help SOC teams move beyond alert fatigue and scale investigations effectively? Curious how innovative startups are transforming security operations by empowering analysts, not just automating them? Wondering what truly sets apart the next wave of cybersecurity platforms—and what you can learn from their go-to-market approach? This episode delivers deep insight and practical lessons from the cutting edge of security operations.In this conversation we discuss:👉 How codifying decades of incident response expertise, automation, and AI creates a new paradigm for security operations platforms👉 Why UI/UX excellence is now a market differentiator and critical for both adoption and user satisfaction👉 Lessons learned on going to market stealth versus out-loud—and why transparency and thought leadership are Command Zero’s strategic pillarsAbout our guestDov Yoran is the CEO and co-founder of Command Zero, a finalist for the 2025 RSA Innovation Sandbox and a multi-time cybersecurity founder. With over 30 years in the industry, Dov brings extensive leadership and operational insight from building and scaling cybersecurity startups. His track record includes pioneering new approaches to combining human expertise, automation, and AI for SOC teams.SummaryJoin us as Dov Yoran shares how Command Zero is reimagining security operations for overworked, tool-fatigued SOC analysts, and why UX is becoming a competitive edge in enterprise cybersecurity. Get actionable insights on stealth launches, market validation, and why company culture and openness win. Listen now for strategies to drive go-to-market growth in your own cybersecurity offering!Connect with Dov Yoran on LinkedIn and learn more about Command Zero at commandzero.ai. Book a meeting with host Andrew Monaghan here.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you confident your organization’s data is secure as employees rapidly adopt new AI tools? Are current security gateways truly enough to protect sensitive information in the age of AI? How can visibility into AI app usage transform your go-to-market efforts in cybersecurity sales? If these questions hit home, this episode is for you.In this conversation we discuss: 👉 The growing gap between traditional security measures and the reality of employee AI tool adoption👉 Aurascape’s innovative approach to “AI security” using intelligent agent-based technology👉 How showing true AI usage visibility creates ‘aha’ moments for CISOs and jumpstarts the sales processAbout our guest:Moinul Khan is the CEO and co-founder of Aurascape, a fast-growing cybersecurity startup. With over 25 years of experience, including roles at Netskope and a visionary background in AI-native defense, Moinul has led Aurascape to be a 2025 RSA Innovation Sandbox finalist.Summary:Tune in to hear Moinul Khan share how Aurascape delivers the visibility, control, and speed enterprises need to stay ahead of the AI security curve—and why sales teams should rethink the conversation about AI risk. Learn what triggers CISOs to act and how to leverage these insights to create faster sales momentum. Don’t miss this chance to hear firsthand what innovation looks like for security go-to-market.Links:Connect with Moinul Khan on LinkedinExplore Aurascape: Company WebsiteInterested in discussing your go-to-market strategy? Book a meeting with Andrew MonaghanFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you struggling with defining your ideal customer profile (ICP) while ensuring successful pipeline generation? How can you effectively balance investments in brand and pipeline to maximize ROI? Curious about strategies to differentiate your product in a crowded cybersecurity market? Dive into this episode for insights on these common challenges and learn actionable strategies to enhance your sales and marketing efforts.In this conversation we discuss: 👉 The importance of defining and evolving your ICP for effective pipeline generation. 👉 Strategies for balancing brand and pipeline investments for broader company growth. 👉 Differentiation techniques to stand out in the competitive cybersecurity space.Join Sri Sundaralingam as he delves deep into effective pipeline generation strategies, the significance of precise ICPs, and investment optimization for cybersecurity companies. Gain actionable insights on how to position your brand distinctly in the market, ensuring sustainable growth. Tune in to this episode and take your cybersecurity sales strategies to the next level!Connect with Sri Sundaralingam on LinkedIn and visit his Xage Security. To discuss these strategies further, book a time with me here.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)🤔 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 understanding prospects and their problems in early onboarding stages.👉 Aligning onboarding goals with measurable objectives like prospecting ability and handling first meetings.SummaryIn this episode, Andrew Monaghan tackles the crucial topic of new hire onboarding for cybersecurity sales teams. Learn how to develop a program that turns fresh recruits into seasoned sales professionals capable of driving revenue. Delve into strategic steps designed to meet challenging goals and ensure your team is equipped for rapid growth. Tune in to discover how to build a robust onboarding framework that positions your team for immediate impact.Connect with Andrew Monaghan on LinkedIn, visit Unstoppable.do, or book a meeting for a personalized consultation.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)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 teamAbout our guestJonathan Mahan is a former cybersecurity seller who now runs the Practice Lab, a business dedicated to bridging the gap between knowing and doing in sales teams. Jonathan has spent years learning how to apply principles of deliberate practice to sales, making him an expert in transforming knowledge into effective action during live sales calls.SummaryIn this episode, Andrew Monaghan and Jonathan Mahan delve into the nuances of sales training and why traditional methods often fall short. They explore how deliberate practice can drive genuine behavior change and offer practical exercises to enhance critical skills like curiosity and empathy. If you're a sales leader looking to make your training stick, this episode is a must-listen! Tune in now.LinksJonathan Mahan on LinkedInThe Practice Lab WebsiteBook a 30-minute meeting with Andrew MonaghanFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)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.Andrew Monaghan, the host of the Cybersecurity Go-To-Market Podcast, discusses insights and strategies for Cyber Donut from his expertise in the cybersecurity sales domain.SummaryJoin Andrew Monaghan as he breaks down how Cyber Donut plans to hit $10 million ARR in 2025, the critical sales strategies for boosting ASP, and key improvements needed for conversion rates. Whether you’re facing challenges in sales execution or looking for actionable insights, this episode offers a comprehensive game plan. Don’t miss it! Listen now to drive your sales and revenue growth faster.Links and ResourcesAndrew Monaghan on LinkedInUnstoppable DOBook time with Andrew MonaghanTune in, learn, and boost your sales performance!Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)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 bankAbout our guest: Leron Kornreich is a seasoned public relations expert specializing in tech vendors. Starting her career in cybersecurity PR, Leron has orchestrated highly successful media campaigns and now runs a PR company renowned for its insights and strategic acumen.Summary: Dive into this episode of the Cybersecurity Go-To-Market Podcast as Leron Kornreich and Andrew Monaghan uncover essential PR strategies that can elevate your brand’s media presence. Learn how to leverage original analysis, industry events, and strategic analyst relationships to boost your company’s visibility and credibility. Tune in now and supercharge your PR game!Useful Links:Connect with Leron Kornreich on LinkedIn:LinkedInVisit Leron's Company Website:si14global.comBook a Meeting with Andrew Monaghan:30-Minute MeetingFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)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 and alignment during the POV periodAbout our guest: Alexei Rubinstein is the VP of Sales, Engineering, and Customer Success at Morphisec. With over 12 years of experience building successful POV processes at five companies, Rubinstein brings invaluable insights into optimizing POV to sales conversion rates.Summary: Discover how Alexei Rubinstein's expert framework can transform your POV process, ensuring timely, engaging, and successful evaluations. This episode is packed with actionable strategies to increase your conversions and grow your revenue. Tune in to unlock these insights now!Connect with Alexei Rubinstein:LinkedInMorphisecBook a 30-minute meeting with Andrew Monaghan: Schedule hereFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)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 problem. 👉 Identifying and targeting your Ideal Customer Profile (ICP) for more effective marketing. 👉 Leveraging proprietary data and privacy considerations for impactful content marketing.About our guest: Rob Sobers is the CMO at Varonis, where he directs marketing efforts to protect organizations from cybersecurity threats. With over 10 years of experience, his insights are crafted from a background in both technical and marketing roles, bringing a unique perspective on effectively growing and positioning cybersecurity companies.Summary: In this engaging episode, Rob Sobers advises on achieving rapid growth while avoiding common pitfalls like unnecessary rebranding. With practical tips on targeting the right audience and creating valuable content, this episode is a must-listen for cybersecurity marketing leaders. Don’t miss these essential strategies—tune in now!Connect with Rob Sobers on LinkedIn and learn more about Varonis on their website. Interested in discussing tailored go-to-market strategies? Book a meeting with me here.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)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 and problem-focused demos 👉 The importance of combining discovery and demo in one conversation 👉 Practical approaches to scaling your sales team and managing costsAbout our guest: Damian Tommasino is a seasoned cybersecurity sales advisor with extensive experience in driving growth and scaling startup operations. Currently advising Cybr Donut, Damian is an advocate for innovative sales methodologies that focus on deeply understanding and addressing customer pain points.Summary: Join Andrew Monaghan and Damian Tommasino as they dive deep into effective sales strategies for cybersecurity companies. Damian shares his rich experience and unique approaches to improving demo engagement, customizing sales conversations, and navigating the challenges of scaling a startup. Tune in to gain practical insights and actionable tips to elevate your sales performance.Connect with Damian Tomasino on LinkedIn and explore Cybr Donut's innovations here. For a personal consultation with Andrew Monaghan, book a meeting here.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)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.About our guest: Josh White is the Senior Vice President of North America for Intaso and a trusted advisor in the recruitment domain, particularly for cybersecurity startups. He brings extensive experience in hiring top sales and marketing talent to drive revenue growth.Summary: Join Andrew Monaghan and guest Josh White as they delve into essential recruitment strategies for cybersecurity companies, specifically for Cybr Donut. Learn about optimizing hiring timelines, identifying the right leadership qualities, and aligning company needs with hiring decisions. Tune in to understand how Cybr Donut can achieve its ambitious growth targets through strategic hires. Listen now for actionable insights!Connect with Josh White:Josh White on LinkedInIntaso's WebsiteBook a 30-Minute Meeting with Andrew MonaghanCybr Donut WebsiteFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)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. 👉 Strategies for collecting and leveraging customer discovery data to guide marketing investments. 👉 Proactive event strategies to enhance face-to-face interactions and follow-up engagements.About our guestJoseph Barringhaus is the VP of Marketing at Sonrai Security. With an unconventional career transition from working in a church to cybersecurity, Joseph brings a wealth of experience in field and event marketing and is known for his innovative approach to pipeline generation and customer engagement strategies.SummaryJoin us as Joseph Barringhaus shares actionable insights into improving your sales and marketing alignment, optimizing event strategies, and utilizing customer data effectively. From leveraging social proof to creative out-of-home advertising, Joseph's expertise provides a roadmap for scaling your cybersecurity business. Don't miss out on strategies that can propel your company towards the $10 million ARR milestone. Listen now!LinksJoseph Barringhaus on LinkedInSonrai Security WebsiteBook a 30-minute meeting with Andrew MonaghanFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)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 trust and authentic connections in cybersecurity sales.👉 The importance of continuous qualitative customer research for more actionable go-to-market strategies.About our guest:Dani Woolf, CEO of Audience 1st, brings extensive experience in cybersecurity marketing and a passion for customer-centric approaches. With hundreds of customer and buyer interviews, she provides invaluable insights into understanding and connecting with security buyers on a deeper level.Summary:Join Andrew Monaghan and Dani Woolf as they delve into the nuances of building trust in cybersecurity sales. Learn why skipping customer insights can be detrimental and discover tactics for fostering genuine connections with buyers. Dani offers actionable advice and personal anecdotes that illustrate the power of curiosity, empathy, and authentic engagement. Don't miss this enlightening conversation—tune in now!Links:- Connect with Dani Woolf on LinkedIn- Visit Audience 1st- Let's connect! Book some time with me hereFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.