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

Send me a text (I will personally respond)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 to make informed decisions. In this episode, you will learn the following:1. Why Varun sets expectations of his new hire sales team to become certified on both the demo and also the pitch within 2 weeks 2. Varun’s brilliant reframing of the SBOM (software bill of materials) concept3. The importance of building a brand and creating content to engage audiencesResources:Varun BadhwarEndor Labs Sponsor:This episode was brought to you by IT-Harvest. With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in.  IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research.Other episodes you'll enjoy:Top 8 reasons why great sales people leave5 steps to ramp new sellers when you have no enablement and no timeUnlocking Data Protection with Paul Lewis, CEO of CalamuAction:If you enjoyed this episode, please could you give a review by going to Salesbluebird.com/R. It would mean a lot to me personally, and it would help grow the podcast.Connect with me: YouTube: https://www.youtube.com/@salesbluebirdTwitter: https://www.twitter.com/unstoppable_doLinkedIn: https://www.linkedin.com/in/andrewmonaghanFast 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)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 out a few that stood out for me.  It's a bit like choosing your favorite child, as every (ok, almost every!) episode was special in its own way.Take a listen!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)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 for2. How a business model of using what you need now pays off3. Maxime’s driver for hiring a CROResources:Maxime Lamothe-BrassardLimaCharlieSponsor:This episode was brought to you by IT-Harvest. With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in.  IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/researchOther episodes you'll enjoy:How to help your prospect understand that you have the solution to their problemWhat I would do differently at the beginning of my sales careerHow to use strategic narrative to engage with prospects with Andy RaskinAction:If you enjoyed this episode please could you give a review by going to Salesbluebird.com/R. It would mean a lot to me personally and it helps grow the podcast.Connect with me: YouTube: https://www.youtube.com/@salesbluebirdTwitter: https://www.twitter.com/unstoppable_doLinkedIn: https://www.linkedin.com/in/andrewmonaghanFast 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)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 space2. The people who guided Jori along the way3. Why his first sales hire was a VPResources:Jori VanAntwerpSynsaberSponsor:This episode was brought to you by IT-Harvest. With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in.  IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/researchOther episodes you'll enjoy:Bob Kruse, CEO and co-founder of Revelstoke Security, on how a sales leader becomes CEO of a cybersecurity companyDan Parelskin, VP WW Sales @ Axis Security on getting the first customers and intentionally creating a sales cultureMike Baker, CRO at Noname, talks about leading a sales team through hyper-growthAction:If you enjoyed this episode please could you give a review by going to Salesbluebird.com/R. It would mean a lot to me personally and it helps grow the podcast.Connect with me: YouTube: https://www.youtube.com/@salesbluebirdTwitter: https://www.twitter.com/unstoppable_doLinkedIn: https://www.linkedin.com/in/andrewmonaghanFast 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)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 experience, IDmelon is now leading the industry in passwordless authentication and overnight deployment. In this episode, you will learn the following:1. An approach to right-sizing a sales team2. IDmelon’s potential and their partner lift from Microsoft3. Why you give prospects dessert first (or do the magic trick before explaining how you did it. Resources:Michael Gwynn LinkedInMichael@idmelon.comIDMelonSponsor:This episode was brought to you by IT-Harvest. With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in.  IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research.Other episodes you'll enjoy:How to get first meetings using VC programs, CISO networks, resellers & sales networksServe dessert first ... it will make you more successful in B2B salesShould you add more sellers to your sales team?Action:If you enjoyed this episode please could you give a review by going to Salesbluebird.com/R. It would mean a lot to me personally and it helps grow the podcast.Connect with me: YouTube: https://www.youtube.com/@salesbluebirdTwitter: https://www.twitter.com/unstoppable_doLinkedIn: https://www.linkedin.com/in/andrewmonaghanFast 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)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 out of stealth and hire their marketing leader first. Differentiation by protecting data itself as opposed to all the things around it.The learning culture at Eureka. For them, it’s all about trying things, experimenting, and thinking about different ways to approach people.Resources:Eureka SecurityLiat HayunAsaf WeissSponsor:This episode was brought to you by IT-Harvest. With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in.  IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/researchOther episodes you'll enjoy:How to use your sales deck effectivelyBrian Gumbel, CRO At Armis Shares His Tips on Scaling Cyber Security Sales Teams3 tips to help your team build 1st meeting connectionsAction:You know how every podcast host asks you to rate and review their podcast but doesn’t tell you how and where to actually do that?! Well, I’ve made it easy for you!  If you enjoy the podcast, please could you give a review with this easy-to-use tool by going to Salesbluebird.com/R.  It would mean a lot to me personally and it helps grow the podcast.Connect with me: YouTube: https://www.youtube.com/@salesbluebirdTwitter: https://www.twitter.com/unstoppable_doLinkedIn: https://www.linkedin.com/in/andrewmonaghanFast 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)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 in early days; instead honed in on a long-term, thoughtful content strategy approach2. Why you need to hire people willing to do the work3. Why grit is important for founders & early employeesSponsor:This episode was brought to you by IT-Harvest. With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in.  IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/researchResources:Strata IdentityEric OldenOther episodes you'll enjoy:Why your team may be "losing" prospects and ONE drastic way to stop itOne tip to avoid sounding stupid in conversations with your prospectsOutbound is brokenAction:You know how every podcast host asks you to rate and review their podcast but doesn’t tell you how and where to actually do that?! Well, I’ve made it easy for you!  If you enjoy the podcast, please could you give a review with this easy-to-use tool by going to Salesbluebird.com/R. It would mean a lot to me personally and it helps grow the podcast.Connect with me: YouTube: https://www.youtube.com/@salesbluebirdTwitter: https://www.twitter.com/unstoppable_doLinkedIn: https://www.linkedin.com/in/andrewmonaghanFast 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)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 are innovators and able to work with you without wasting time and effort2. Tips on when and how to ask those questions3. Strategies for being upfront with buyers to show you are someone they can trustSponsorThis episode was brought to you by IT-Harvest.With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in.IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/researchOther episodes you'll enjoy:6 reasons security leaders buy from startupsDenise Hayman, CRO at Sonrai Security talks journey in cyber security and her biggest learnings Jay Wallace, VP of Worldwide Sales at Rumble, on building a sales teamAction:You know how every podcast host asks you to rate and review their podcast but doesn’t tell you how and where to actually do that?! Well, I’ve made it easy for you!  If you enjoy the podcast, please could you give a review with this easy-to-use tool by going to Salesbluebird.com/R.  It would mean a lot to me personally and it helps grow the podcast.Connect with me: YouTube: https://www.youtube.com/@salesbluebirdTwitter: https://www.twitter.com/unstoppable_doLinkedIn: https://www.linkedin.com/in/andrewmonaghanFast 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)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 positioned2. Ted’s main focus as the new CEO for the next few quarters3. The challenge Approov faces with reaching application developers and getting noticed in a very noisy marketResources:https://approov.io/https://www.linkedin.com/in/tedmiracco/SponsorThis episode was brought to you by IT-Harvest. With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in.  IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/researchOther episodes you'll enjoy:72: Top 8 reasons why great sales people leave71: Why you should hire lines not dots (and what the heck that means!)192: How to transform a boring case study into a compelling storyAction:You know how every podcast host asks you to rate and review their podcast but doesn’t tell you how and where to actually do that?! Well, I’ve made it easy for you!  If you enjoy the podcast, please could you give a review with this easy-to-use tool by going to Salesbluebird.com/R. It would mean a lot to me personally and it helps grow the podcast.Connect with me: YouTube: https://www.youtube.com/@salesbluebirdTwitter: https://www.twitter.com/unstoppable_doLinkedIn: https://www.linkedin.com/in/andrewmonaghanFast 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)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 powerful story you can tell live to a prospect.In this episode, you will learn the following:1. How to tell a compelling customer story in 90 seconds or less2. How to use the hero's journey story structure to create a powerful narrative3. How to transform a case study into a compelling storySponsorThis episode was brought to you by IT-Harvest. With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in.  IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/researchOther episodes you'll enjoy:Chris Beall, CEO at ConnectAndSell, on how to make a great cold call (and he improves mine!)Mike Rogers, CRO at Noetic Cyber, breaks down why Ionic Security was not a financial successSimple framework for value-oriented discoveryAction:You know how every podcast host asks you to rate and review their podcast but doesn’t tell you how and where to actually do that?! Well, I’ve made it easy for you!  If you enjoy the podcast, please could you give a review with this easy-to-use tool by going to Salesbluebird.com/R.  It would mean a lot to me personally and it helps grow the podcast.Connect with me: YouTube: https://www.youtube.com/@salesbluebirdTwitter: https://www.twitter.com/unstoppable_doLinkedIn: https://www.linkedin.com/in/andrewmonaghanFast 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.