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

Send me a text (I will personally respond)Are you struggling to scale your cybersecurity sales team without ramping up headcount or getting drowned in technical complexity? Wondering if AI can really move the needle for high-value, complex sales cycles? Curious how leading founders are reimagining go-to-market operations to win in today’s fast-paced, AI-driven environment? This episode of the Cybersecurity Go-To-Market Podcast dives right into these pressing questions.In this conversation we discuss: 👉 The ground-breaking approach of building a $30m ARR SaaS company with only 3 founders and a suite of AI agents and no additional employees. 👉 How AI-driven agentic workflows can help sales teams focus on high-value tasks, remove technical complexity, and iterate at the speed of thought. 👉 Practical strategies for cybersecurity companies to integrate AI into their GTM motion, while building trust and adapting to their unique sales cycles and ACVs.About our guest:Amos Bar-Joseph is the co-founder of Swan, an innovative SaaS platform that enables human-AI co-selling at scale. Drawing from two previous B2B startup journeys, Amos is on a mission to rewrite the go-to-market playbook, making businesses radically more efficient by scaling intelligence, not headcount.SummaryIf you want to understand how AI agents can help you work smarter, not harder, and what it would take to scale your cybersecurity sales function without more bodies, you can’t miss this episode. Tune in to discover actionable insights from founders who are paving the way with new GTM models that are designed for speed, adaptability, and intelligent automation. Listen now!Links & ResourcesConnect with Amos Bar-Joseph on LinkedInLearn more about SwanFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you grappling with when, and who, to hire as your first sales leader in your cybersecurity startup? Wondering why sales leadership churn is so high, or if founders should keep selling longer? If you’ve debated hiring account executives versus a VP of Sales, and wrestled with investor pressure on scaling your sales team, this episode is for you.In this conversation, we discuss: 👉 The crucial distinction between sellers and sales leaders at different company stages👉 Why timing, founder credibility, and expectations can make or break your first sales hire👉 The importance of trust and alignment at the C-suite level for long-term go-to-market successAbout our guest:Eyal Worthalter, a multi-time cybersecurity sales leader, shares hard-won lessons from the frontline; including insights from his widely-read article on why most first VP of Sales hires fail. He’s contributed to Ross Haliliuk’s Venture In Security blog and works closely with founders and sales teams to help improve their approach to building go-to-market strategy.Summary:Listen in as Eyal Worthalter and Andrew Monaghan dig into the messy reality behind hiring the first sales leader, founder-led selling, investor pressure, and practical frameworks for scaling sales teams. If you want to avoid costly mistakes and build your sales org the right way, this episode will challenge your assumptions—don’t miss it!Connect and Learn More:Find Eyal Worthalter on LinkedIn. Ready to discuss your own sales challenges? Book time with Andrew Monaghan for a strategy session.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you struggling to differentiate your cybersecurity startup in a crowded market? Wondering how to build trust with buyers who have been burned by legacy DLP solutions? Debating whether to invest in brand early or focus on lead generation? In this episode, we dig into these challenges and explore how fresh thinking in DLP and brand strategy can accelerate growth for cybersecurity vendors.In this conversation we discuss:👉 How legacy DLP lost trust—and how modern approaches are rebuilding it👉 Why brand investment from day one matters for early-stage cybersecurity companies👉 The marketing journey from technical differentiation to emotional resonance with buyersAbout our guest:Jimmy Tsang is the Chief Marketing Officer at MIND, bringing years of cybersecurity and marketing leadership experience, including innovative roles at IBM Security and high-growth startups. He has helped launch and scale multiple cybersecurity brands, always at the intersection of technology, trust, and storytelling.SummaryListen in as Andrew Monaghan and Jimmy Tsang unpack the evolution of DLP, the critical role of branding for startups, and how messaging can shift buyer perceptions. If you want actionable insights to grow your sales and stand out in today's noisy market, this episode is a must!Connect and Learn More:Jimmy Tsang on LinkedInMIND Company WebsiteBook time with Andrew MonaghanFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)The DataTribe Challenge is the headline event in the afternoon at Cyber Innovation Day 2025, where five exceptional startups will take the stage after weeks of hands-on coaching. This is a short showcase episode featuring Evercoast and their Co-Founder and CEO Ben Nunez.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)The DataTribe Challenge is the headline event in the afternoon at Cyber Innovation Day 2025, where five exceptional startups will take the stage after weeks of hands-on coaching. This is a short showcase episode featuring Cytadel and their Founder and CEO Manit Sahib.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)The DataTribe Challenge is the headline event in the afternoon at Cyber Innovation Day 2025, where five exceptional startups will take the stage after weeks of hands-on coaching. This is a short showcase episode featuring Ackuity.ai and their Co-Founder and CEO Rajat Mohanty.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)The DataTribe Challenge is the headline event in the afternoon at Cyber Innovation Day 2025, where five exceptional startups will take the stage after weeks of hands-on coaching. This is a short showcase episode featuring Starseer and their Co-Founder and CEO Tim Schulz.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)The DataTribe Challenge is the headline event in the afternoon at Cyber Innovation Day 2025, where five exceptional startups will take the stage after weeks of hands-on coaching. This is a short showcase episode featuring Tensor Machines and their Co-Founder and CEO Muneeb Rasool.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you struggling to generate enough top-of-funnel opportunities in today’s noisy cybersecurity sales landscape? Are your deals getting stuck or taking forever to close, despite your best efforts? Have you tapped into the real power of your customer advocates—not just for references late in the sales cycle, but to accelerate pipeline growth from the very top? If these challenges sound familiar, this episode will give you a fresh perspective.In this conversation, we discuss: 👉 The overwhelming noise and fatigue facing buyers in cybersecurity sales, and how traditional outreach is losing effectiveness👉 Innovative strategies for leveraging customer advocates at the top of the funnel to build trust and drive engagement👉 Tactical approaches for matching prospects with peers, using advocacy to both convert and accelerate dealsAbout our guest:Braydan Young is the co-founder and CEO of SlashExperts, a cutting-edge platform that connects prospects with customer advocates, partners, and experts. Previously, he co-founded Sendoso, the well-known gifting platform used by countless sales teams to connect with buyers. Braydan brings unique, first-hand expertise in building sales motions and advocacy programs that work for cybersecurity sellers.Summary:Braydan and Andrew dive into why the classic demo-driven sales funnel is breaking down—and how enabling genuine peer conversations can ignite pipeline growth and move deals forward faster. Discover practical ways to use your advocates not just as late-stage references, but as top-of-funnel champions. If you’re ready to rethink how you activate your best customers and improve revenue results, listen now!Links:Connect with Braydan Young on LinkedInLearn more about SlashExpertsBook a meeting with Andrew: 30-Minute MeetingFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you wrestling with the decision of when to bring on your first sales leader? Wondering if your startup has achieved enough product-market fit before scaling the sales team? Curious about common pitfalls and best practices in building a sales function that can take you from zero to millions in ARR? This episode tackles the pivotal transitions every cybersecurity startup faces when growing its go-to-market engine.In this conversation, we discuss: 👉 How and when to hire your first sales leader, and whether founders should lead sales for as long as possible👉 Building a sales team for scale: transitioning from a few “hunters” to team structures and leadership as you reach new growth stages👉 Essential onboarding, metrics, and operational insights for minimizing risk and accelerating sales velocityAbout our guestTony Surak is the Partner focused on GTM at DataTribe, a unique cyber startup foundry where he invests in and co-builds cybersecurity companies aiming to deliver generational leaps in the field. Drawing from his experience as a multi-time sales leader, operator, and go-to-market advisor, Tony has deep expertise in guiding early-stage companies through formative sales and marketing transformations.SummaryListen in to tap into Tony Surak’s battle-tested advice on founder-led sales, strategic sales leadership hires, and building a revenue machine in cybersecurity startups. Whether you’re debating your first sales hire or scaling beyond your founding team, Tony shares actionable frameworks and candid lessons learned. Don’t miss this episode if you’re serious about accelerating your go-to-market motion!Connect & ResourcesTony Surak on LinkedInDataTribe WebsiteDataTribe Challenge 2025Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.