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

206: In this episode of Sales Bluebird, we dive into the complexities of SaaS security concerns and the challenges of getting attention and building pipelein. This episode features Yoni Shohet, co-founder and CEO of Valence Security who talks about their company's solution to clean up security issues and offers insights for salespeople to maximize their meetings. Yoni also sheds light on the...

On this episode of Sales Bluebird, Alisdair, co-founder of Darwinium, shares the challenges of protecting vulnerable customers and how their company is solving those problems. From digital identity technology to automated remediation, Darwinium's unique platform provides complete visibility across user journeys. They discuss the importance of good customer recognition, solving tangible busine...

On this episode of Sales Bluebird, we hear from Tom Pace, the co-founder, and CEO of NetRise, a company focused on providing visibility into firmware and devices that operate under minimal functions. Tom shares how they started the company during the COVID-19 pandemic and how they are not following the traditional approaches to sales and marketing in the cybersecurity industry. They also discuss t...

Dor Zvi, cybersecurity entrepreneur and co-founder of Red Access, joins host Andrew Monaghan to share his journey in the secure enterprise browsing market. With a strong background in the cybersecurity industry, Dor and his long-time friend and partner, Tal, identified challenges in the market and developed an innovative agentless platform to protect devices and browsing sessions. Their passion fo...

Armed with his MBA and mechanical engineering degree, Colin Dunn was determined to solve the critical issue of maintaining aging infrastructure. Little did he know, his journey would take an unexpected turn into the world of cybersecurity and lead to the creation of a revolutionary one-way check valve for data. How will this innovative solution protect customers from cyber threats and revolutioniz...

Varun Badhwar is the CEO of Endor Labs, his third startup. He previously founded CipherCloud and RedLock, which were acquired by Lookout and Palo Alto Networks respectively. After the SolarWinds attack, Varun recognized the vulnerability of open-source software and set out to find a solution. He founded Endor Labs to help developers understand the risks of using open-source software, enabling them...

It's hard to believe, but this is episode 200!  If you'd told me after the first couple of episodes I'd get to #200, I'd say you'd clearly been smoking a little too much of Colorado's finest homegrown!  But here we are. 200... wow.  Thank you for listening, for your encouragement and for suggesting great guests. As I look back on all the previous episodes, I picked ou...

In this episode, Maxime Lamothe-Brassard, Co-founder and CEO of LimaCharlie, embarks on a bold mission to revolutionize the cybersecurity industry by creating an "AWS-like" model for cybersecurity tools and infrastructure, juxtaposing the old-school approach that has dominated the industry. In this episode, you will learn the following: 1. LimaCharlie’s unique approach and who it is for...

Moving from being an employee to founding your first company is a big step for anyone to take. In this episode, Jori VanAntwerp, CEO & Co-Founder at SynSaber, talks about how he did that and more. In this episode, you will learn the following: 1. The big impact SynSaber is making in the operations technology space 2. The people who guided Jori along the way 3. Why his first sales hire was a VP...

Michael Gwynn's career took him from the army, to Johnson and Johnson, to working in cybersecurity. After years of working in cybersecurity, Michael was introduced to the world of startups and IDmelon. After seeing the potential in the company and the product, Michael took a leap of faith and joined the team as their VP of Sales. With their cutting-edge technology and Michael's industry...

Starting a cybersecurity startup may seem daunting and complex, but with the right team and resources, it can be done. In this episode of the Sales Bluebird podcast, I chat with Liat Hayun, the co-founder and CEO of Eureka Security, about her journey of leaving a secure corporate job to create a successful cloud security startup. In this episode, you will learn the following: The decision to come...

Eric Olden, CEO and co-founder of Strata Identity, joined us to share his journey from building a security software company in a garage, to taking a leap of faith to join Oracle, and then finally founding Strata Identity.  Tune in to hear his story and the tips, tricks, and experiences he has learned along the way. In this episode, you will learn the following: 1. Why Strata didn’t do any outbound...

Cybersecurity startups do best when their prospects are innovators.  People and companies who are able to buy from and work with startups and less mature technology. But how do you know if your prospects are innovators? This episode covers one way to qualify prospects by just asking a few simple questions.   Here's what I cover: 1. Example questions to ask your prospect to determine if they a...

This week on Sales Bluebird, we sat down with Ted Miracco, CEO of Approov Mobile Security. Hear what he has to say about the future of mobile security and why his company is so well-positioned to make an impact. In this episode, you will learn the following: 1. Why Approov is so well positioned 2. Ted’s main focus as the new CEO for the next few quarters 3. The challenge Approov faces with reachin...

Telling great stories is a powerful tool to convert more first meetings into second meetings, and more second meetings into demos, and demos into POCs. We are often given case studies and told to “use them with customers”. But how do you do that? How do you turn a case study into a great story? In this episode, I’ll walk you through an example of how to take a 4-page case study and turn it into a...

Mirza Asrar Baig, Founder and CEO of CTM360, shared his story of starting a cybersecurity company from Bahrain in the Middle East. Contrary to the usual way, Mirza didn’t take VC funding, didn’t launch a point product, and didn’t immediately try to sell in Europe and North America.  Find out why he took this different approach and how it is working.  Listen to his episode to hear about: Mirza’s mu...

Cybersecurity startups must balance selling their product's current capabilities with their powerful, inspiring vision without misleading prospects. When you get it right, you will inspire the right people to want to work with you, with complete transparency about what you can deliver for them right now. In this episode, you will learn the following: 1. How can you get the balance right betwe...

Paul Lewis is a highly accomplished entrepreneur and founder dedicated to creating solutions to better protect data. As the CEO of Calamu, he is pioneering a novel way to approach data protection. His diverse experiences have laid the foundation for his success, including interning with AT&T, founding six companies, and selling two. He's passionate about turning the tables on the bad guys...

“Brute forcing first meetings is just not working anymore.” Every cybersecurity startup wants to get more first meetings with prospects, but with 3000+ vendors vying for the same attention, brute-forcing by sending more emails and making more cold calls won't work -- so here are four compelling resources to get out of this daunting dilemma. Here's what I cover: 1. How to leverage VCs pro...

Russell Coleman truly epitomizes cybersecurity value selling. It's just in his blood. It's how he operates. And he joined me to share his insight on the importance of value selling frameworks, especially for cybersecurity start-ups.  Learn in this episode: The importance of 1st level managers' support and driving the adaptation and discipline to stick to the framework The idea of va...

Everyone can create a sales deck to use in early-stage meetings with prospects.  But sometimes they are awesome and sometimes they are awful.  In this episode, I find 2 sales decks I used approximately 1014 years ago while selling at McAfee and break them down. Spoiler: one is very much NOT good and the other, well...is the opposite You will see differences in: Length Tone Focus Level of conversat...

Lots of people, maybe even you, are looking for jobs right now.  But finding the right opportunities at the right companies can be incredibly challenging.  There are 3,000 companies in our space which makes it tough to figure it all out. So I created a job board.  Just for cybersecurity sales jobs.  And just at startups. There are tons of job boards out there, so how is this one different? It is c...

First meetings are hard to get so it is crucial we maximize them! One way we often let ourselves down is by not getting a good understanding of why our prospect wants to put resources and money into working on the problem we solve. In this episode learn: Why most questions we ask are situational and why that’s not good The most impactful types of questions to ask An exercise to take your sales tea...

Ironscales has grown remarkably since its founding in 2014 (they have 7,000 customers!).  After years of success in the mid-market, it is now taking on the dominant player in the enterprise segment.  This is not easy to do!!!  Learn in this episode: How the whole company needs to be ready to move up to enterprise How to support the sales team focused on the new segment And that outbound can work (...

Talking about ourselves too often is a scourge of cyber security sales teams and their output in cyber security.  It is slowly killing the connection they are trying to make with their prospects. In this episode learn: Why it is natural to be thinking that way Examples of websites that are “me” focused Examples of websites where they are focused on the prospect How you can change your mindset Acti...