237 episodes

The podcast for sales and marketing teams that tackles the question:How can cybersecurity companies grow sales faster?We talk with cybersecurity CROs, CMOs, CEOs, as well as sales and marketing experts. Listen in, and you will get proven strategies to - help you get more leads- win more customers, and,- create your killer go-to-market growth engine. If you are a seller, marketer, leader, CEO, or founder at a cybersecurity company, you are in the right place.

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

    • Business
    • 4.9 • 24 Ratings

The podcast for sales and marketing teams that tackles the question:How can cybersecurity companies grow sales faster?We talk with cybersecurity CROs, CMOs, CEOs, as well as sales and marketing experts. Listen in, and you will get proven strategies to - help you get more leads- win more customers, and,- create your killer go-to-market growth engine. If you are a seller, marketer, leader, CEO, or founder at a cybersecurity company, you are in the right place.

    Positioning Your Cybersecurity Brand to Stand Out - Shlomi Ashkenazy, Positioning Expert at Cybellum

    Positioning Your Cybersecurity Brand to Stand Out - Shlomi Ashkenazy, Positioning Expert at Cybellum

    Are you struggling to set your cybersecurity company apart in a crowded market? Do you find it challenging to communicate your product's unique value to the right audience? Are you curious how storytelling and personality can revolutionize your brand's image?
    In this conversation, we discuss:
    👉 Crafting a competitive edge and message in saturated cybersecurity markets.
    👉 Leveraging CEO personality and company narrative to stand out.
    👉 Importance of targeting and tailoring strategies to customer needs.

    About our guest:
    Shlomi Ashkenazy, a renaissance man with a vibrant past as a musician, has leveraged his diverse talents to become a trailblazer in cybersecurity positioning. With hands-on experience in repositioning over 60 VC-backed startups and forming 38 new market categories, Shlomi's expertise has become invaluable for companies like Cyber Donut seeking to sharpen their sales and marketing edge.

    Summary:
    Join us as Shlomi Ashkenazy delves into the nuances of cybersecurity marketing, emphasizing niche carving and emotional resonance with customers. Learn how to align your CEO’s energies with your brand and why nailing your narrative could be the key to accelerating growth. Don't miss out on this insightful conversation — tune in now!

    Links for more insights:
    Connect with Shlomi Ashkenazy on LinkedIn
    Explore Cybellum's approach to cybersecurity
    Book a session with me to dive deeper into your cybersecurity startup's potential. 
    Support the show
    Follow me on LinkedIn for regular posts about growing your cybersecurity startup

    Want to grow your revenue faster? Check out my consulting and training

    Need ideas about how to grow your pipeline? Sign up for my newsletter.

    • 45 min
    Hot Marketing Topics for Sales - Gianna Whitver, Co-Founder, Cybersecurity Marketing Society

    Hot Marketing Topics for Sales - Gianna Whitver, Co-Founder, Cybersecurity Marketing Society

    Are you leveraging your personal brand to boost company revenue? How effective is your intent data in driving targeted marketing efforts? And are you fully capitalizing on opportunities at trade shows like RSA to enhance sales and networking potential?

    **In this conversation, we discuss:**
    👉 The underestimated power of personal branding in sales success.
    👉 Making the most out of trade shows without blowing the budget.
    👉 Leveraging intent data efficiently to align sales and marketing.

    **About our guest:**
    Gianna Whitver is a thought leader in cybersecurity marketing, co-founder of the Cybersecurity Marketing Society, and host of the "Breaking Through in Cybersecurity Marketing" podcast on the Cyberwire network. With the remarkable growth in her Slack community and successfully bridging the gap from real estate to cybersecurity marketing, Gianna offers a unique perspective on brand building and revenue generation strategies.

    **Summary:**
    Join us as we discuss the strategic role of branding, the powerful use of intent data, and the dynamic approaches for trade show success with Gianna Whitver. Her insights promise valuable takeaways for enhancing your cybersecurity sales and marketing efforts. Tune in now and transform these strategies into revenue!

    **Connect with Gianna:**
    - Gianna's LinkedIn
    - Cybersecurity Marketing Society


    Book a meeting with Andrew
    Support the show
    Follow me on LinkedIn for regular posts about growing your cybersecurity startup

    Want to grow your revenue faster? Check out my consulting and training

    Need ideas about how to grow your pipeline? Sign up for my newsletter.

    • 50 min
    How to adapt to the new cybersecurity buying landscape

    How to adapt to the new cybersecurity buying landscape

    Summary
    In this episode, Andrew interviews Alan Sanderson, a fractional sales leader with over 25 years of experience in software sales and sales leadership. They discuss the changing buyer's journey in the cybersecurity industry and the importance of an online presence. They also explore strategies for building personal pipelines, crafting value-based messages, and capturing and communicating business value. Additionally, they highlight the need for collaboration between sales and marketing teams and discuss how cybersecurity startups can stand out in a crowded market. The conversation explores various aspects of sales and marketing in the cybersecurity industry. It discusses the importance of getting attention in the market, the evolution of the market, the impact on sales teams, the changing buyer's journey, qualification and discovery, the emotional side of buying, and being disruptive in sales.
    Takeaways
    Having someone in the organization who can be a loud and compelling voice is crucial for getting attention in the market.The success of a new approach or service often relies on the initial customers and evangelists who can vouch for its value.Sales teams need to adapt to the changing buyer's journey and the increased scrutiny on deals.Qualification and discovery are essential in understanding the customer's pain points and desired outcomes.Understanding the emotional impact of a solution and asking impactful questions can differentiate a seller and build credibility.Being disruptive in sales means asking tough questions and being different from other vendors. Support the show
    Follow me on LinkedIn for regular posts about growing your cybersecurity startup

    Want to grow your revenue faster? Check out my consulting and training

    Need ideas about how to grow your pipeline? Sign up for my newsletter.

    • 47 min
    3 Big Decisions that Shaped the Silverfort of Today with Hed Kovetz, CEO and Co-Founder

    3 Big Decisions that Shaped the Silverfort of Today with Hed Kovetz, CEO and Co-Founder

    **Thought-Provoking Questions:**

    - How can investing in your employees during challenging times impact your company's long-term success?

    - What key decisions have shaped your company's direction, and how have they contributed to your revenue growth?

    - Are you prioritizing long-term partnerships in building your sales channels, and what challenges have you faced in doing so?

    **In this conversation, we discuss:**

    👉 Investing in employees during challenging times to foster loyalty and ownership.

    👉 Key decisions that shaped Silverfort's direction, including their unique approach to the market.

    👉 The importance of long-term partnership strategies in building sales channels.

    **About our guest:**

    Hed Kovetz is the CEO and co-founder of Silverfort, a cybersecurity company. He emphasizes the significance of investing in employees and shares insights into the key decisions that have shaped Silverfort's direction, contributing to its revenue growth.

    **Summary:**

    In this episode, Hed Kovetz, CEO of Silverfort, discusses the impact of investing in employees, key decisions shaping the company's direction, and the importance of long-term partnership strategies. Gain valuable insights into nurturing company culture and strategic decision-making. Tune in and learn how to grow your cybersecurity sales and revenue faster.

    Connect with Hed Kovetz on LinkedIn and learn more about Silverfort on their company webpage(Silverfort).

    Book some time to further discuss cybersecurity sales strategies [here](meeting-link).


    Support the show
    Follow me on LinkedIn for regular posts about growing your cybersecurity startup

    Want to grow your revenue faster? Check out my consulting and training

    Need ideas about how to grow your pipeline? Sign up for my newsletter.

    • 41 min
    Don't let the security questionnaire stall your deals with Kayne McGladrey, Field CISO at Hyperproof

    Don't let the security questionnaire stall your deals with Kayne McGladrey, Field CISO at Hyperproof

    Are you a founder, CEO, leader, or salesperson in the cybersecurity industry? Are you looking to grow your sales and revenue faster? In this episode of the Cybersecurity Startup Revenue Podcast, we dive into one way to avoid having your deals stalled out.

    👉 What risks can derail your software development and revenue growth?
    👉 How can you optimize the role of a field CISO in your organization?
    👉 Why is building trust and managing risk essential for successful sales cycles?

    Our guest, Kayne McGladrey, a Field CISO at Hyperproof.io, brings his expertise and unique perspective as a CISO to discuss these critical topics and more. He shares his insights on the challenges faced by cybersecurity startups and how organizations can effectively communicate and address risk.

    Don't miss out on this valuable conversation that can help you navigate the cybersecurity landscape and accelerate your company's growth. Tune in now to gain actionable strategies and hear from industry experts.

    🔗 Connect with Kayne McGladrey on [LinkedIn] and learn more about Hyperproof.io on their website.

    📣 Remember to book a 30-minute meeting with Andrew Monaghan to discuss your cybersecurity startup revenue goals.
    Support the show
    Follow me on LinkedIn for regular posts about growing your cybersecurity startup

    Want to grow your revenue faster? Check out my consulting and training

    Need ideas about how to grow your pipeline? Sign up for my newsletter.

    • 48 min
    How does a reseller evaluate cybersecurity vendors - Ricky Martinez from DigitalEra

    How does a reseller evaluate cybersecurity vendors - Ricky Martinez from DigitalEra

    **Episode Summary: Ricky Martinez @ DigitalEra**

    🤔 Are you a cybersecurity startup looking to accelerate your sales and revenue growth? How can you effectively evaluate new vendors and establish mutually beneficial partnerships? Are delighted customers and partners crucial for your success in the early stages? Tune in to this episode of the Cybersecurity Startup Revenue Podcast to gain practical insights from Ricky Martinez, the Chief Strategy Officer at Digital Era Group.

     In this conversation, we discuss:
    👉 Evaluating new cybersecurity vendors and finding the right fit
    👉 The importance of establishing delighted customers and partners in the early stages
    👉 Building strong relationships and replicating success with new vendors

    **About our guest:**
    Ricky Martinez is the Chief Strategy Officer at Digital Era Group, a regional cybersecurity VAR. With decades of experience in the cybersecurity channel, Ricky has worked on both the vendor and partner sides. Digital Era Group works with about 60 vendors, including startups and established players, focusing on finding the right technology solutions for their customers.

    **Summary:**
    Discover how to evaluate new cybersecurity vendors, establish delighted customers and partners, and replicate success with new vendors. Join us as Ricky Martinez, the Chief Strategy Officer at Digital Era Group, shares valuable insights and strategies to accelerate sales and revenue growth in the cybersecurity industry. Don't miss out on this episode of the Cybersecurity Startup Revenue Podcast! 🔥

    🔗 Connect with Ricky Martinez:
    LinkedIn: Ricky Martinez on LinkedIn
    Company Link: Digital Era Group

    🗓️ Book a 30-minute meeting with Andrew Monaghan
    Support the show
    Follow me on LinkedIn for regular posts about growing your cybersecurity startup

    Want to grow your revenue faster? Check out my consulting and training

    Need ideas about how to grow your pipeline? Sign up for my newsletter.

    • 39 min

Customer Reviews

4.9 out of 5
24 Ratings

24 Ratings

Deirdre Tshien ,

Great podcast!

Andrew's podcast offers valuable insights from industry leaders in the cybersecurity space, sharing their experiences, challenges, and successes. It's a great resource for anyone looking to understand the ever-evolving world of cybersecurity and how businesses can navigate it effectively! Deirdre

rico1411 ,

Every Sales Person and Cybersecurity Expert should Listen!

I’ve been looking for a good podcast around Cybersecurity and the Sales process and this is by far the best. Andrew does a great job interviewing fantastic Guests from within the industry and laying out value for anyone in the Cybersecurity field. Andrew’s interview format is great as well. I love the 2 questions that are randomly selected. I highly recommend you subscribe and tune in, it will

djskkamsndnd ,

Action-oriented tips and all-star interviews

Andrew (in line with his sales philosophy) provides immense value to his audience of sellers and leaders. Anyone building a cybersecurity company (yes that means you too, founders, product, engineering, etc) would benefit from giving this podcast a follow and putting its lessons to work.

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