The Cybersecurity Startup Revenue Podcast for founders, leaders and go-to-market teams

**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).

----------
If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do

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.

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.

----------
If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do

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.

**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

----------
If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do

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.

🤔 How can you ensure that prospects truly understand your company's unique value proposition and differentiation?
🤔 What are some common reasons why buyers struggle to understand the differences between cybersecurity vendors in the marketplace?
🤔 How can you engineer "wow moments" in your demos or meetings to make a lasting impression on prospects?

In this episode, I discuss:
👉 The importance of communication and clarity in conveying your company's uniqueness.
👉 Common challenges in differentiating cybersecurity solutions in a crowded marketplace.
👉 Strategies for creating "wow moments" in demos or sales pitches to capture prospects' attention and highlight your distinct value.

Summary: Discover how to effectively communicate your cybersecurity company's unique value proposition and stand out in a crowded marketplace. Learn about common challenges in conveying differentiation and practical strategies for engineering "wow moments" in your demos and sales pitches. Don't miss out on valuable insights and techniques that can help you grow your sales and revenue faster. Tune in to this episode of the Cybersecurity Startup Revenue Podcast today!

Find more valuable content from Andrew Monaghan on LinkedIn
To learn more about Andrew and his company, visit Unstoppable.do
Book a 30-minute meeting with Andrew to discuss your cybersecurity sales and revenue growth

----------
If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do

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.

**Episode Summary:**

🤔 Are you struggling to introduce new technologies to satisfied clients? 📈 Want to simplify your channel program for sales reps? 💼 Curious about balancing partner revenue and innovation? Tune in to this episode of the Cybersecurity Startup Revenue Podcast.

👉 In this conversation, Kimber Garrett, a seasoned channel strategist, shares valuable insights on:
👉 Understanding client needs and pain points
👉 Building a simple and effective channel program
👉 Balancing partner revenue streams with innovation

**About Our Guest:**
Kimber Garrett is an experienced channel strategist with a successful track record of building channel programs. With a focus on consulting and advising clients, Kimber has observed both good and bad behavior from vendors and channel representatives. Kimber's expertise in navigating the complexities of the cybersecurity industry makes this episode a must-listen for founders, CEOs, leaders, and salespeople in the field.

**Summary:**
Join host Andrew Monaghan as he delves into the world of cybersecurity channel programs with guest Kimber Garrett. Discover the importance of understanding client needs, leveraging innovation, and simplifying channel programs to drive revenue growth. Don't miss out on valuable insights from Kimber's wealth of experience in building successful channel strategies. Tune in now and gain actionable takeaways for accelerating sales and revenue in the cybersecurity industry.

🔗 [Connect with Kimber Garrett on LinkedIn]
🌐 Visit J&K SOLUTIONS
📅 Interested in discussing your cybersecurity startup's revenue growth? Book a 30-minute meeting with Andrew Monaghan

----------
If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do

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.

🤔 Are you struggling to onboard new hires effectively in your cybersecurity startup?
🤔 Do you want to learn how to ramp up new sales reps quickly and make them productive?
🤔 Are you looking for tips to improve your onboarding process and drive revenue growth?

👉 In this conversation with EJ Easton, we dive into best practices for onboarding in cybersecurity startups. We discuss the advantage of new hires, the importance of asking great questions and setting specific short-term goals for success.

👉 During this episode, we explore:
👉 The importance of being prescriptive in onboarding
👉 Certifying individuals for key tasks in their first meetings
👉 The significance of understanding the buyer during onboarding

About our guest:
EJ Easton is multi-time sales leader at cybersecurity startups.  EJ offers valuable insights on what he has learned in how to accelerate the productivity of new sales reps.

Summary:
In this episode of the Cybersecurity Startup Revenue Podcast, EJ Easton shares three key ideas for improving onboarding in cybersecurity startups. From being prescriptive in key areas to understanding the buyer, EJ's expertise will help you optimize your onboarding process and drive revenue growth. Tune in now to gain valuable insights and take your onboarding to the next level!

🔗 Connect with EJ Easton:
LinkedIn: EJ Easton
📅 Book a meeting with Andrew

----------
If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do

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.

🤔 Wondering why your ROI message isn't hitting home and driving action from prospects? 🤔 Do you want to learn how to identify champions within organizations and align your offerings with their goals? 🤔 Are you wondering how best to connect and work with prospects? If so, this episode is for you!

In this conversation, we discuss:
👉 The three dimensions of value and the role of emotions in B2B sales.
👉 Building trust and understanding through storytelling and addressing common struggles.
👉 The importance of identifying champions and aligning with key decision-makers' goals.

🎙️ Our guests, Calum Kilgour, and John Bissett share their expertise in sales and revenue growth for cybersecurity startups. Calum is an expert in crafting compelling stories and narratives to engage potential customers, while John brings his deep understanding of the three dimensions of value and the different modalities of thinking.

📝 In summary, this episode provides valuable insights into the art of selling cybersecurity solutions. Learn how to identify champions, align your offerings with the organization's goals, and tap into emotions to drive decision-making. Don't miss out on this opportunity to accelerate your sales and revenue growth in the cybersecurity sector.

🔗 Connect with Calum Kilgour on LinkedIn
🔗 Connect with John Bissett on Linkedin
🔗 Visit their company's webpage: Slingshot Edge
🔗 Book some time with Andrew Monaghan

----------
If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do

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.

Are you a cybersecurity company looking to grow your sales and revenue faster? In this episode, we dive into the keys to success with Steve Kazan, founder of Inner Onion. How can you stand out and improve your commitment to your partners? How can you navigate the partner process and achieve quarterly success? And what strategies can be employed to secure partnerships and investments? Tune in for valuable insights and actionable tips from an industry expert.

**In this conversation, we discuss:**
👉 The importance of commitment to partners and standing out
👉 Strategies for navigating the partner process and achieving success
👉 How to secure partnerships and investments for your cybersecurity company

**About our guest:**
Steve Kazan is the founder of Inner Onion, a cybersecurity consulting firm. With years of experience in the industry, Steve has a wealth of knowledge in sales and revenue growth strategies for cybersecurity startups. He shares his insights and expertise to help companies thrive in the competitive cybersecurity market.

**Summary:**
Don't miss this episode of the Cybersecurity Startup Revenue Podcast, where we chat with Steve Kazan from Inner Onion. Learn how to improve commitment to partners, navigate the partner process, and secure partnerships and investments for your cybersecurity company. Tune in for valuable insights and actionable tips to accelerate your sales and revenue growth. Listen now!
​

Connect with 👉 Steve Kazan on LinkeIn
Learn more about  👉 Inner Onion
Book some time with Andrew Monaghan 👉 Schedule a Meeting

----------
If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do

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.

🤔 Questions for the Audience:
- How can mastering the art of being philosophical in your communication make you more persuasive in sales?
- What are the three different levels of thinking about problems and how can you use them to connect better with prospects?
- How can using philosophical phrases and raising the level of conversation help in getting people to join your movement?

💁🏼‍♂️ In this episode, I discuss:
👉 Applying philosophy in sales communication
👉 The three levels of thinking about problems in cybersecurity
👉 Using powerful philosophical words to connect with prospects

Summary: Learn how applying philosophy in sales communication can make you more persuasive. Discover the three levels of thinking about problems and how to use them to connect better with prospects. Find out how to incorporate powerful philosophical words to elevate your conversations and join the movement towards better cybersecurity solutions. Tune in now to gain valuable insights and improve your sales strategies.

✨ Connect with Andrew Monaghan on LinkedIn and visit Unstoppable.do for more cybersecurity startup revenue resources. Book some time with Andrew using this link: [https://tidycal.com/1w8xxe1/30-minute-meeting].

----------
If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do

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.

🤔 Questions for the Audience:
- Have you experienced a slowdown in sales growth after scaling your sales team?
- Are your sales reps consistently delivering the results you expected?
- Do you struggle with maintaining a consistent sales process as your team expands?

💁‍♂️ In this episode, I discuss:
👉 The impact of go-to-market dispersion on sales growth and scaling.
👉 The importance of top-level leadership in establishing consistent messaging and positioning.
👉 How conversation intelligence tools can be used to coach and correct sales team behaviors.

📝 Summary: In this episode, Andrew Monaghan explores the challenges that arise as sales teams scale and the importance of maintaining a consistent go-to-market strategy. He shares a story about go-to-market dispersion at McAfee and provides three actionable ideas for addressing this issue. To learn more about how to overcome sales slowdowns during scaling, tune in to this episode of the Cybersecurity Startup Revenue Podcast.

🔗 Connect with Andrew Monaghan on LinkedIn and learn more about his company, Unstoppable. Book some time with him.

----------
If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do

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.

**Episode Summary: Omri Weinberg @ DoControl - Growing Sales and Revenue in the Cybersecurity Industry**

Are you a founder, CEO, or sales professional in the cybersecurity industry who wants to accelerate sales and revenue growth? In this episode of the Cybersecurity Startup Revenue Podcast, we dive into key strategies and insights from Omri Weinberg, Chief Revenue Officer at DoControl. Get ready to explore effective sales approaches, overcoming challenges in a noisy market, and the importance of trust in building relationships with clients. Don't miss out on this valuable conversation that could transform your approach to sales and revenue generation in the cybersecurity space.

👉 Key Talking Points:
- Overcoming challenges in a crowded market and connecting with your target audience.
- Leveraging events, partnerships, and platforms to drive conversations and generate traffic.
- The importance of adapting to the changing technological landscape and problem-solving in cybersecurity.

**About our Guest:**
Omri Weinberg is the Chief Revenue Officer and co-founder at DoControl, a cybersecurity startup focused on securing data stored in various SaaS applications. With his extensive experience in the industry, Omri offers valuable insights into driving revenue growth and building successful sales strategies in the cybersecurity space.

**Summary:**
In this episode, Omri Weinberg shares his expertise in growing sales and revenue for cybersecurity startups. He provides valuable insights on navigating challenges in a noisy market, leveraging industry events and partnerships to drive conversations and the importance of trust in building client relationships. Whether you're a founder, CEO, or sales professional, this conversation offers actionable strategies to accelerate your sales and revenue growth. Tune in now to gain valuable insights from a seasoned professional in the cybersecurity industry.

🔗 Connect with Omri Weinberg on LinkedIn and learn more about DoControl on their website.

📅 Book some time with Andrew Monaghan to discuss your sales and revenue growth strategies in the cybersecurity industry.

----------
If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do

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.

In today's episode, Andrew dives into the first inhibitor to growth in the cybersecurity marketplace: playing it too safe. With over 3,400 vendors competing for attention, many companies are falling into the trap of blending in rather than standing out. But fear not, Andrew has gathered insights from interviews and consulting work to share the innovative approaches that can set companies apart. From bold messaging to daring marketing campaigns, Andrew explores how cybersecurity startups can break free from the generic and mundane and make a lasting impact. Tune in as Andrew shares inspiring examples and challenges leaders and founders to question their approach, with the hope of igniting a spark of boldness in the industry. So grab your headphones and get ready to learn from the best in the business on the Cybersecurity Startup Revenue Podcast!

Andrew Monaghan on Linkedin

----------
If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do

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.

In today's episode, we have a special guest joining us: Dharmendra Mohan, the founder of Sonet.io. Dharmendra shares with us his insights and experiences in the world of cybersecurity and remote work solutions. He highlights the challenges faced by both large enterprises and end users when it comes to network security. As remote work and distributed applications become the norm, Dharmendra explains the need for a new approach to architecture and problem-solving. He dives deep into Sonet.io's agentless architecture, which allows for the seamless onboarding of users and access to servers through browsers. Dharmendra also delves into the evolving landscape of sales strategies, discussing the concept of "near bound" and the effectiveness of content-based engagement. Join us as we explore Dharmendra's journey in building Sonet.io, the importance of customer feedback, and the company's mission to solve remote work challenges. This episode is packed with valuable insights for CISOs, CIOs, and IT leaders looking to create a secure and hassle-free environment for their remote workforce. Let's dive in!

Sonet.io
Dharmendra Mohan on LinkedIn

----------
If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do

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.

Today we have a very exciting guest joining us: David Klein, from Kentik. In this episode, we'll be diving into the world of marketing and branding in the cybersecurity startup industry, with a particular focus on the success of Kentik's unique and engaging video adverts. David will share his insights on creating content that resonates with their target audience, the importance of being both funny and sensitive, and the challenges of defining a brand identity in a rapidly evolving marketplace. We'll also discuss the role of comedy in marketing, the impact of creative sessions on campaign development, and how to effectively reach and engage technical audiences. So, sit back, relax, and let's dive into another fascinating episode of the Cybersecurity Startup Revenue Podcast!

Anchor text: The infomercial
Anchor text: The Perfume Advert
Kentik
David Klein on LinkedIn

----------
If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do

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.

In today's episode, we have the pleasure of being joined by Baber Amin, the Chief Product & Operating Officer at Veridium. Baber brings a wealth of knowledge and experience to the table, and in this conversation, he delves into the importance of building partnerships that go beyond mere reselling opportunities. We'll explore the significance of investing in training for consultants to provide top-notch service to customers and how being a true partner means embedding into the partner's existing ecosystem.

But that's not all! We'll also dive into the concept of Product Market Fit and how it's a gradual process rather than an instant transition. Baber uses the analogy of traveling from San Francisco to New York to illustrate the journey of finding Product Market Fit, emphasizing the need for continuous learning and adaptation along the way. Additionally, we'll discover the evolving messaging around passwordless authentication and the importance of clearly communicating its benefits to customers.

Hold on tight as Baber takes us through Veridium's innovative approach to deploying phishing-resistant multifactor authentication, their new product developments to enhance biometrics, and the role of channel partners in expanding their reach. We'll explore how Veridium is staying current with industry trends and customer demands, and how they're bridging the gap between technical details and outcomes to drive success.

So, whether you're a cybersecurity enthusiast, a startup founder, or just curious about the latest industry insights, this episode is for you. Get ready to gain valuable perspectives on revenue generation, scaling a company, and elevating cybersecurity discussions to a business level. Let's dive in!

Veridium
Baber Amin on LinkedIn

----------
If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do

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.

In today's episode, our host, Andrew Monaghan, sits down with Dhiraj Khare from Pingsafe, a leading cloud security platform company. Dhiraj shares some fascinating insights about their journey in the cybersecurity space and the strategies they've employed to drive revenue for their startup.

From their memorable first day at Pingsafe, coming from a similar cloud security platform company to handling a significant transaction with a nonprofit organization backed by prestigious foundations, Dhiraj takes us through their experiences in securing meaningful deals.

We also delve into Pingsafe's innovative approach of looking at cloud infrastructure from an attacker's perspective, its unique CNAP platform, and the challenges they face in a crowded market with over 3400 cybersecurity vendors.

Dhiraj offers valuable advice on differentiation, building a strong customer base, and the importance of localization in the Indian and Southeast Asian markets. They highlight their commitment to providing unparalleled customer success and discuss the potential of the Indian market for startups.

Tune in to this episode to learn how Pingsafe's revolutionary platform is transforming the cybersecurity landscape and how they are navigating the challenges of scaling and expanding globally. Get ready for an enlightening conversation with Dhiraj Khare at Pingsafe!

Pingsafe
Dhiraj Khare on LinkedIn

----------
If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do

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.

Welcome to another episode of the Cybersecurity Startup Revenue Podcast! In today's episode, we have a special guest: Tim Eades, entrepreneur and the CEO of Anetac. But that's not all - Tim also co-founded the Cyber Mentor Fund, a seed fund dedicated to supporting early-stage cybersecurity companies.

In this insightful conversation, Tim shares his experiences and offers valuable advice for startup founders and entrepreneurs. He discusses the importance of seeking advice from successful mentors, validating ideas through customer interviews, and building strong relationships with customers.

Tim dives into the world of sales and emphasizes the need for a customer success person before a salesperson, highlighting the significance of proactive technical support. He draws inspiration from successful models in the security industry, such as Tanium Founder Orion's technical account management, and shares his thoughts on building and maintaining happy customers.

But it's not just about sales, as Tim also delves into the importance of building a strong network of advisors and mentors as a company grows. He provides practical tips on finding the right advisors who can make introductions and offer guidance in specific verticals.

Join us as Tim Eades brings us his wealth of knowledge and shares his unique perspectives on building, selling, and funding cybersecurity startups. Get ready to gain valuable insights from a seasoned entrepreneur, right here on the Cybersecurity Startup Revenue Podcast!

Cyber Mentor Fund
Timothy Eades on Linkedin

----------
If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do

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.

Welcome back to the Cybersecurity Startup Revenue Podcast! In today's episode, we have a special guest, Bob Wright, from Firebrick Consulting. Bob is a seasoned expert in cybersecurity positioning and strategy, and he's here to share his insights on how startups can drive revenue through effective positioning in the crowded cybersecurity market.

In this conversation, Bob discusses the importance of positioning in today's tighter buying climates and how CEOs are realizing the need to be actively involved in the process. We delve into why proper positioning is crucial in cybersecurity, especially in a market with over 3,400 vendors. Bob also reflects on the industry's transformation, from limited resources and hardware-based products to the current era of endless possibilities.

Bob emphasizes the excitement and innovation in the cybersecurity industry, urging startups to take advantage of this unique opportunity to become future category leaders.

Throughout the episode, Bob shares practical advice on defining and understanding the target market, avoiding buzzwords, and creating narratives that resonate with executive buyers. He stresses the importance of making the customer the hero and aligning the entire company around the positioning strategy.

So, whether you're a cybersecurity startup looking to differentiate yourself in the market or simply interested in the industry's evolving landscape, this episode is packed with valuable insights and actionable strategies to drive your revenue. Stay tuned as we dive into the world of cybersecurity positioning with Bob Wright from Firebrick Consulting.

Firebrick Consulting
Bob Wright on LinkedIn

----------
If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do

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.

Welcome back to the Cybersecurity Startup Revenue Podcast! In today's episode, we have a special guest joining us, Seth Robbins, the CRO of Cycode. Seth is known for challenging the status quo, and today he will be sharing his thoughts on the topic of marketing qualified leads (MQLs) and their relevance in measuring marketing effectiveness. Seth believes that the MQL is dead and proposes a different approach to evaluating marketing success based solely on revenue generation. He will discuss the pitfalls of relying on MQLs and share valuable insights from his experience in the cybersecurity sales industry. Join us as Seth challenges conventional wisdom and uncovers the key elements necessary for driving revenue growth in early-stage startups. This is an episode you won't want to miss! So, without further ado, let's dive into the conversation with Seth Robbins at Cycode.

[00:02:18] Start early, assess market, simplify message, adapt.

[00:06:14] Sales reps should be like cats, not dogs.

[00:08:56] Controversial MQL is a useless marketing metric.

[00:12:14] MQLs are dead; focus on revenue generation.

[00:16:59] Focus BDRs on ICP, measure demo requests.

[00:21:58] Proper process is key to scaling sales.

[00:24:14] Startups face a game of inches.

[00:28:18] Exciting progress, breaking records, non-fragile stage. Looking for trailblazers who drive industry forward. Seeking four key traits: drive, empathy, intellect, adaptability. No compromise.

[00:32:13] Drive, empathy, and value in business relationships.

[00:37:41] Empathy and intellect are important in hiring.

[00:40:54] Adaptability is crucial in startup success. [7 words]

[00:43:32] Special Forces salesperson and CEO discuss adaptability.

[00:47:11] Good conversation about optimizing marketing and sales.

Seth on LinkedIn
Cycode

Well this is cool!  The Cybersecurity Revenue Startup podcast is in a "15 Best SaaS Sales Podcasts" list by  @_feedspot

https://podcasts.feedspot.com/saas_sales_podcasts/

----------
If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do

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.

On this episode of Sales Bluebird, our guest Mike Barker, Chief Commercial Officer of HYAS shares insights on the importance of aligning sales and marketing strategy in a company. He talks about how his company identified target areas and sectors where they are successful based on data and aligned their messaging and marketing organization towards those target areas.

Mike also highlights the importance of understanding the buying team within an organization and using referrals to generate pipeline. The discussion delves into the role of a Chief Commercial Officer and the changing dynamics within the cybersecurity industry.

Hit play to learn more about the importance of alignment between sales and marketing in a company's success.

[00:05:04] "How I went from Sales to Internal CIO"

[00:07:46] "Global Sales Transformation Success with CRO Mentor"

[00:10:00] "Hyacinth: Protecting Businesses with Intelligence and Detection"

[00:13:13] "Startup's Unique Threat Intel Portfolio Explained"

[00:24:47] "Creating a Marketing Plumb Line for Success"

[00:29:21] "Direct and Partner Teams Drive Sales Growth"

[00:31:37] "Pipeline Generation: The Bane of Salespeople's Existence"

[00:35:12] "Training and Enabling Go-to-Market Organization"

[00:37:29] "Standing Out in Cybersecurity: A Challenge Explained"

[00:43:45] "Product-focussed HYAS announces new PLG initiatives"

Mike Barker on Linkedin
HYAS Website

----------
If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do

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.