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

Chatting with CEOs and CROs is enlightening and valuable, but sometimes you need practical and actionable tips from someone who’s down in the trenches. Dave Phelps, RSM at Crowdstrike joins us this episode to give us expert advice on owning your territory and knowing your customers. Dave walks us through his process for planning and working a territory and doing research before meetings. He shares...

Too many companies are getting it wrong: they’re evangelizing their product, not the problem. When you focus on the problem it solves, you might just revolutionize your approach to the market.  Shifting your sales and marketing tactics to address your clients’ pain points positions you as an empathetic, human-centered company–and draws in more business. In this episode, I’ll discuss how sales team...

What’s the first thing that comes to mind when you hear endpoint security? Is it “crowded market, little differentiation?” Syxsense is in that market and building impressive traction. Find out how in today’s episode featuring Ashley Leonard, CEO of Syxsense. Syxsense has perfected a tool that unifies the security and management of endpoints. It’s the ideal solution for midmarket companies who don’...

In the early stages of a start-up, it’s tempting to keep hiring for your sales team. You might make the assumption that adding more heads and assigning more quota will lead to higher productivity. But there’s a little more nuance to it than that. Every company is different, which means every company requires its own individualized model. In this episode, I give you the lowdown on deciding when and...

In this episode, Christian Torres, CEO at Kriptos, joins us to talk about all things data classification. He walks us through how he created his business, why and how to classify data, and who needs it.  We dive deep into the challenges of data classification, including where to find the data and how to assess it. Torres also shares Kriptos’ strategy for scaling their business and how they navigat...

In this episode, I sit down with Ayal Yogev, CEO and Co-founder of Anjuna to discuss confidential computing and their role in creating additional layers of protection in the cloud.  We also dig into how Anjuna were able to look into the market, recognize the gaps in cloud-based security systems and provide one that filled in the blanks and upleveled existing solutions.  Ayal looks at where cloud-b...

On today’s episode, I sat down with Wias Issa, CEO and founder of Ubiq Security, to discuss the genesis of his product and how he has tailored both the product itself and its messaging based on listening to what his consumers were asking for.  Wias is a great example of someone who listened to his customers and developed a solution they were asking for in a market that sorely needed it.  When cybe...

Two more companies answer the question “What does your company do?” We break down their responses and offer ideas for how they could have answered the question better. We are asked about it a lot. “What does your company do?” Unfortunately, too many times our answers are less than stellar. Too many times we use buzzwords and bore our audience. Too many times we confuse our prospect and when that h...

Cybersecurity is a notoriously technical and overcrowded arena. You’re solving problems in a way that your average prospect will not always naturally grasp. Not to mention, the competition is stiff.  How do you bridge the gap between your product and its buyers, stand out from the crowd and sound different … even when your product shares similarities with your competitors in the market? The answer...

In this episode, Snir Ben Shimo, CSO at Cider Security, joins us to talk about the progress of Cider Security and how they have built a vehicle for market education and understanding. How do you educate your consumer on threats around them? How do you explain the benefits of what you’re selling if they don’t know why they’re buying it? And, most importantly, how do you understand and solve their p...

2 companies answer the question  “What does your company do?” We break down their responses and offer ideas for how they could have answered the question better. We are asked about it a lot.  “What does your company do?”  Unfortunately too many times our answers are less than stellar.  Too many times we use buzzwords and are bored. Too many times we confuse our prospect and when that happens we mi...

In this episode, Snehal Antani, CEO at Horizon3, joins us to discuss the journey from business idea to successful business operations. It all begins with identifying a niche enough problem that you can provide a unique solution, yet one that’s widespread enough that enough people need your unique solution. From there, it’s deeply about storytelling. You have to tell a compelling and layered story...

In this episode, Rajiv Pimplaskar, President and CEO at Dispersive, joins us to discuss why all the fancy features and complicated backend in the world mean nothing if you can’t communicate concisely. What do your customers care about? What is the heart of their struggle that you solve? And how do you scale those solutions to meet multilayer needs? When it comes to building business, you need to l...

We are asked about it a lot.  “What does your company do?”  Unfortunately too many times our answers are less than stellar.  Too many times we use buzzwords and are bored. Too many times we confuse our prospect and when that happens we miss a prime opportunity to rise above the noise and be memorable. But, the good news is there is a simple framework to use that works. In this episode we go over t...

In this episode, Michael Shieh, founder and CEO at Appaegis, joins us to delve into his own business’s journey from founding to expansion. We talk about the specific cybersecurity solutions his team deploys and how he has been able to recognize holes in the market to meet business needs. We also discuss his philosophy for building a sales team and for nurturing the sales process from prospect thro...

Garret Grajeck hated access reviews when he was running technology teams at companies like Cyland and SecureAuth. They were a pain in the ass, took up valuable resources and seemed to take months to complete.  But they needed to be done.  Garret founded YouAttest to make access reviews exponentially easier for risk managers. In this episode, Garret Grajek, the CEO and founder of YouAttest talks ab...

In this episode, Ismet Geri, CEO at Veridium, joins us to talk in-depth about passwordless security - what it means, the adoption struggles he’s been overcoming from the industry, how it works, enterprise complexities, how Veridium is making data safer for their customers & more!  Find out in this episode where Veridium is in their growth journey, how they have structured their sales team and...

The world of sales is a crowded one where prospects in your pipeline are flooded with pitches. So the challenge for salespeople is to stand out and to make an impression. A great way to do that? Get hyper-personalized. Hyper-personalization shows attention to detail right from the start. This lets your prospects know that not only is the sales experience likely to be a smooth one, but that you’ve...

Any software that does a lot of work behind the scenes that makes the user’s life simple is going to be attractive as an operational efficiency driver.  In this episode, we have Vladi Sandler, co-founder and CEO at Lightspin joining me to talk about how he does that in his company. Lightspin is a proactive cloud security platform that protects cloud and Kubernetes environments from unknown risks. ...

Cyber security for operational technology and industrial systems is a hot topic right now. The security of these systems is important to the critical revenue generation parts of companies and also to governments and countries. In this episode, Ian Bramson, Global Head of Industrial Cybersecurity at ABS Group, talked at RSA about the 3 shifts coming in this space and we are giving you a sneak peak...

Peter Prizio, CEO of SnapAttack, part of the early stage expo at RSA this week, joins us to talk about the tools to make operations easier in cybersecurity.  Snap Attack is a product company that has a continuous purple teaming platform. It allows people who work on offensive and defensive cybersecurity to come together and get a new hunt package or deploy alerts to their alerting tools. Peter tel...

In this episode, Giora Engel, Co-Founder and CEO of Neosec, who is fresh off his selection for the RSA Conference innovation sandbox, joins us to share and expand on the unique ways Neosec tackles API security.  Many businesses operate fully digitally for selling their products and services. The impact of not protecting your API’s is clear, because it is a direct portal to your most sensitive busi...

In this episode, Greg Fitzgerald, co-founder and President of Sevco Security, who is fresh off his selection for the RSA Conference innovation sandbox, joins us to share and expand on Sevco’s driving philosophy: “You can’t protect what you don’t know.”  There are lot’s of companies that have worked on this problem, however Greg explains how Sevco’s deep understanding of correlating data enables th...

In this episode, Brian Lake, COO of Torq, who is fresh off his selection for the RSA Conference innovation sandbox, talks about the role automation plays in cyber security. Many businesses today find themselves stuck in an accidental cycle of handling cybersecurity updates and processes in-house and manually. What that means is not only a lot of confusion as specs change, but also a super high ris...

In this episode, Sharon Goldberg, Co-Founder and CEO of BastionZero, who is fresh off her selection for the RSA Conference innovation sandbox, joins us to discuss which targeted areas her company has found opportunities in.  Sharon and Ethan’s (her co-founder) journey over the last decade has taken a few twists and turns but ultimately ended up with the BastionZero team working on something they a...