In the Spotlight

In cybersecurity, the people buying the product aren't the ones approving the spend. That gap is where most deals die. In this episode of In the Spotlight, Roi Carmel sits down with Prateek Goel, Senior Director of Customer Advocacy and Business Value Advisory at Wiz (now part of Google), to unpack what value selling actually looks like inside the world's fastest-growing cybersecurity comp...

Most sales leaders are stuck running the machine. Few stop to ask whether the machine is even working. In this episode of In the Spotlight, Roi Carmel sits down with Yuval Yeret, CEO and Founder of Yeret Agility, to break apart the two hats every revenue leader wears — operating the team and building it — and why most teams only do one. Yuval has spent over two decades helping organizations build...

Join us for a grounded conversation on why sales fundamentals matter more than ever, especially as AI, automation, and tooling flood the go-to-market motion, with David M. Boyle, Co-Founder and Managing Partner at RevCentric Partners, 2x CRO, and former enterprise sales leader at PTC, BMC Software, Zscaler, and others. In this episode of In the Spotlight, David and Roi unpack why selling has not f...

Join us for a candid conversation on why enterprise deals stall, why more sales tech has not fixed sales outcomes, and what actually moves deals forward with Mark Pecaro, Founder and CEO of Scale AI GTM, advisor to CROs and RevOps teams, and former global sales leader at Firefly, Sumo Logic, Mixpanel, and Cisco. In this episode of In the Spotlight , Mark and Roi unpack where value selling breaks d...

Join us for a candid conversation on sales excellence, value selling, and adaptive discovery in cybersecurity with Gary Olson, CRO of Sysdig and veteran sales leader from Snyk, Zscaler, AT&T Cybersecurity, and Symantec. In this episode of “In the Spotlight,” Gary shares what he's learned over 30+ years leading global sales teams — and how he's now applying that experience to drive go-t...

Join us for the launch of a powerful new cybersecurity value selling series in this episode of "In the Spotlight," featuring David Koppe, Head of Value Management at Sysdig and veteran of GE, BMC Software, Bladelogic, and MongoDB.In this deep-dive conversation, David shares actionable insights from 30+ years in enterprise technology and value engineering, including how to translate techn...

Join us for a masterclass in modern sales methodology in this pivotal episode of our "In the Spotlight" series, featuring Peter Cohan - founder of Second Derivative and architect of contemporary discovery practices. In this deep-dive conversation, the creator of The Great Demo methodology reveals groundbreaking approaches to value selling and buyer enablement that are reshaping enterpris...

Join us for another enlightening episode of our "In the Spotlight" series, where we engage in a thought-provoking conversation with Neil Wadhwani, a seasoned technology executive with over 25 years of experience in sales, pre-sales, IT ops, and digital marketing. In this insightful discussion, Neal shares his expertise on value selling, the role of sales engineers, and the impact of AI o...

Join us for another enlightening episode of our "In the Spotlight" series, where we dive deep into the world of value selling with Tom Pisello, known as the ROI guy. With 30 years of experience as an entrepreneur and thought leader, Tom shares his invaluable insights on the evolving landscape of B2B sales. In this thought-provoking discussion, Tom explores:• The holistic approach to valu...

Join us for another enlightening episode of our "In the Spotlight" series, where our CEO engages in a thought-provoking conversation with Mike Eckhoff, an experienced revenue leader with a rich background in emerging software technologies. In this insightful discussion, Mike shares his expertise on value selling, sales strategies, and leadership, drawing from his extensive experience as...

Join us for another insightful episode of our "In the Spotlight" series, where our CEO engages in an enlightening conversation with Genady Rashkovan, Global VP at Tricentis. In this session, we explore the evolving landscape of customer experience (CX) and the critical role of value realization in today's SaaS-driven business environment. Genady Rashkovan, with his 25-year journey in...

Join us in the latest session of our enlightening Fireside Chat Series, where our CEO, Roi, engages in a thought-provoking conversation with the brilliant minds of Eran Yaniv and Keith Butler. In this session, we delve into the transformative journey of Perfecto, exploring key insights and lessons learned in the realms of sales strategy and organizational growth. Eran Yaniv, a serial entrepreneur...

Dive into the essence of value selling with Ruvi Kitov, former CEO of Tufin, in this enlightening episode of the "Value Sales Fireside Sessions", hosted by Roi Carmel. Ruvi shares his 20 yr journey from founding Tufin to becoming a key advisor and investor, focusing on the pivotal role of value selling in transforming sales strategies. Discover the challenges of scaling sales teams, the...

Join us in the second session of our enlightening Fireside Chat Series, where our CEO, Roi Carmel, sits down with the legendary Tom Schodorf to delve deep into the nuances of value selling. With decades of experience transforming sales strategies and scaling businesses, Tom brings a wealth of knowledge from his time at IBM, BMC, and as the CRO of Splunk, where he spearheaded the company's mete...

Join us for a deep dive into sales productivity, data quality, and the evolution of enablement with Kari Neidig, Sysdig VP of Productivity and Readiness, and one of the industry voices redefining how go-to-market teams connect enablement, readiness, and value realization. In this episode of In the Spotlight, Kari and Roi unpack what productivity really means for modern revenue teams — from fixing...

Join us for a deep dive into MEDDICC adoption, sales discipline, and the shift from storytelling to evidence-based forecasting with Bill Norberg, Managing Partner at Sales MEDDIC Group (SMG) and veteran sales leader with decades of experience building and coaching global sales organizations. In this episode of In the Spotlight, Bill shares lessons from over 20 years leading sales teams and helping...