Cyber Go-To-Market Talk | Cybersecurity B2B Sales, Marketing & Revenue Growth

Andrew Monaghan
  • 4.9 (27)
  • Management
  • Updated Weekly

The podcast that tackles the question: How can cybersecurity companies grow sales faster? Growing a cybersecurity company is rarely limited by a lack of people. More often, growth stalls because cyber sales execution, onboarding, forecasting, and leadership aren't keeping pace with the opportunity.Hiring more sellers doesn't solve that.Neither does chasing the latest go-to-market trend without a repeatable system for revenue growth.The companies that consistently outperform their competitors build stronger cyber sales leadership, faster seller ramp times, more predictable revenue forecasting, healthier pipeline generation, and disciplined go-to-market execution. That's what this show explores.The Cyber Go-To-Market Talk is a podcast for cybersecurity sales leaders, CROs, founders, CEOs, marketers, and revenue teams who want to improve cybersecurity sales performance and build more predictable revenue growth.Cybersecurity sales training expert Andrew Monaghan talks with cybersecurity CROs, revenue leaders, sales executives, founders, and operators about the real work behind scaling sales teams, improving forecast accuracy, building revenue pipelines, onboarding cybersecurity sellers, creating demand, and executing cybersecurity sales strategy.You'll hear practical lessons on cyber sales leadership, cybersecurity sales training, sales onboarding, revenue forecasting, pipeline quality, sales coaching, revenue operations, cybersecurity go-to-market strategy, and the systems that help cybersecurity companies grow faster.Whether you're leading a revenue organization, building a cybersecurity sales team, or working to improve cyber sales performance, each episode is designed to help you make better decisions and execute with greater confidence.Popular Episode Topics Include: Cyber Sales Leadership, Cybersecurity Sales Strategy, Cybersecurity Sales Performance, Sales Onboarding, Seller Ramp Time, Cybersecurity Sales Training, Sales Enablement, Revenue Forecasting, Sales Forecasting, Predictable Revenue Growth, Forecast Accuracy, Go-To-Market Execution, Security Go-To-Market, Cybersecurity Go-To-Market Strategy, GTM Execution, Pipeline Generation, Pipeline Quality, Demand Creation, Cybersecurity Pipeline Growth, Revenue Pipeline, Scaling Sales Teams, Sales Hiring, Sales Coaching, Revenue Operations, Cybersecurity CRO

  1. 1d ago

    Stop Treating Agentic Cybersecurity GTM Like a Sales Project: Kristen Twining SVP Sales @ Reco

    Kristen Twining is the SVP of Sales at Reco, a company that secures AI and agents, and she's rebuilding its go-to-market to be AI forward. Her argument is that agentic GTM can't be a sales project. She explains why marketing and RevOps have to be in it from the start, what she told her reps when she pulled their tech stack, and the go-to-market engineer hire nobody knew existed a year ago. In this episode Why Kristen calls it "a company agentic motion" and who has to be in the roomThe unglamorous foundation work: data, the CRM, access and the tech stackWhat she told her reps when she took the traditional tech stack awayHow scoring for signal cut Reco's outbound target list by about 80%The manual middle: reps working their lists with a go-to-market engineer while the automation catches upWhat a great go-to-market engineer looks like, and why the job description took five or six draftsHer favorite AI interview question for BDRs and AEs, and the answer her dad in his 70s would giveOverrated or underrated: Black Hat, a degree in sales, and work-life balanceAbout the guest Kristen Twining is SVP Sales at Reco, which she joined in January 2026 after running Americas sales at FireMon, global sales at Illusive, ITDR sales at Proofpoint and a long run at HPE. She also hosts the podcast My Stilettos Hurt. Notable quotes "You can't confuse that with, I'm building a sales agentic motion. This is a company agentic motion.""Nobody even knew what a GTM engineer was a couple years ago, maybe even a year ago.""There's a language to AI and there's a translation."Chapters 00:00 Intro 03:28 Spin the wheel 04:23 Why Kristen went AI-forward 07:14 The unglamorous foundation work 11:14 A company motion, not a sales one 12:26 Cutting the target list by 80% 19:37 Hiring for an AI-forward sales team 30:43 The go-to-market engineer 35:39 My Stilettos Hurt 41:11 Overrated or underrated Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

    Stop Treating Agentic Cybersecurity GTM Like a Sales Project: Kristen Twining SVP Sales @ Reco

  2. 3d ago

    Doubling a Sales Team in 2 Months Without Dropping Standards | Lauren Lynch, Cyber Sales Leader

    When Wiz brought in new go-to-market leadership and decided to go big, Lauren Lynch's commercial org went from about 40 people to more than 80 in a couple of months. She explains why hiring at that speed made her process tighter, not looser, and walks through the steps she used at Wiz and took with her to Drata to keep the bar where it was. If you are about to scale a cyber sales team, this is the episode to hear first. In this episode The numbers behind the Wiz commercial build: 35 to 65 AEs, 4 to 12 RDs, and three new RVPsWhy a hot brand and a flood of inbound applicants made defining "good" more important, not lessHer process stage by stage: a casual 30 minutes, a deeper hour, 3 or 4 cross-functional interviewers with assigned roles, and a final presentation panelThe "my why" slide, and why she wants the panel to meet the person, not just the resumeHow the panel catches candidates who interview well, including AI-written prospecting samplesThe one question she uses to test coachabilityWhat changes when the hire is a leader: more time, sometimes a flight, and backchannel references before the first callKeeping a team focused on the number while new leadership rewrites the playbookAbout the guest Lauren Lynch has spent more than a decade scaling sales teams in cybersecurity: nearly ten years at Rapid7, then commercial sales leadership at Snyk and Wiz, where she was AVP of Commercial Sales for the Americas. Most recently she was VP of Sales, North America at Drata. Notable quotes "It was really important that we defined what good looked like and what the right profiles were that we wanted to go after because there was no shortage of talent.""A leadership hire is a way more expensive mistake to make if you do it the wrong way.""If they fall apart in that, no matter how likable they were or how good the answers were, I just can't move forward."Chapters 00:00 Intro and the spin of the wheel 03:48 Rapid7 and the in-office sales floor 09:20 Joining Wiz to build mid-enterprise 10:50 Hypergrowth: about 40 people to 80+ in a couple of months 14:29 The hiring process, stage by stage 19:30 How she tests for curiosity 23:42 The panel that exposes weak candidates 25:24 Hiring first-line leaders 29:25 Testing for coachability 33:19 Twenty-one days later: the Wiz leadership change 36:29 Leading a team through new GTM leadership 46:30 What she took to Drata 50:24 Enablement and AI call analysis 53:17 It's personal: the wheel questions Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

    Doubling a Sales Team in 2 Months Without Dropping Standards | Lauren Lynch, Cyber Sales Leader

  3. Oct 1

    Why a CISO Bets on a Startup Over Crowdstrike: Robbie Tyrie, Fractional CISO

    You've nailed the demo and the POV, and then procurement asks why they'd bet on you instead of CrowdStrike, Palo Alto or Zscaler. Robbie Tyrie has been the buyer on the other side of that question at some very large organisations, and he said yes to the startup more than once. He walks through the math he ran, what he wanted back from the vendor in return, and the trial structure he says a buyer can't argue with. Now a fractional CISO for 50 to 200 person companies, he also explains why buyers stopped turning up at trade shows and what he responds to instead. In this episode The two answers a big vendor gives when you ask for a feature (neither of them are that helpful)Robbie's math on the risk of a startup vendor: what you actually stand to lose is a couple of monthsWhy smaller vendors treated him "more on a human level", reacted faster in 99% of cases, and gave a better deal than tools costing hundreds of thousands of dollarsWhat "work with them" means in practice: quarterly meetings, and knowing the CEO, head of development and head of customer ops instead of an account manager juggling several accountsHow he de-risked the bet: an agreed baseline, get-out clauses, and an open source tool running in parallelThe FNZ story: a startup pen test vendor covering 100+ wealth management clients, and the six extra tests that earned everyone kudosThe managed free trial: two weeks, a month maximum, run as a mini case studyWhy buyers aren't at RSA or InfoSec any more, and the Chamber of Commerce talk that landed him a CEO clientWhat JP Morgan did to Fortify's roadmap, and how Robbie would stop your biggest customer doing it to youAbout the guest Robbie Tyrie has spent 26 years in IT and cyber security across the Scottish Government, NHS Scotland, Tesco Bank, J.P. Morgan, Clydesdale Bank, Aegon and FNZ Group, where he ran the Cyber Fusion Centre and application security, before joining pen testing startup OSec as CTO. In 2026 he founded Torridon Cyber, where he works as a fractional CISO for fintech scale-ups getting ready for SOC 2, ISO and enterprise buyers. Notable quotes "So is the risk really there? At the end of the day, what are you going to lose? A couple of months' time putting some effort in at your side, for what?""If it's a big vendor and you're asking for a feature, they'll probably turn around and say one of two things. First thing is no, or yes, that'll cost $100,000 and we'll have it delivered in 6 months.""You're just a bit-part player, no matter how big you are."Chapters 00:00 Why a buyer would bet on a startup over CrowdStrike 04:02 Robbie's early days helping startups with pen testing 07:15 The 50 to 200 person company: the CTO is still running security 08:22 Security as a business enabler, not a cost centre 11:56 Big name or startup? How Robbie decided as a buyer 13:24 What "work with the vendor" actually means 14:21 Mitigating the risk: baseline, get-out clauses, open source in parallel 15:32 The FNZ story: a startup pen test vendor across 100+ clients 18:00 Coaching a founder to win mid-market early adopters 19:55 What's changed about getting in front of buyers 24:57 The managed free trial 25:53 Going around security to the COO 27:55 The Chamber of Commerce and the "knitting club" 31:12 Field CISOs: do they work? 33:01 The AI governance wave, and building your own LLM 40:02 Cyber Donut hot seat: what JP Morgan did to Fortify Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

    Why a CISO Bets on a Startup Over Crowdstrike: Robbie Tyrie, Fractional CISO

  4. Sep 29

    How to Sell to the CISO: David Gee, who is a ... CISO

    David Gee is the former CIO and CISO at storied companies such as HSBC and Eli Lilly. Rather than quietly disappear in his retirement, he's been writing books. And not just any books, two of his published books are "A Day in the Life of a CISO" and "How to Sell to the CIO and CISO". And not just tiny little ebooks! Each of them is 500 days of details. Specifics. Stories. Advice. Explanations. Basically everything you need to raise your game selling to senior security and IT leaders. In this episode  Why the CISO's default rule is one in, one out, and what the CFO says that makes it soThe exception: a new category the current stack doesn't cover, and why it's worth the extra procurement work and intensive POCsSecurity budgets are "one pot of money," and AI is now crowding it. Some boards are asking whether AI could replace whole packagesWhy the strategy that's already written down is too late for you, and the 12 to 15 month window before anything is budgetedThe two-sentence intro that got a meeting with a large Australian company agreed within hours"AI alerts are 9 times more chatty": the one soundbite that made David stop a startup mid-pitchThe three Cs of trust, and why swapping the A team for the B team after the contract is the mistake CISOs rememberWhat David wishes CIOs understood about security, including the HSBC mobile banking storyAbout the guest  David Gee spent around twenty years as a CIO, including at Eli Lilly, before deliberately moving into the CISO chair at HSBC Asia Pacific. He now sits on boards, advises a small number of startups, and has written three books, the latest being How to Sell to the CIO and CISO. Notable quotes "The CFO's telling you, hey, stop buying new crap from new vendors. Can you just use the vendors we have?""The strategy that's been written down and being executed often is too late.""I can't just spam them because you asked me to. That would be going against my book."Chapters 00:00 Why a CISO wrote a book for salespeople  10:39 Guarding the network, and getting in before the budget exists  13:05 What a CISO actually wants from a first meeting  17:29 Building trust: the three Cs  21:28 Selling change, and why procurement slows it down  23:10 How a CISO's career stage changes what they'll buy  26:50 The CIO and CISO tension, and the HSBC story  30:25 Turning the CFO into an ally  33:45 Startups, one in, one out, and AI  39:41 Where vendors fit after the sale  41:10 What to bring to the CISO meeting  46:39 Overrated or underrated  Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

    How to Sell to the CISO: David Gee, who is a ... CISO

  5. Sep 24

    Why This CISO Buys From Cyber Startups First - Zach Lewis, CISO @ University of Health Sciences and Pharmacy

    Zach Lewis runs IT and security at a university on a tight budget, and when he needs a problem fixed, he goes looking in the startup community. He's been a sub-10 customer at Concentric AI, a very early customer at Island, a design partner for Jazz DLP, and he ran an email security product from a barely-out-of-stealth startup for four years. He explains what he gets for buying early, what he needs to see before he'll take the bet, and why your LinkedIn message almost certainly isn't how you'll reach him. In this episode Why a four-year run with a sub-10 email security startup turned Zach into a repeat startup buyerThe trade he makes for being early: lower pricing locked in for three or five years, and features built in weeksWhat he watches during a design partnership: the whole problem solved, the team growing, the product moving fastHow his DSPM vendor ended up working like a remote member of his teamWhy nobody inside the university pushed back on buying from startups10 to 20 LinkedIn pitches a day, three replies in seven years, one purchase, and where he finds new vendors insteadHow a deal actually gets funded in a July-to-June budget, and why something usually gets switched off firstWhy two out of three startups he sees are pitching shadow AI, and why he covered it with tools he already hadAbout the guest Zach Lewis is CIO and CISO at the University of Health Sciences and Pharmacy in St. Louis, a Venture Advisor at Glilot Capital Partners, and the author of Locked Up (Wiley, 2026), the story of his university's response to a LockBit ransomware attack. He was named Non-Profit CISO of the Year in 2023. Notable quotes "I've done a 5-year on a couple startups just because we want to lock in that low pricing.""Best email security product I've ever seen.""I don't think anyone even really knew they were a startup, nor did they care."Chapters 00:00 Intro03:18 Advising at Glilot and the St. Louis "cyber mafia"07:23 What he listens for in a first startup conversation09:31 How a design partnership really works13:37 Why legacy DLP failed and what Jazz does differently16:41 His first startup bet: email security20:00 Price, multi-year lock-ins, and features in weeks21:00 How much time early-stage vendors actually take23:38 Does anyone push back on buying from startups?24:38 Sorting out AI security without adding tools28:04 "Stop messaging me on LinkedIn," and what works instead33:28 How deals close: budget cycles, sunsetting, the CFO39:09 Buying after a breach41:00 Locked Up43:31 Visionary or smoking crack Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

    Why This CISO Buys From Cyber Startups First - Zach Lewis, CISO @ University of Health Sciences and Pharmacy

  6. Sep 22

    Your First VP of Sales Didn't Fail. You Skipped a Stage. Matt Calligan @ ArmorText

    Cyber startups churn through heads of sales, and the usual explanation is a bad hire. Matt Calligan, Director of Growth Markets at ArmorText, argues something different. Founder-led product-market fit only proves the founder can sell, and there's a stage between that and scale that most companies skip. He calls it the Vanguard stage and lays out what has to be true before anyone hands a VP of Sales a number. In this episode Why early cyber buyers are "buying access to the founder," not the productThe four lights that have to turn green before you scale: a defined motion, a non-founder who can sell it, proof at volume, and junior reps who can run it without churnWhy junior AEs vs. a seasoned VP is a false binary, and the personality type Matt hires for insteadWhy your President's Club rock star is often the wrong person for the first seatHow ArmorText's founder-run hour-long demo became a five-minute UI walkthroughWhat to do when your founder won't let go of the long feature demoHow the unicorn math of a VC fund pushes founders to skip the middle stageAbout the guest Matt Calligan is Director of Growth Markets at ArmorText, which builds secure out-of-band collaboration for incident response teams. He has spent two decades in enterprise sales, including co-founding Influents as VP of Sales, and has worked on ArmorText's go-to-market since 2018. Notable quotes "If your process is still requiring the founder, then what you have is a founder and an AE in a trench coat." (tightened)"This stage takes as long as it takes.""Founders are always salesperson number one."Chapters 00:06 Welcome and the spin-the-wheel game01:51 Why cyber startups go through three heads of sales05:16 What product-market fit actually proves08:57 Founders are always salesperson number one11:20 Fund math and the pressure to skip steps16:11 Why cyber's chasm is inverted18:49 The four lights of the Vanguard stage21:28 Who to hire for the first seat24:48 Do it a hundred times: hearing why the baby is ugly26:32 From a 60-minute demo to five minutes30:40 How to get the founder to let go32:52 When to stop preserving runway and floor it38:47 The reverse channel program43:35 Questions to ask before joining as a founding AE45:57 Differentiation teardown Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

    Your First VP of Sales Didn't Fail. You Skipped a Stage. Matt Calligan @ ArmorText

  7. Sep 15

    The Cybersecurity Sales Channel That Appeared Out of Nowhere: Scott Johnson, CEO @ Amplifyd

    Sales channels in cybersecurity have been the same list for years: ads, LinkedIn, cold calling, cold email, ABM, inbound. Then AI search turned up and started sending qualified, bottom-of-funnel leads straight to BDRs. Scott Johnson runs an SEO and GEO agency that works only with cybersecurity companies, and in this episode he lays out what is actually happening in that channel, why most cyber vendors are invisible or badly described inside it, and what to do about both. In this episode Why some cyber companies are already seeing 5% of new business come from AI search, and why nobody can see it in their numbersThe Apollo study Scott cites: visitors from Google convert at 2.8%, visitors from AI search at 14.2%The incognito test he wants every listener to run tonight, and why it will make them uncomfortableWhy AI has learned to skip marketing language, and what it cites insteadThe testimonial format that works on AI: a close rate and a timeframe, not a complimentWhy the self-promotional listicle, a cheat code for two years, now hands visibility to your competitorsWhat to measure instead of brand mentions, and how to get attribution when the click never happensWhere the hype has run ahead of reality, in the words of someone selling the serviceAbout the guest Scott Johnson is the Founder and President of Amplifyed, an SEO and GEO agency working exclusively with cybersecurity and SaaS companies. He has been in SEO since 2010, ran a branding agency before this one, and Amplifyed landed at number 1,957 on the 2025 Inc. 5000. Notable quotes "CMOs tell me, “When I go into Claude and look for our service, I see our competitors and it's driving me crazy."”"AI is so thirsty for data points.""If you want to feel uncomfortable, go do that. Cause you will see what AI thinks of you."Chapter timestamps 01:40 Nothing in seventeen years of SEO has moved like this 02:27 The sentence cyber CMOs open with, and the channel that came from nowhere 04:50 What you can and cannot see about how buyers search 07:53 The conversion numbers, and the incognito test 10:22 Reputation, quality content, and why PR is having a moment 12:04 Testimonials AI will actually cite 19:29 AI slop, and the four-minute recording that replaces it 24:29 Measuring visibility without fooling yourself 26:49 Write the problem, not the product 29:55 Why listicles started backfiring 33:07 Where the hype has run ahead of the leads 39:38 Spin the wheel: overrated or underrated Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

    The Cybersecurity Sales Channel That Appeared Out of Nowhere: Scott Johnson, CEO @ Amplifyd

  8. Sep 8

    Why Your Best Cyber Sales Rep, Not Your CRO, Drives AI Adoption: Tal Peretz CEO & Co-Founder at OnFire

    Most cyber companies bought the Claude or ChatGPT seats, handed them to every rep, and are now asking "now what?" Tal Peretz, co-founder and CEO of Onfire AI, has watched that play out across hundreds of mid-market and enterprise security vendors, and his answer is to stop pushing from the top. Start with your best rep and let the rest of the team chase him. Then take the same idea outside: skip the CISO, find the director who owns the budget, and make him the one who carries you up. In this episode The three tiers of AI adoption Tal sees in cyber sales teams, and why 85 to 90 percent are stuck at "we gave it to the rep"Why he starts every rollout with the A-players even though they're rarely the best AI usersThe on-site workshop where one rep's transformed week pulled his whole region along"Five by five": the agent that picks a rep's five accounts and five prospects for the week, and why each rep tweaks itWhy trust from the front line, not the tooling, makes or breaks an AI transformationOnly about 2 percent of account entries go through the CISO, so at $50M to $100M ARR the target is the directorWhy "agentic SOC" vendors pitching the CISO are talking to the wrong personHow to reach out on a signal without sounding like a creeper (and why you never mention Reddit)Tal's 2030 take: reps flip from 80 percent admin to 80 percent selling, and quotas go with itAbout the guest Tal Peretz is co-founder and CEO of Onfire AI, an AI-driven GTM platform for companies selling to technical buyers. Before Onfire he was CTO at OwnID and spent nearly seven years in Israel's Unit 8200, the last two as Head of R&D. Notable quotes "Sales is a competition. Once you put the best reps first with the AI, everyone wants to fall in line.""Probably your best reps are not the best with AI yet.""If you have fifty million of ARR and you need to grow to 100 million, the CISO is not your target.""Everyone goes to the CISO. So you go to that person, and no one is connecting with him."Chapter timestamps 00:04 Why an 8200 alum built for salespeople, not cyber 01:55 Spin the wheel: visionary or smoking crack 02:51 Three tiers of AI adoption in cyber GTM 05:24 Start with your best rep, not your CRO 08:15 The five by five use case 11:09 Scoring your whole TAM off five years of closed-won 16:39 The three barriers to agentic GTM (and the one that matters) 21:16 Quality beats volume: the A/B test with people 26:46 Only 2 percent get in through the CISO 30:59 The SOC example: hundreds of vendors, one buyer 32:40 Where the real signals live: Reddit, Discord, GitHub 38:11 How to reach out on a signal without being a creeper 41:34 What Onfire is building next 43:41 Visionary or smoking crack: the reveal Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

    Why Your Best Cyber Sales Rep, Not Your CRO, Drives AI Adoption: Tal Peretz CEO & Co-Founder at OnFire
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4.9
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About

The podcast that tackles the question: How can cybersecurity companies grow sales faster? Growing a cybersecurity company is rarely limited by a lack of people. More often, growth stalls because cyber sales execution, onboarding, forecasting, and leadership aren't keeping pace with the opportunity.Hiring more sellers doesn't solve that.Neither does chasing the latest go-to-market trend without a repeatable system for revenue growth.The companies that consistently outperform their competitors build stronger cyber sales leadership, faster seller ramp times, more predictable revenue forecasting, healthier pipeline generation, and disciplined go-to-market execution. That's what this show explores.The Cyber Go-To-Market Talk is a podcast for cybersecurity sales leaders, CROs, founders, CEOs, marketers, and revenue teams who want to improve cybersecurity sales performance and build more predictable revenue growth.Cybersecurity sales training expert Andrew Monaghan talks with cybersecurity CROs, revenue leaders, sales executives, founders, and operators about the real work behind scaling sales teams, improving forecast accuracy, building revenue pipelines, onboarding cybersecurity sellers, creating demand, and executing cybersecurity sales strategy.You'll hear practical lessons on cyber sales leadership, cybersecurity sales training, sales onboarding, revenue forecasting, pipeline quality, sales coaching, revenue operations, cybersecurity go-to-market strategy, and the systems that help cybersecurity companies grow faster.Whether you're leading a revenue organization, building a cybersecurity sales team, or working to improve cyber sales performance, each episode is designed to help you make better decisions and execute with greater confidence.Popular Episode Topics Include: Cyber Sales Leadership, Cybersecurity Sales Strategy, Cybersecurity Sales Performance, Sales Onboarding, Seller Ramp Time, Cybersecurity Sales Training, Sales Enablement, Revenue Forecasting, Sales Forecasting, Predictable Revenue Growth, Forecast Accuracy, Go-To-Market Execution, Security Go-To-Market, Cybersecurity Go-To-Market Strategy, GTM Execution, Pipeline Generation, Pipeline Quality, Demand Creation, Cybersecurity Pipeline Growth, Revenue Pipeline, Scaling Sales Teams, Sales Hiring, Sales Coaching, Revenue Operations, Cybersecurity CRO

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