Explore every episode of the podcast Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth

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	Title	Pub. Date	Duration
	Why the Rep, Not the Product, Wins Cyber Sales; Fred Descloux @ Nu Skin	15 Oct 2026	00:51:41
On this episode of Cyber GTM Talk, the cybersecurity podcast for go-to-market leaders, Fred Descloux explains what actually wins cyber sales once your product makes the shortlist. Fred runs privacy, data security and GRC at Nu Skin and has sat on every side of the table: seller, implementer, operator, Big 4 advisor and now buyer. His view is blunt: when three or four products all fit, the product stops being the differentiator and the rep starts being it. In this episode Why a 60% product fit is now enough for Fred, and how vibe coding lets him build the other 40% Why the quality of the interaction with the salesperson breaks the tie in cybersecurity sales The vendor who claimed to know Fred's boss "Jack" (his boss is Vince), and what it cost him Why he'd rather a junior rep had 5 prepared meetings at an event than 20 How his startup emailed 16 vendors and signed fast with the two reps who came prepared The question he asks vendors on purpose, and the vague answer that wastes it Why plenty of buyers don't know what they're buying, and why he wants a seller who'll tell him he's wrong Overrated or underrated: CISSP for sales reps, ChatGPT for account research, likable sellers About the guest Fred Descloux is Global Director of Privacy, Data Security and GRC at Nu Skin and the founder of Zero Drama Security, a boutique advisory practice. Before that he spent close to a decade at EY, led information security governance at the World Bank Group, and worked at Deloitte and CrossCountry Consulting. Notable quotes "Product is not going to be the differentiator." "If you match it 60% and I know I can build the 40% myself with an automation or something on the side, that's perfect." "It was like literally for me just a conversation he lost before even starting the game." Chapters 00:00 Intro 04:34 How a buyer researches sellers with AI 09:07 The vendor who invented Fred's boss 13:27 What great pre-call research looks like 18:04 Peer-to-peer, not lecturing 21:59 Five prepared meetings, not twenty 25:36 16 emails and a fast signature 27:44 The 60% fit and why the rep breaks the tie 30:30 Buyers who don't know what they're buying 34:09 What builds trust after the deal 39:29 Givers and takers 42:10 Selling confidence, not a security score 46:51 Overrated or underrated Cyber GTM Talk helps cybersecurity sales and marketing leaders grow sales, from start up sales to scale. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	Stop Treating Agentic Cybersecurity GTM Like a Sales Project: Kristen Twining SVP Sales @ Reco	08 Oct 2026	00:46:26
Kristen Twining is the SVP of Sales at Reco, a company that secures AI and agents, and she's rebuilding its go-to-market to be AI forward. Her argument is that agentic GTM can't be a sales project. She explains why marketing and RevOps have to be in it from the start, what she told her reps when she pulled their tech stack, and the go-to-market engineer hire nobody knew existed a year ago. In this episode Why Kristen calls it "a company agentic motion" and who has to be in the room The unglamorous foundation work: data, the CRM, access and the tech stack What she told her reps when she took the traditional tech stack away How scoring for signal cut Reco's outbound target list by about 80% The manual middle: reps working their lists with a go-to-market engineer while the automation catches up What a great go-to-market engineer looks like, and why the job description took five or six drafts Her favorite AI interview question for BDRs and AEs, and the answer her dad in his 70s would give Overrated or underrated: Black Hat, a degree in sales, and work-life balance About the guest Kristen Twining is SVP Sales at Reco, which she joined in January 2026 after running Americas sales at FireMon, global sales at Illusive, ITDR sales at Proofpoint and a long run at HPE. She also hosts the podcast My Stilettos Hurt. Notable quotes "You can't confuse that with, I'm building a sales agentic motion. This is a company agentic motion." "Nobody even knew what a GTM engineer was a couple years ago, maybe even a year ago." "There's a language to AI and there's a translation." Chapters 00:00 Intro 03:28 Spin the wheel 04:23 Why Kristen went AI-forward 07:14 The unglamorous foundation work 11:14 A company motion, not a sales one 12:26 Cutting the target list by 80% 19:37 Hiring for an AI-forward sales team 30:43 The go-to-market engineer 35:39 My Stilettos Hurt 41:11 Overrated or underrated Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	Doubling a Sales Team in 2 Months Without Dropping Standards \| Lauren Lynch, Cyber Sales Leader	06 Oct 2026	00:59:50
When Wiz brought in new go-to-market leadership and decided to go big, Lauren Lynch's commercial org went from about 40 people to more than 80 in a couple of months. She explains why hiring at that speed made her process tighter, not looser, and walks through the steps she used at Wiz and took with her to Drata to keep the bar where it was. If you are about to scale a cyber sales team, this is the episode to hear first. In this episode The numbers behind the Wiz commercial build: 35 to 65 AEs, 4 to 12 RDs, and three new RVPs Why a hot brand and a flood of inbound applicants made defining "good" more important, not less Her process stage by stage: a casual 30 minutes, a deeper hour, 3 or 4 cross-functional interviewers with assigned roles, and a final presentation panel The "my why" slide, and why she wants the panel to meet the person, not just the resume How the panel catches candidates who interview well, including AI-written prospecting samples The one question she uses to test coachability What changes when the hire is a leader: more time, sometimes a flight, and backchannel references before the first call Keeping a team focused on the number while new leadership rewrites the playbook About the guest Lauren Lynch has spent more than a decade scaling sales teams in cybersecurity: nearly ten years at Rapid7, then commercial sales leadership at Snyk and Wiz, where she was AVP of Commercial Sales for the Americas. Most recently she was VP of Sales, North America at Drata. Notable quotes "It was really important that we defined what good looked like and what the right profiles were that we wanted to go after because there was no shortage of talent." "A leadership hire is a way more expensive mistake to make if you do it the wrong way." "If they fall apart in that, no matter how likable they were or how good the answers were, I just can't move forward." Chapters 00:00 Intro and the spin of the wheel 03:48 Rapid7 and the in-office sales floor 09:20 Joining Wiz to build mid-enterprise 10:50 Hypergrowth: about 40 people to 80+ in a couple of months 14:29 The hiring process, stage by stage 19:30 How she tests for curiosity 23:42 The panel that exposes weak candidates 25:24 Hiring first-line leaders 29:25 Testing for coachability 33:19 Twenty-one days later: the Wiz leadership change 36:29 Leading a team through new GTM leadership 46:30 What she took to Drata 50:24 Enablement and AI call analysis 53:17 It's personal: the wheel questions Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	Why a CISO Bets on a Startup Over Crowdstrike: Robbie Tyrie, Fractional CISO	01 Oct 2026	00:44:14
You've nailed the demo and the POV, and then procurement asks why they'd bet on you instead of CrowdStrike, Palo Alto or Zscaler. Robbie Tyrie has been the buyer on the other side of that question at some very large organisations, and he said yes to the startup more than once. He walks through the math he ran, what he wanted back from the vendor in return, and the trial structure he says a buyer can't argue with. Now a fractional CISO for 50 to 200 person companies, he also explains why buyers stopped turning up at trade shows and what he responds to instead. In this episode The two answers a big vendor gives when you ask for a feature (neither of them are that helpful) Robbie's math on the risk of a startup vendor: what you actually stand to lose is a couple of months Why smaller vendors treated him "more on a human level", reacted faster in 99% of cases, and gave a better deal than tools costing hundreds of thousands of dollars What "work with them" means in practice: quarterly meetings, and knowing the CEO, head of development and head of customer ops instead of an account manager juggling several accounts How he de-risked the bet: an agreed baseline, get-out clauses, and an open source tool running in parallel The FNZ story: a startup pen test vendor covering 100+ wealth management clients, and the six extra tests that earned everyone kudos The managed free trial: two weeks, a month maximum, run as a mini case study Why buyers aren't at RSA or InfoSec any more, and the Chamber of Commerce talk that landed him a CEO client What JP Morgan did to Fortify's roadmap, and how Robbie would stop your biggest customer doing it to you About the guest Robbie Tyrie has spent 26 years in IT and cyber security across the Scottish Government, NHS Scotland, Tesco Bank, J.P. Morgan, Clydesdale Bank, Aegon and FNZ Group, where he ran the Cyber Fusion Centre and application security, before joining pen testing startup OSec as CTO. In 2026 he founded Torridon Cyber, where he works as a fractional CISO for fintech scale-ups getting ready for SOC 2, ISO and enterprise buyers. Notable quotes "So is the risk really there? At the end of the day, what are you going to lose? A couple of months' time putting some effort in at your side, for what?" "If it's a big vendor and you're asking for a feature, they'll probably turn around and say one of two things. First thing is no, or yes, that'll cost $100,000 and we'll have it delivered in 6 months." "You're just a bit-part player, no matter how big you are." Chapters 00:00 Why a buyer would bet on a startup over CrowdStrike 04:02 Robbie's early days helping startups with pen testing 07:15 The 50 to 200 person company: the CTO is still running security 08:22 Security as a business enabler, not a cost centre 11:56 Big name or startup? How Robbie decided as a buyer 13:24 What "work with the vendor" actually means 14:21 Mitigating the risk: baseline, get-out clauses, open source in parallel 15:32 The FNZ story: a startup pen test vendor across 100+ clients 18:00 Coaching a founder to win mid-market early adopters 19:55 What's changed about getting in front of buyers 24:57 The managed free trial 25:53 Going around security to the COO 27:55 The Chamber of Commerce and the "knitting club" 31:12 Field CISOs: do they work? 33:01 The AI governance wave, and building your own LLM 40:02 Cyber Donut hot seat: what JP Morgan did to Fortify Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	How to Sell to the CISO: David Gee, who is a ... CISO	29 Sep 2026	00:45:56
David Gee is the former CIO and CISO at storied companies such as HSBC and Eli Lilly. Rather than quietly disappear in his retirement, he's been writing books. And not just any books, two of his published books are "A Day in the Life of a CISO" and "How to Sell to the CIO and CISO". And not just tiny little ebooks! Each of them is 500 days of details. Specifics. Stories. Advice. Explanations. Basically everything you need to raise your game selling to senior security and IT leaders. In this episode Why the CISO's default rule is one in, one out, and what the CFO says that makes it so The exception: a new category the current stack doesn't cover, and why it's worth the extra procurement work and intensive POCs Security budgets are "one pot of money," and AI is now crowding it. Some boards are asking whether AI could replace whole packages Why the strategy that's already written down is too late for you, and the 12 to 15 month window before anything is budgeted The two-sentence intro that got a meeting with a large Australian company agreed within hours "AI alerts are 9 times more chatty": the one soundbite that made David stop a startup mid-pitch The three Cs of trust, and why swapping the A team for the B team after the contract is the mistake CISOs remember What David wishes CIOs understood about security, including the HSBC mobile banking story About the guest David Gee spent around twenty years as a CIO, including at Eli Lilly, before deliberately moving into the CISO chair at HSBC Asia Pacific. He now sits on boards, advises a small number of startups, and has written three books, the latest being How to Sell to the CIO and CISO. Notable quotes "The CFO's telling you, hey, stop buying new crap from new vendors. Can you just use the vendors we have?" "The strategy that's been written down and being executed often is too late." "I can't just spam them because you asked me to. That would be going against my book." Chapters 00:00 Why a CISO wrote a book for salespeople 10:39 Guarding the network, and getting in before the budget exists 13:05 What a CISO actually wants from a first meeting 17:29 Building trust: the three Cs 21:28 Selling change, and why procurement slows it down 23:10 How a CISO's career stage changes what they'll buy 26:50 The CIO and CISO tension, and the HSBC story 30:25 Turning the CFO into an ally 33:45 Startups, one in, one out, and AI 39:41 Where vendors fit after the sale 41:10 What to bring to the CISO meeting 46:39 Overrated or underrated Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	Why This CISO Buys From Cyber Startups First - Zach Lewis, CISO @ University of Health Sciences and Pharmacy	24 Sep 2026	00:47:43
Zach Lewis runs IT and security at a university on a tight budget, and when he needs a problem fixed, he goes looking in the startup community. He's been a sub-10 customer at Concentric AI, a very early customer at Island, a design partner for Jazz DLP, and he ran an email security product from a barely-out-of-stealth startup for four years. He explains what he gets for buying early, what he needs to see before he'll take the bet, and why your LinkedIn message almost certainly isn't how you'll reach him. In this episode Why a four-year run with a sub-10 email security startup turned Zach into a repeat startup buyer The trade he makes for being early: lower pricing locked in for three or five years, and features built in weeks What he watches during a design partnership: the whole problem solved, the team growing, the product moving fast How his DSPM vendor ended up working like a remote member of his team Why nobody inside the university pushed back on buying from startups 10 to 20 LinkedIn pitches a day, three replies in seven years, one purchase, and where he finds new vendors instead How a deal actually gets funded in a July-to-June budget, and why something usually gets switched off first Why two out of three startups he sees are pitching shadow AI, and why he covered it with tools he already had About the guest Zach Lewis is CIO and CISO at the University of Health Sciences and Pharmacy in St. Louis, a Venture Advisor at Glilot Capital Partners, and the author of Locked Up (Wiley, 2026), the story of his university's response to a LockBit ransomware attack. He was named Non-Profit CISO of the Year in 2023. Notable quotes "I've done a 5-year on a couple startups just because we want to lock in that low pricing." "Best email security product I've ever seen." "I don't think anyone even really knew they were a startup, nor did they care." Chapters 00:00 Intro 03:18 Advising at Glilot and the St. Louis "cyber mafia" 07:23 What he listens for in a first startup conversation 09:31 How a design partnership really works 13:37 Why legacy DLP failed and what Jazz does differently 16:41 His first startup bet: email security 20:00 Price, multi-year lock-ins, and features in weeks 21:00 How much time early-stage vendors actually take 23:38 Does anyone push back on buying from startups? 24:38 Sorting out AI security without adding tools 28:04 "Stop messaging me on LinkedIn," and what works instead 33:28 How deals close: budget cycles, sunsetting, the CFO 39:09 Buying after a breach 41:00 Locked Up 43:31 Visionary or smoking crack Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	Your First VP of Sales Didn't Fail. You Skipped a Stage. Matt Calligan @ ArmorText	22 Sep 2026	00:53:45
Cyber startups churn through heads of sales, and the usual explanation is a bad hire. Matt Calligan, Director of Growth Markets at ArmorText, argues something different. Founder-led product-market fit only proves the founder can sell, and there's a stage between that and scale that most companies skip. He calls it the Vanguard stage and lays out what has to be true before anyone hands a VP of Sales a number. In this episode Why early cyber buyers are "buying access to the founder," not the product The four lights that have to turn green before you scale: a defined motion, a non-founder who can sell it, proof at volume, and junior reps who can run it without churn Why junior AEs vs. a seasoned VP is a false binary, and the personality type Matt hires for instead Why your President's Club rock star is often the wrong person for the first seat How ArmorText's founder-run hour-long demo became a five-minute UI walkthrough What to do when your founder won't let go of the long feature demo How the unicorn math of a VC fund pushes founders to skip the middle stage About the guest Matt Calligan is Director of Growth Markets at ArmorText, which builds secure out-of-band collaboration for incident response teams. He has spent two decades in enterprise sales, including co-founding Influents as VP of Sales, and has worked on ArmorText's go-to-market since 2018. Notable quotes "If your process is still requiring the founder, then what you have is a founder and an AE in a trench coat." (tightened) "This stage takes as long as it takes." "Founders are always salesperson number one." Chapters 00:06 Welcome and the spin-the-wheel game 01:51 Why cyber startups go through three heads of sales 05:16 What product-market fit actually proves 08:57 Founders are always salesperson number one 11:20 Fund math and the pressure to skip steps 16:11 Why cyber's chasm is inverted 18:49 The four lights of the Vanguard stage 21:28 Who to hire for the first seat 24:48 Do it a hundred times: hearing why the baby is ugly 26:32 From a 60-minute demo to five minutes 30:40 How to get the founder to let go 32:52 When to stop preserving runway and floor it 38:47 The reverse channel program 43:35 Questions to ask before joining as a founding AE 45:57 Differentiation teardown Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	The Cybersecurity Sales Channel That Appeared Out of Nowhere: Scott Johnson, CEO @ Amplifyd	15 Sep 2026	00:40:14
Sales channels in cybersecurity have been the same list for years: ads, LinkedIn, cold calling, cold email, ABM, inbound. Then AI search turned up and started sending qualified, bottom-of-funnel leads straight to BDRs. Scott Johnson runs an SEO and GEO agency that works only with cybersecurity companies, and in this episode he lays out what is actually happening in that channel, why most cyber vendors are invisible or badly described inside it, and what to do about both. In this episode Why some cyber companies are already seeing 5% of new business come from AI search, and why nobody can see it in their numbers The Apollo study Scott cites: visitors from Google convert at 2.8%, visitors from AI search at 14.2% The incognito test he wants every listener to run tonight, and why it will make them uncomfortable Why AI has learned to skip marketing language, and what it cites instead The testimonial format that works on AI: a close rate and a timeframe, not a compliment Why the self-promotional listicle, a cheat code for two years, now hands visibility to your competitors What to measure instead of brand mentions, and how to get attribution when the click never happens Where the hype has run ahead of reality, in the words of someone selling the service About the guest Scott Johnson is the Founder and President of Amplifyed, an SEO and GEO agency working exclusively with cybersecurity and SaaS companies. He has been in SEO since 2010, ran a branding agency before this one, and Amplifyed landed at number 1,957 on the 2025 Inc. 5000. Notable quotes "CMOs tell me, “When I go into Claude and look for our service, I see our competitors and it's driving me crazy."” "AI is so thirsty for data points." "If you want to feel uncomfortable, go do that. Cause you will see what AI thinks of you." Chapter timestamps 01:40 Nothing in seventeen years of SEO has moved like this 02:27 The sentence cyber CMOs open with, and the channel that came from nowhere 04:50 What you can and cannot see about how buyers search 07:53 The conversion numbers, and the incognito test 10:22 Reputation, quality content, and why PR is having a moment 12:04 Testimonials AI will actually cite 19:29 AI slop, and the four-minute recording that replaces it 24:29 Measuring visibility without fooling yourself 26:49 Write the problem, not the product 29:55 Why listicles started backfiring 33:07 Where the hype has run ahead of the leads 39:38 Spin the wheel: overrated or underrated Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	Why Your Best Cyber Sales Rep, Not Your CRO, Drives AI Adoption: Tal Peretz CEO & Co-Founder at OnFire	08 Sep 2026	00:45:57
Most cyber companies bought the Claude or ChatGPT seats, handed them to every rep, and are now asking "now what?" Tal Peretz, co-founder and CEO of Onfire AI, has watched that play out across hundreds of mid-market and enterprise security vendors, and his answer is to stop pushing from the top. Start with your best rep and let the rest of the team chase him. Then take the same idea outside: skip the CISO, find the director who owns the budget, and make him the one who carries you up. In this episode The three tiers of AI adoption Tal sees in cyber sales teams, and why 85 to 90 percent are stuck at "we gave it to the rep" Why he starts every rollout with the A-players even though they're rarely the best AI users The on-site workshop where one rep's transformed week pulled his whole region along "Five by five": the agent that picks a rep's five accounts and five prospects for the week, and why each rep tweaks it Why trust from the front line, not the tooling, makes or breaks an AI transformation Only about 2 percent of account entries go through the CISO, so at $50M to $100M ARR the target is the director Why "agentic SOC" vendors pitching the CISO are talking to the wrong person How to reach out on a signal without sounding like a creeper (and why you never mention Reddit) Tal's 2030 take: reps flip from 80 percent admin to 80 percent selling, and quotas go with it About the guest Tal Peretz is co-founder and CEO of Onfire AI, an AI-driven GTM platform for companies selling to technical buyers. Before Onfire he was CTO at OwnID and spent nearly seven years in Israel's Unit 8200, the last two as Head of R&D. Notable quotes "Sales is a competition. Once you put the best reps first with the AI, everyone wants to fall in line." "Probably your best reps are not the best with AI yet." "If you have fifty million of ARR and you need to grow to 100 million, the CISO is not your target." "Everyone goes to the CISO. So you go to that person, and no one is connecting with him." Chapter timestamps 00:04 Why an 8200 alum built for salespeople, not cyber 01:55 Spin the wheel: visionary or smoking crack 02:51 Three tiers of AI adoption in cyber GTM 05:24 Start with your best rep, not your CRO 08:15 The five by five use case 11:09 Scoring your whole TAM off five years of closed-won 16:39 The three barriers to agentic GTM (and the one that matters) 21:16 Quality beats volume: the A/B test with people 26:46 Only 2 percent get in through the CISO 30:59 The SOC example: hundreds of vendors, one buyer 32:40 Where the real signals live: Reddit, Discord, GitHub 38:11 How to reach out on a signal without being a creeper 41:34 What Onfire is building next 43:41 Visionary or smoking crack: the reveal Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	The homework that turns technical pain into business value for cybersecurity sellers - Mark van Oppen, CRO @ SecureAuth	01 Sep 2026	00:39:07
Mark van Oppen is 90 days into the CRO seat at SecureAuth, after four years selling a developer-led product at FusionAuth. He walks through the pre-call research he wants reps doing to connect technical pain to a business number, and why he tells them to be careful about showing it too early. He also covers his three hiring filters, what a muted seller says to a buyer, and what he's doing with the rep at 200 percent of goal who automated his own follow-up. In this episode Why Mark calls identity a non-optional problem, and what "critical path" changes about the sale The step-by-step model for turning an earnings report into a cost per minute and a headcount number Why he tells reps not to present that model to a customer straight away How he runs the technical-pain-to-dollars conversation inside a one-on-one deal review Why "I'm not technical" and "let me bring in my engineer" are career-limiting in this category The alley-oop between AE and SE, and what twenty minutes on mute tells a buyer Energy, excellence, experience: his three hiring filters, in that order, and why experience comes last What he's doing with a rep at 200 percent of goal who built his own Claude workflow About the guest: Mark van Oppen is Chief Revenue Officer at SecureAuth, which he joined in 2026. He was previously VP of Sales and then CRO at FusionAuth, and before that held go-to-market roles across Blue Box, IBM, Heptio and VMware. Notable quotes "I refer to identity as a non-optional problem." "You're not going to be right, but you're going to be in the right ballpark." "It should not be the seller goes on mute and disappears for 20 minutes." Chapters (approximate) 00:36 — Ninety days in, and how the SecureAuth motion differs from developer-led 04:04 — Identity as a non-optional problem 10:28 — The cost-per-minute homework 13:24 — Coaching it inside deal reviews 19:09 — Empathy for goalposts that moved 23:30 — The AE and SE alley-oop 25:42 — Energy, excellence, experience 32:31 — The rep who automated his own follow-up 38:08 — The next 90 days Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	Powerful Storytelling When AI Flattens Cybersecurity Marketing - Brian Reed, CMO @ Corsha	27 Aug 2026	00:41:10
AI made it cheap to produce content, and now every cybersecurity vendor sounds the same. Brian Reed, CMO at Corsha, argues the answer to that sameness isn't more AI, it's the human layer: real stories, congruent brand moves, and community. He gets specific on how to use AI as a story partner rather than a content mill, why your customer is the hero of every story, and how to stand out in a market of 4,000 vendors. In this episode: Why AI content creates "mass sameness," and where humans still create meaning The golden triangle: AI as content assistant and community as the source of real stories Why your customer is the hero of the story, never your product, your rep, or your company The business-card test for a company story simple enough that every employee can tell it How to open a sales conversation with a 30-second customer story instead of an agenda slide Using AI to find patterns, sharpen, and retitle stories, plus building "persona" agents like his crusty OT engineer Where the line sits between a memorable brand moment and a forgettable gimmick (Wiz vs the puppies) The three kinds of community, why "build your own" is hardest, and why community is never lead gen About the guest: Brian Reed is CMO at Corsha, working in industrial and OT cybersecurity. His background runs from database middleware and data warehousing in the 90s through application security and the DevOps / DevSecOps movement, including helping build the All Day DevOps community, and he writes regularly on AI and storytelling. Notable quotes: "The tide raises all boats, but they're all drowning in content, and it all sounds the same." "Your product's not the hero, your sales rep isn't the hero, your company isn't the hero. The hero is the people." "Community is never, ever about lead gen. It's brand building and giving to get." Chapters (approximate): 00:58 — The ugly underbelly of AI content: sameness 04:41 — Who the hero of the story really is 07:13 — The business-card test and "us and them" 13:13 — Using AI as a story partner, and the crusty OT agent 19:05 — Standing out vs gimmicks: Wiz, Island, and the puppies 27:53 — The coffee truck, and de-risking bold bets 33:16 — The three kinds of community 37:05 — Why community is never lead gen Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	AI-First Selling Is the Future of Cybersecurity Sales - Patrick Dillon CRO @ Nudge Security	14 Jul 2026	00:44:45
Patrick Dillon, three months into the CRO seat at Nudge Security, joins Andrew to talk about what "AI-first" actually means when everyone at RSA has slapped AI on the booth. The conversation runs from product (AI-native vs. bolted-on, and the shadow AI hiding inside companies) to the go-to-market side: how he's rebuilding the team around technology, process, and people, in that order, and who he'll hire to run it. In this episode: Why companies without a deep AI strategy could be "zombie companies" that don't know it yet The difference between AI-native, AI-first, and just connecting an LLM to your old stack How one prospect thought they ran 2,000 apps and actually ran 5,300 Why the buyers now include CFOs, compliance, and corporate counsel, not just security Flipping "people, process, technology" to "technology, process, people" for an AI-first GTM Why AI replaces reps who won't use AI, not salespeople as a whole How Patrick screens candidates for want-to, including whether they used AI to prep for the interview Why buyers now demand in one to three months what used to be a twelve-month roadmap promise About the guest: Patrick Dillon is CRO at Nudge Security. He and Andrew first spoke on the podcast at RSA 2025, when Patrick was launching a channel program at Airlock. Nudge closed its Series A last November. Notable quotes: "You can't secure, you can't govern what you can't see." "The call is literally coming from inside your house." "It's not a skill thing or an age thing. It's really a want-to thing." Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	How Cybersecurity Buyers Are Influenced by Marketing: The Surprising Truth About CISO Buying Decisions and Where Your Cybersecurity GTM Spend is Wasted - Emily Matthews Principal NOLA Marketing	09 Jul 2026	00:40:12
Emily Matthews, founder and principal of NOLA Marketing, partnered with the Ponemon Institute to ask CISOs directly how vendor marketing influences their buying decisions. The resulting State of Cybersecurity Marketing Influence Report 2026 holds some surprises: webinars beat CISO dinners, hands-on workshops build the peer references buyers trust most, and the first visitor to your website is increasingly a machine. In this episode: The top two CISO complaints about cyber marketing: it differs from product reality, and it's too high-level. Emily's fix starts with coffee-walk conversations with your engineers. Why 44% of security leaders ranked webinars the most valuable event format, while peer roundtables and CISO dinners came last. Why hands-on workshops should always be free: "You should be paying them, not them paying you." How workshops become "investments in peer influence," the #1 credibility source in the research. The shift to answer engines: Bain's 80% zero-click prediction and how to make your website a better "buffet for LLMs." Emily's case study method: start with your selling points, validate them in the customer's voice, and pack the piece with reusable quotes. Why buyers rely on analysts less than they used to, and what fills the gap for the ~3,700 vendors outside the magic quadrants. Her advice for marketers coming from outside tech: keep asking why. "Fast is not an answer." About the guest: Emily Matthews is the founder and principal of NOLA Marketing. A history and English major who started in mainframe system software, she has spent her career in technical product marketing and previously worked with the Ponemon Institute on the original Cost of a Data Breach report. Notable quotes: "You should be paying them, not them paying you." "If it sounds like BS to us, it's probably going to smell bad to them too." "If you make up a case study, it sounds made up. Interview someone. Because it's real, it comes across." Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	Winning Cybersecurity Sales Strategies: Insights from a Former Buyer Turned Seller on CISO Engagement - Chris Camacho, Co-founder & COO at Abstract	17 Jun 2026	00:39:50
Are you struggling to capture the attention of Chief Information Security Officers (CISOs) in a saturated cybersecurity market? Join us in this enlightening episode of The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams, where we unpack the secrets to effective cyber security sales strategies that can elevate your approach and drive revenue growth. Host Andrew Monaghan sits down with Chris Camacho, co-founder and COO of Abstract Security, who brings a wealth of experience from his previous roles as a buyer at financial services companies. Chris shares invaluable insights into the shifting dynamics of selling cybersecurity solutions, particularly to Fortune 500 companies. He emphasizes the critical need for cyber sales teams to either reduce current spending or replace existing vendors to gain traction, making a strong first impression that resonates with decision-makers. This episode dives deep into Chris's unique journey from being a buyer of cybersecurity products to becoming a builder and seller, offering listeners a rare perspective on what works and what doesn’t in the realm of cyber security sales. With around 3,900 vendors vying for attention in the cybersecurity space, standing out is no easy feat. Chris discusses the challenges of differentiation and the evolving role of AI in both sales and product development, providing actionable insights that can help your team navigate these complexities. Building and maintaining relationships is key in the cybersecurity landscape, and Chris stresses the importance of leveraging networks effectively to understand clients' specific needs. By creating tailored solutions that demonstrate clear ROI, sales teams can not only meet but exceed client expectations. Listeners will walk away with practical takeaways on sales onboarding, sales coaching, and metrics that matter in insurance, all aimed at accelerating growth in a rapidly changing environment. This episode is packed with cybersecurity marketing insights and go to market strategies for anyone involved in cyber security sales. Whether you're part of a startup or an established company, the lessons shared here will empower you to grow sales and enhance team management capabilities. Tune in to The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams and discover how to navigate team challenges while building trust and scaling sales teams effectively. Don’t miss out on this opportunity to get better at marketing and drive predictable revenue growth! About the guest: Chris Camacho spent around ten years on the buy side in financial services, an early adopter of vendors like Crowdstrike and Flashpoint, before crossing over to build and sell security products. He is co-founder and COO of Abstract. Chapters: 00:51 — Crossing from the buy side to the "dark side" 02:55 — Why he bought CrowdStrike and Flashpoint early 11:45 — A market with thousands of vendors, and the spend arms race 15:33 — Three ways to fill a regional CISO event 18:23 — Relationships, Ninja Jobs, and meeting his co-founder 22:20 — What he interviews for (and what he doesn't) 26:22 — When an AI lab lands in your category 29:59 — What CISOs are telling him about AI 32:22 — Reduce or replace: the way in now 34:17 — AI for sellers, and his 17-year-old BDR Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	Revenue leadership in stealth mode: building sales before the market (or product) is ready - Rob Witmer, VP Sales at Onyx Security	09 Jun 2026	00:35:44
Most people think revenue leadership begins after product-market fit. Rob Witmer joined Onyx Security before there was a finished product, before the company emerged from stealth, and before the market fully understood the problem they were solving. In this episode, Rob shares what revenue leadership looks like when you're employee number 11 and the first go-to-market hire. We unpack how he approached the first 30, 60, and 90 days, why experienced sales leaders can create leverage long before a company reaches its first million dollars in revenue, and how close alignment between product and go-to-market execution accelerated Onyx's growth. Rob explains how the team validated market demand for AI-agent security, how they handled customer objections when the category was still emerging, and why transparency became a competitive advantage when selling as an early-stage company. He also shares the characteristics he looks for when hiring early-stage sellers, why recruiting is one of the most important responsibilities in revenue leadership, and how speed and low-friction execution became core principles inside Onyx. The conversation also explores the realities of scaling a cybersecurity company in a rapidly changing market, the influence of Israeli startup culture on execution speed, and why outcomes matter more than features when communicating value to customers. The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. About the guest: Rob Witmer is in his 26th year in software, roughly 20 of them as an individual contributor before moving into leadership. He was Onyx Security's first go-to-market hire, joining as employee 11 while the company was still in stealth. Notable quotes: "I was the first BDR, the first sales rep, the first operations guy, I was the first product manager." "Microsoft did more for AI agents than anyone else out there." "We want to be known as the easiest company to do business with." Chapters (approx.): 00:00 — Joining Onyx as employee 11 03:31 — Why early CISO reactions were humbling 07:07 — How Microsoft flipped the agent market 16:33 — Why hire an experienced sales leader this early 22:44 — The three traits to look for 28:49 — Differentiating in the noisiest market 35:14 — Tim Youngblood and the people process Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	The Power of Network Effect in Cyber Sales - Jarrett Benavidez SVP NA Sales Lumu Technologies	04 Jun 2026	00:37:46
Are you facing the challenge of breaking into a new vertical with no prior experience? Wondering how to accelerate credibility and revenue in unfamiliar markets? Curious about how effective networking can create exponential sales opportunities in cybersecurity? This episode tackles these questions by unpacking hands-on strategies for rapid market entry and leveraging the power of the network effect. In this conversation we discuss 👉 Navigating and mapping new industry ecosystems for accelerated sales growth 👉 Transforming small initial deals into major multi-account wins through strategic networking 👉 Building authentic, mutually beneficial reference and networking strategies that drive brand advocacy About our guest Jarrett Benavidez is the SVP of North America Sales at Lumu Technologies, a veteran in cyber sales since 1999. With leadership experience at Trustwave, BeyondTrust, and CloudKnox, Jarrett specializes in opening new markets and building high-impact sales teams. Summary The conversation focused on how a deliberate ecosystem approach, purposeful networking, and delivering real value can help sales teams break into new markets and unlock significant revenue growth. Tune in for actionable insights and proven tactics from a cybersecurity sales leader—listen now to learn how you can successfully accelerate your go-to-market efforts. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	Slashing sales cycles: How shorter discovery calls boosted Xona’s revenue and sped up the sales cycle- John Chiappetta, CRO, Xona	30 Apr 2026	00:44:31
Are your discovery calls turning into data dumps that stall deals instead of moving them forward? Frustrated by sales cycles that take forever to close, or feel like discounting is your only lever at the finish line? Looking for actionable strategies to help your team become both faster and more effective in closing cybersecurity deals? This episode brings you proven frameworks from a leader who faced (and fixed) these very challenges. In this conversation we discuss 👉 Compressing lengthy sales cycles by restructuring discovery approaches 👉 Motivating and aligning sales teams for aggressive growth 👉 Leveraging AI and tools to enhance call coaching, follow-ups, and pipeline management About our guest John Chiappetta is the Chief Revenue Officer (CRO) at Xona, having joined as Head of North America Sales before recently earning his promotion. With firsthand experience scaling OT at cybersecurity startups, he brings insights into transforming sales effectiveness and team performance. Summary Listen in as John shares how he shortened discovery calls for better engagement, eliminated discounting as the only closing tool, and led his sales team to significant growth. If you want to transform your cyber sales results, this episode is packed with actionable takeaways—tune in now! Connect with John on LinkedIn, learn more about Zona Systems, or book a meeting with Andrew Monaghan to accelerate your sales success. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	Why “Cyber Is Broken”, And Building Trust in an AI World - Karl Van den Bergh CMO Illumio	21 Apr 2026	00:29:26
Ever feel like your cybersecurity marketing just isn’t landing with CISOs? Wondering why, despite tons of spending, cybercrime is still on the rise? Or maybe you’re looking for real ways to build trust and stand out in a crowded, AI-fueled marketplace? This episode dives straight into those questions, with honest takes and actionable ideas you can start using today. In this conversation we discuss: 👉 How fast-changing tech, and especially AI, is making go-to-market harder and more complex 👉 Why the cybersecurity industry keeps repeating old mistakes and what actually needs to change 👉 Tips for standing out, building trust, and having real conversations with skeptical buyers About our guest Karl Van den Bergh is the CMO at Illumio, with previous CMO gigs at Gigamon and DataStax. He’s got a super varied background (not your standard career marketer) and brings a fresh, global perspective to tackling tough industry challenges. And he is also the 2024 Cybersecurity Marketer of the Year! Summary You’ll hear why Karl Van den Bergh believes “cyber is broken,” what back-to-basics marketing really looks like, and how authenticity can cut through the noise and spark real sales conversations. Give this episode a listen—you’ll walk away with new ideas you can use right away! Links & Resources: Karl Van den Bergh on LinkedIn Illumio website Book a 30-minute chat with Andrew Monaghan Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	Building Enterprise Mindshare: Lessons from Island's Meteoric Growth - Eric Appel CRO Island	18 Mar 2026	00:43:55
Are you struggling to sell the “unsellable” in cybersecurity? Wondering how to create or lead a brand-new product category? Curious about how to maintain a winning sales culture and scale your team when you’re growing fast? This episode offers actionable insights for sales and marketing leaders looking to accelerate growth and navigate the changing cybersecurity landscape. In this conversation we discuss: 👉 Building market category leadership: how Island tackled the challenge of selling a paid enterprise browser against established free products 👉 Evolving sales hiring strategies to fit different growth phases, including missionary selling and scaling to larger deals 👉 Establishing strong company culture and early investments to drive sustained success even during rapid expansion About our guest: Eric Appel is the Chief Revenue Officer (CRO) at Island, the enterprise browser company. With 25 years of cybersecurity sales and leadership experience, Eric has overseen Island’s growth from stealth mode to 900+ customers in just a few years. He previously held leadership roles at companies like Yahoo and McAfee. Summary: Tune in as Eric Appel shares lessons in creating category-defining success, hiring for high-growth sales teams, and ensuring an unbeatable company culture. This episode is packed with real-world examples and strategies to inspire your next go-to-market move. Don’t miss this milestone conversation—listen now! Connect with Eric Appel on LinkedIn, explore Island at island.io, and book a 30-minute meeting with Andrew Monaghan. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	From AWS to Terra: Building Winning Cybersecurity Partnerships – Anna Sarnek, VP of Business & Strategy, Terra Security	13 Mar 2026	00:33:37
Are you struggling to navigate strategic partnerships with hyperscalers like AWS? Wondering when and how to build your company's platform story to stand out in a crowded cyber market? Curious about the real value of industry relationships and communities for sales growth? This episode tackles these challenges head-on, drawing insights from a leader who's been at the heart of cybersecurity’s evolving ecosystem. In this conversation we discuss: 👉 Lessons on building and resourcing valuable hyperscaler relationships—forging two-way partnerships with AWS and more 👉 Balancing feature innovation versus platform strategy, and when to make each move as a go-to-market leader 👉 How to prioritize industry partnerships, tech alliances, and communities for short- and long-term sales success About our guest Anna Sarnek recently joined Terra Security after leading cybersecurity startup business development at AWS. Her expertise spans building partnerships with strategic investors, founders, and hyperscalers, giving her a panoramic view of what drives repeatable growth in the sector. Summary Dive into Anna’s firsthand insights as she unpacks partnership roadmaps, product positioning strategies, and the power of authentic tech alliances to accelerate cybersecurity sales. If you’re a marketing or sales leader aiming to grow pipeline, close deals, and future-proof your go-to-market strategy, don’t miss this episode—tune in now! Links and Resources Connect with Anna Sarnek on LinkedIn Visit Terra Security Book a 30-minute meeting with the host Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	Breaking Through With Analysts — How to Win Gartner’s Attention - Dan Lowden CMO BLACKBIRD AI	11 Mar 2026	00:36:04
Are you struggling to make your cybersecurity startup's message stand out in a crowded market? Ever wondered how to get analysts like Gartner to notice your company before hitting $20M ARR? Do you face challenges aligning sales and marketing to target multiple buyer personas effectively? This episode dives deep into these critical issues, offering strategies and actionable insights tailored for cybersecurity sales and marketing leaders. In this conversation we discuss: 👉 Creating a new cybersecurity category by building real relationships with analysts 👉 Aligning marketing and sales teams for consistent messaging and go-to-market success 👉 Navigating and engaging with multiple buyer personas within large organizations About our guest: Dan Lowden is the Chief Marketing Officer at BLACKBIRD.AI, a pioneer in narrative intelligence and protection against narrative attacks, disinformation, and deepfakes. With a track record of 12 startups, Dan brings vast experience in launching, marketing, and growing innovative cybersecurity companies by defining new market segments and partnering closely with both industry analysts and sales teams. Summary: Learn how to break away from rail-thin differentiation, earn industry analyst credibility, and align your entire go-to-market team, even when selling to vastly different personas. Dan’s experience and tactical advice will help you grow revenue faster in a competitive landscape. Don’t miss this episode. Tune in now for practical strategies you can apply immediately! Connect with Dan and more: Dan Lowden on LinkedIn Blackbird.AI Company Website Book a 30-minute meeting with Andrew Monaghan Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	Urgency That Closes Deals: Lessons From Startup Sales - Josh Kriss, COO @ Geordie	24 Feb 2026	00:40:05
Are you finding it hard to build a united sales culture as your cybersecurity startup scales? Struggling to keep urgency and momentum going in long, complex enterprise deals? Wondering how top teams navigate hiring, collaboration, and multi-threaded sales cycles, especially as new technologies and markets emerge? This episode of the Cybersecurity Go-To-Market Podcast delivers actionable insights to help sales and marketing leaders create stronger, more effective teams while driving revenue growth. In this conversation we discuss: 👉 Building and maintaining a “one team” culture from early-stage startup to rapid scale 👉 Effective hiring and team formation for high-performance cybersecurity sales organizations 👉 How to create urgency, maintain momentum, and drive next steps, especially during drawn-out enterprise sales cycles About our guest Josh Kriss is an experienced cybersecurity sales leader, now helping shape go-to-market strategy and culture at Geordie, a fast-growing AI security startup. With a track record at Darktrace and hands-on experience scaling from founding team to rapid growth, Josh brings practical advice for building high-performing teams that sell complex technology into demanding enterprises. Summary If you’re looking for hands-on strategies to elevate your team’s culture, drive collaboration, and overcome sales inertia, this episode is for you. Learn how to hire for “one team” mindset, spot hidden deal blockers, and apply leadership lessons from fast-growing cybersecurity innovators. Listen now for powerful tips you can put into practice right away! Connect & resources: Josh Kriss on LinkedIn Geordie website Book a meeting with Andrew Monaghan Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	Vibe Coding For Cybersecurity Marketers (not dummies) - Joseph Barringhaus VP Marketing Maze	17 Feb 2026	00:42:34
Are you struggling to stand out in the crowded cybersecurity marketplace? Wondering how to build unique marketing or sales assets without a dedicated engineering team? Curious how other leaders are leveraging AI-driven “vibe coding” to create real value, not gimmicks? This episode is packed with proven, creative ways cybersecurity sales and marketing pros are innovating faster than ever. In this conversation we discuss: 👉 How “vibe coding” tears down traditional barriers to building tools and experiences for buyers. No developer background required 👉 Real-world examples of internal and external tools that drive sales and engagement, from pricing calculators to viral, satirical content sites 👉 The practical steps, mindsets, and pitfalls for teams who want to experiment and win more attention in their market About our guest: Joseph Barringhaus is the VP of Marketing at Maze, a high-impact leader in the cybersecurity world. Known for his high-energy approach and relentless creativity, Joseph specializes in hands-on marketing innovation. Summary: Tune in as Joseph Barringhaus shares his team’s journey in bringing “vibe coding” from experiment to game-changing practice. Learn how to build powerful marketing and sales assets, get buy-in for creative risks, and inspire your organization to try new things. Listen now and spark your own ideas for RSA or your next big campaign! Links: Connect with Joseph Barringhaus on LinkedIn Learn more about Maze Book a 30-minute strategy call with Andrew Monaghan Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	How to Build a Cyber Channel from Zero: From Someone Who Has Done it Three Times - Konnor Andersen, VP of GTM , Acuvity	10 Feb 2026	00:36:29
Are you struggling to build a channel sales program that actually produces meaningful revenue? Wondering why bigger isn't always better when choosing channel partners? Frustrated by the constant pressure to sign as many partners as possible, only to see limited results? This episode dives deep into the strategic and tactical mistakes cybersecurity startups make with channel go-to-market, and reveals how to build a scalable, effective partner ecosystem. In this conversation we discuss: 👉 Why focusing on a few right-sized, ICP-aligned partners beats boiling the ocean with major national VARs 👉 How to design a lean, high-impact starter partner program, and the must-have elements for early success 👉 Common pitfalls: from partner economics to mindshare, and creative ways to drive mutual traction About our guest: This episode features Konnor Andersen, Vice President and Head of Global Go-To-Market at Acuvity, who has successfully built cybersecurity channel sales programs from scratch three times across network, email, identity, and AI security segments. Summary: Join Andrew Monaghan as he interviews Konnor Andersen to uncover actionable strategies for cybersecurity sales and marketing teams looking to accelerate their channel-driven growth. If you want practical advice, real-world examples, and creative tactics to boost your channel program, this episode is a must-listen! Connect with our guest and resources: Konnor Andersen on LinkedIn Acuity (Company Website) Book time with Andrew Monaghan Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	How to Win Lighthouse Deals in a New Market - Felix Knoll COO/CRO Cranium	03 Feb 2026	00:35:17
Are you navigating the challenge of landing enterprise deals before you even have market traction? Wondering how to build pipeline without SDRs and endless cold emails? Curious if targeting Fortune 500 clients from day one is smart, or suicidal? This episode dives into a truly unconventional path to cybersecurity startup success that defies industry norms. In this conversation we discuss: 👉 Incubating a cybersecurity startup inside KPMG and the unique advantages (and hurdles) it brought 👉 Strategies for securing lighthouse enterprise customers and building trust-driven communities 👉 Lessons on managing founder-led sales, lean teams, and prioritizing scalable product development About our guest: Felix Knoll is the Co-Founder, COO, and CRO of Cranium, which was spun out from KPMG’s incubator. Felix blended enterprise sales expertise with startup agility to pioneer a new category in AI governance. Summary: This episode reveals how Cranium went from a consulting giant’s incubator to closing six-figure deals with leading global banks by leveraging relationships, rapid product pivots, and building industry "Trust Hubs." If you're ready to rethink your go-to-market playbook for faster growth and better enterprise engagement, tune in now! Links: Connect with Felix Knoll on LinkedIn. Learn more about Cranium at their website. Book a 30-minute meeting with host Andrew Monaghan here. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	Hacking Your First $2M ARR: Sales Tactics from Kevin Bayly, VP Sales at Material Security	29 Jan 2026	00:41:42
Are you a sales or marketing leader at a cybersecurity company trying to accelerate your growth but hitting roadblocks with your ICP, pipeline generation, or scalability? Ever wondered how moving from a big company to a startup changes your playbook, and career mindset? Are you struggling to get your team focused on the right opportunities versus burning out on dead-end deals? This episode holds actionable insights for you. In this conversation we discuss: 👉 Making the leap from a big company to a startup and building a sales function from scratch 👉 Practical, low-tech strategies for early pipeline generation and deal qualification in stealth mode 👉 How to identify, test, and rally the whole company behind your change in Ideal Customer Profile (ICP) About our guest: Kevin Bayly is the VP of Sales at Material Security. He transitioned from a successful career at Okta to become the first non-engineering hires at Material Security, where he helped shape and scale the go-to-market organization from the ground up. Summary: Tune in to hear Kevin Bayly share real-world tactics for pipeline generation, lessons from early-stage startup hustle, and the transformative power of rigorous ICP focus. Discover how Material Security achieved 80% meeting-to-opportunity conversion and reshaped its strategy to drive sustainable growth. Don’t miss practical advice you can apply to your sales motion right now—listen to the full episode! Links: Connect with Kevin Bayly on LinkedIn Material Security website Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	Why Early-Stage Sales Is All About Precision, Not Volume – Abigail Maines GTM Advisor YL Ventures	06 Jan 2026	00:38:44
Are you struggling to transition from founder-led sales to a scalable sales-led model in your cybersecurity startup? Wondering if hiring a team of reps is really the fastest way to drive growth, or if there’s a better approach? Curious how senior sales leadership involvement early on might speed up your journey to true product-market fit? If so, this episode is packed with insights for you. In this conversation, we discuss: 👉 Why early-stage sales are all about precision and defining your ideal customer profile (ICP) 👉 How bringing on an experienced founding CRO can optimize growth and quicken feedback loops 👉 The impact of thoughtful, targeted marketing and third-party attestation in launching into new or mature markets About our guest Abigail Maines is a seasoned cybersecurity sales leader, former CRO at Hidden Layer, and current Go-To-Market Advisor at YL Ventures. She’s worked with industry innovators at companies like Cylance and Checkpoint, and is the co-founder of FIERCE, an advocacy group focused on empowering women in tech and sales. Summary Tune in for Abigail’s contrarian approach to building an early-stage sales team—why precision trumps volume, and how the right sales leader can supercharge your trajectory. If you’re ready to rethink your sales strategy and learn actionable tactics from someone currently advising top cybersecurity founders, don’t miss this episode! Connect & Learn More: Abigail Maines on LinkedIn YL Ventures Book a 30-Minute Meeting with Andrew Monaghan Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	Ditch the Adversarial Negotiating: How Transparency Wins in Cyber Sales – Todd Caponi, Author of Four Levers Negotiating	02 Dec 2025	00:40:56
Are you tired of sales negotiations feeling like a hostile game of poker against procurement pros who seem to hold all the cards? Wondering if there’s a way to maintain your deal’s value without relying on outdated, adversarial tactics? Struggling with year-end deals where buyers expect last-minute discounts and you’re anxious about giving away too much? This episode is for cybersecurity sales and marketing leaders seeking a transparent, effective, and less stressful way to close deals. In this conversation, we discuss: 👉 Why traditional and commonly taught sales negotiation techniques no longer fit today’s buyer-seller dynamic 👉 Todd Caponi’s “Four Levers Negotiating” framework to build trust and keep more margin 👉 Practical, actionable ways to position pricing and negotiations, especially at year-end, so both parties win About our guest: Todd Caponi is a multiple-time sales executive and author with experience leading revenue organizations through two successful exits. He now advises, teaches, and speaks to sales teams about transparency and behavioral science in negotiation. Todd’s upcoming book, "Four Levers Negotiating," outlines a straightforward approach that’s transforming how sales teams manage deal-making conversations. Summary: Listen in as Andrew Monaghan and Todd Caponi unpack how cybersecurity sellers can escape the cycle of adversarial negotiations by embracing a transparent, lever-based approach. Discover how to reframe value conversations, negotiate with confidence, and earn buyer trust—so you close deals faster with less discounting. Tune in and rethink your negotiation mindset! Connect with Todd Caponi on LinkedIn and visit toddcaponi.com. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	How to Build a $30M ARR Business with Just Three Founders and ZERO employees – Amos Bar-Joseph, Co-Founder, Swann	25 Nov 2025	00:44:09
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. Summary If 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 & Resources Connect with Amos Bar-Joseph on LinkedIn Learn more about Swan Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	Why Your First VP of Sales Will Fail (And What To Do Instead) – Eyal Worthalter, Multi-Time VP of Sales, Cybersecurity Startups	18 Nov 2025	00:42:08
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 success About 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. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	Breaking the Mold: Why Early-Stage Startups Must Invest in Brand – Jimmy Tsang, CMO, MIND	11 Nov 2025	00:39:10
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 buyers About 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. Summary Listen 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 LinkedIn MIND Company Website Book time with Andrew Monaghan Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	DataTribe Challenge Finalist: Evercoast	04 Nov 2025	00:21:39
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. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	DataTribe Challenge Finalist: Cytadel	03 Nov 2025	00:23:55
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. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	DataTribe Challenge Finalist: Ackuity.ai	29 Oct 2025	00:22:36
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. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	DataTribe Challenge Finalist: Starseer	28 Oct 2025	00:35:00
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. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	DataTribe Challenge Finalist: Tensor Machines	27 Oct 2025	00:18:54
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. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	Break Through the Noise: How Advocates Can Transform Your Pipeline – Braydan Young, CEO, SlashExperts	30 Sep 2025	00:33:10
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 deals About 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 LinkedIn Learn more about SlashExperts Book a meeting with Andrew: 30-Minute Meeting Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	The Art of Timing Your First Sales Hire in a Cybersecurity Startup – Tony Surak, Partner, DataTribe	16 Sep 2025	00:40:03
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 velocity About our guest Tony 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. Summary Listen 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 & Resources Tony Surak on LinkedIn DataTribe Website DataTribe Challenge 2025 Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	The Unconventional Growth Playbook: Europe, SMBs, and Cyber Insurance – Christian Werling, CRO, Eye Security	09 Sep 2025	00:39:35
Are you wondering how to leverage unconventional go-to-market strategies to accelerate growth in cybersecurity? Curious about integrating cyber insurance into your offer to stand out in a crowded landscape? This episode provides answers by spotlighting a company bucking the traditional playbook—and winning. In this conversation we discuss: 👉 Targeting SMBs in Europe by simplifying security products and services and tailoring to unique buyer needs 👉 Building a true partner-first approach with IT service providers and insurance brokers to create trusted channels 👉 Bundling cyber insurance and cybersecurity to remove buying friction and drive faster sales cycles About our guest: Christian Werling is the Chief Revenue Officer at Eye Security, one of today's fastest-growing cybersecurity companies. Christian brings extensive experience in sales leadership and a sharp focus on innovation in go-to-market models and partnership strategies. Summary If you want to rethink your sales tactics and learn how Eye Security became a top-15 fastest-growing cybersecurity company by targeting SMBs in Europe, this is a must-listen episode. Discover how partnering with insurance brokers, simplifying product onboarding, and bundling cyber insurance with cybersecurity can help your company scale faster and differentiate in any market. Connect and learn more: Christian Werling on LinkedIn Eye Security website: https://www.eye.security Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	From 8 to 500: Scaling Hypergrowth in Cybersecurity GTM – Ryan Carlson, President of GTM, Chainguard	02 Sep 2025	00:41:32
Are you wrestling with how to scale your sales team without losing focus on what truly matters? Do you wonder how to maintain a customer-centric approach as your company experiences hypergrowth? Or maybe you’re trying to figure out the right time and way to segment your go-to-market organization. This episode offers deep, practical insights on these pressing challenges, straight from one of cybersecurity’s fastest-growing companies. In this conversation, we discuss: 👉 Chainguard’s unique approach to building scalable, segmented go-to-market teams early and the risks and rewards involved 👉 The art of shifting from product-led to value-led sales, and why the customer’s “aha” moment matters 👉 Lessons on integrating sales, marketing, and customer success for synchronized, fast, and sustainable growth About our guest: Ryan Carlson is President of Go-To-Market at Chainguard, a cybersecurity company that’s seen exponential growth, rising from under 10 employees to nearly 500 in just a few years. Formerly a key leader at Okta, Ryan brings a wealth of experience in building teams, scaling revenue, and cultivating customer trust in the enterprise software world. Summary Ryan Carlson shares tactical learnings from “inside the rocket ship” at Chainguard—how to scale people, structure, and strategy while keeping real value for customers at the heart of everything. If you’re determined to grow sales and marketing without sacrificing fundamentals, don’t miss this candid, actionable episode. Tune in for proven strategies you can implement right now! Links: Ryan Carlson on LinkedIn Chainguard Website Book a 30-minute meeting with Andrew Monaghan Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	Scaling the Fastest-Growing Data Security Startup	01 Jul 2025	00:37:41
Are you struggling to keep up with the rapid pace of growth in cybersecurity sales? Wondering how to build a high-performing go-to-market team without sacrificing consistency or culture? Curious about what it takes to lead and enable teams through hypergrowth while navigating constant change? If so, you’ll find answers and inspiration in this episode focused on Sierra, one of the fastest-growing cybersecurity firms on the market. In this conversation we discuss: 👉 The essential building blocks and mindset behind scaling sales organizations in high-growth environments—balancing speed with strategic hiring and enablement 👉 How modern DSPM (Data Security Posture Management) is changing the data protection conversation, including new business drivers, buyer personas, and technical advances 👉 The importance of world-class enablement for sales and first-line managers—and why investing in internal growth and leadership is critical for sustained success About our guest: Steve Rog is the VP of Sales at Cyera, a trailblazing and rapidly scaling DSPM company. With a background in both technology and sales across industry leaders like F5, ForeScout, and Foundry, Steve has deep expertise in building elite sales teams and driving hypergrowth. At Cyera, he brings a disciplined yet people-first approach to organization building, sales excellence, and leadership development. Summary: Steve Rog shares firsthand lessons from Sierra’s exponential rise, detailing how intentional hiring, robust enablement, and cross-functional collaboration fuel sales success in cybersecurity. If you want to understand how to sustain momentum, empower your frontline managers, and scale responsibly, this is a must-listen episode. Don’t miss out—tune in to accelerate your own sales growth journey! Connect & Learn More: Connect with Steve Rog on LinkedIn Learn more about Cyera here! Book time with Andrew Monaghan: Book here Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	Unlocking Business Value In Cybersecurity From a 25+ Year Cyber Sales Veteran	24 Jun 2025	00:48:17
Are you struggling to turn small niche security products into strategic, high-value revenue streams? Curious how to elevate your sales approach from feature dumping to genuine value conversations? Ever wonder why comp plans always seem so complicated—or how real sales leaders attract and keep A-players? This episode has got you covered. In this conversation we discuss: 👉 How uncovering real business value can turn “unsexy” products into multi-million dollar revenue drivers 👉 Why “curiosity” and effective questioning often separates sellers from true sales leaders 👉 Navigating comp plan chaos, hiring pitfalls, and the future human/AI sales landscape in cybersecurity About our guest This week’s guest is Rob Amezcua, SVP of Worldwide Sales at Forescout. Rob’s leadership journey includes building and scaling cybersecurity sales teams, finding value in unexpected places, and sharing battle-tested wisdom from over two decades in the industry. Summary Rob Amezcua joins us for a candid, insight-packed discussion on building revenue engines in cybersecurity, from rethinking your product’s value to hiring and motivating great teams. Whether you’re struggling with transactional selling, comp plan confusion, or finding and keeping elite talent, Rob’s stories and strategies are a must-listen for modern leaders. Tune in and transform your sales approach today! Links Rob Amezcua on LinkedIn Forescout website Book a 30-minute meeting with Andrew Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	How to Build a Cyber Sales Machine From Nothing That Delivers 30X ARR Growth and 166% NRR	17 Jun 2025	00:39:04
Are you leading a cybersecurity sales team aiming for responsible, accelerated growth—but unsure how to scale without just adding headcount? Do you struggle to shift your messaging above the noise and communicate true business outcomes? Are you balancing highly technical sales cycles with the need to engage business buyers? If any of this sounds familiar, this episode is for you. In this conversation we discuss: 👉 Lessons learned from taking a cybersecurity startup from zero to a high-performing sales team and crossing key revenue milestones 👉 How to navigate the balance between technical product details and selling on business value and outcomes 👉 The importance (and timing) of scaling enablement and repeatable messaging as your go-to-market team grows About our guest: Nick LaBuz, VP of Sales at Endor Labs, is a seasoned cybersecurity go-to-market leader. He was the first sales hire at Endor, where he helped scale the team and drive rapid yet measured growth, building on prior success at Redlock. Summary: In this episode, Nick shares actionable insights on building high-growth sales organizations in cybersecurity, from defining your ICP and landing those crucial first deals to establishing effective enablement before your growth spirals out of control. Expect tactical advice on technical-to-business messaging and real examples from Endor Labs’ journey. Listen now and learn how to build a sales machine that drives meaningful, sustainable growth. Find Nick LaBuz on LinkedIn, explore Endor Labs, and if you want actionable advice on your cybersecurity go-to-market strategy, book a 30-minute call with Andrew. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	Partnerships That Scale: How Valence Security Empowers Resellers	10 Jun 2025	00:18:41
Are you struggling to build a high-velocity partner program that actually drives revenue? Wondering how to structure channel margins and opportunity registrations to attract—and keep—great cybersecurity resellers? Curious about how emerging technologies and evolving needs are shaping the next generation of vendor-reseller partnerships? This episode, recorded live at RSA Conference 2025, dives deep into these questions with actionable insights from a top industry leader. In this conversation we discuss: 👉 How Valence Security has rapidly iterated its SaaS platform, focusing on remediation beyond just visibility 👉 Strategies for recruiting, enabling, and incentivizing top-tier security VAR partners in a crowded market 👉 Real-world feedback loops between product, partnerships, and sales to reduce friction and accelerate deals About our guest Jake Alosco is the VP of Global Partnerships at Valence Security, bringing nearly two decades of experience in channel sales, ecosystem building, and go-to-market strategy for cybersecurity vendors. Jake shares lessons from scaling Valence's partnership program and insights into what it takes to succeed with today’s partners. Summary Tune in to discover how Valence Security reimagines the reseller experience, advances its product based on partner feedback, and structures its GTM for win-win partnerships. Whether you’re running a partner program or trying to crack the channel code, this episode is a practical guide to amplifying your cybersecurity sales. Don’t miss these expert strategies—listen now! Connect & Learn More: Jake Alosco on LinkedIn Valence Security Website Book a 30-Minute Meeting with Andrew Monaghan Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	Regulation, Revenue, and Reluctance: Selling to OEMs in Cyber	05 Jun 2025	00:19:03
Are you struggling to identify the most lucrative customer segments for your cybersecurity solution? Wondering how new regulations are shaping buying behavior among OEMs and enterprises? Curious about how innovative technologies and partnerships can accelerate your go-to-market and revenue growth? This episode is packed with insights tailored for sales and marketing leaders at cybersecurity companies who are eager to drive faster and smarter sales outcomes. In this conversation we discuss: 👉 Evolving the Ideal Customer Profile (ICP) for NetRise and adapting to changing buyer motivations 👉 The growing impact of global regulations and software supply chain transparency on the cybersecurity sales landscape 👉 How ecosystem and technology partnerships unlock new growth channels, especially through innovative data integrations About our guest: Robbie Robbins is the VP of Business Development and Partners at NetRise. With a rich background in cybersecurity sales, BD, and partnerships, Robbie brings firsthand insight into scaling go-to-market efforts in one of the industry’s most dynamic segments. Summary: Tune in as Robbie Robbins shares how NetRise is adapting its GTM strategy, leveraging partnerships, and responding to regulatory headwinds to build awareness and accelerate sales. You'll hear actionable advice and real-world examples that can inform your own sales and marketing initiatives in the cybersecurity sector. Don’t miss this opportunity to learn what’s working from industry practitioners—listen now! Links: Connect with Robbie Robbins on LinkedIn Learn more about NetRise Book time with Andrew Monaghan: 30-minute meeting Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	Breaking Out of Stealth: The Story Behind Spektion’s New Approach to Software Vulnerability	03 Jun 2025	00:26:21
Are you a cybersecurity sales or marketing leader seeking new ways to stand out in a crowded market? Do you struggle with demonstrating real value to CISOs who have “seen it all” and are wary of generic pitches? Wondering how to engage technical buyers who know the ins and outs of your product’s shortcomings? This episode with Joe Silva, co-founder and CEO of Spektion, is packed with fresh perspectives on tackling these challenges head-on. In this conversation we discuss: 👉 The pitfalls and advantages of moving from practitioner to cybersecurity founder, and its impact on product-market fit 👉 How Spektion approaches runtime vulnerability analysis to address long-standing pain points in vulnerability management 👉 Lessons learned from launching a startup out of stealth, and go-to-market strategies for early-stage cybersecurity companies About our guest: Joe Silva is the co-founder and CEO of Spektion, bringing a unique blend of experience as a former CISO at JLL and cybersecurity leader at TransUnion. With a background in military intelligence and product leadership at Symantec, Joe’s journey from practitioner to founder offers valuable insights for anyone looking to build, market, or sell innovative security solutions. Summary: This episode dives deep into building cybersecurity products that solve persistent enterprise pain points, understanding practitioner mindsets, and crafting messages that resonate with buyers. If you’re aiming to refine your go-to-market strategy or better connect with technical decision-makers, this conversation is a must-listen. Tune in for actionable advice and behind-the-scenes stories from one of the industry’s most interesting new CEOs. Connect with Joe Silva on LinkedIn, explore Spektion and book a 1:1 strategy call with host Andrew Monaghan here. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	EMEA Expansion, AI Experiments & Channel Secrets: Inside Legit Security’s 2025 Strategy	29 May 2025	00:20:00
Are you struggling to differentiate your cybersecurity company in a sea of similar-sounding competitors? Wondering how to effectively position your solution in a market flooded with acronyms and overlapping technologies? Or are you trying to scale growth while navigating the complexities of partnership-driven sales? If so, this episode has some actionable insights to help you accelerate your go-to-market strategy and revenue growth. In this conversation we discuss: 👉 The challenge of defining and positioning “ASPM” in the crowded application security market 👉 Legit Security’s partner-first, value-driven channel strategy for scaling growth 👉 Real-world use of AI in sales and marketing to prioritize accounts and scale content About our guest: Dave Howell is the Chief Marketing Officer at Legit Security, a leader in Application Security Posture Management (ASPM). Dave brings a wealth of experience in cybersecurity marketing and sales, and is passionate about building partner-led growth and leveraging AI to drive smarter go-to-market motions. Summary: In this episode, Dave Howell shares how Legit Security navigates the noisy ASPM market, crafts compelling messaging, and executes a channel-first strategy to engage enterprise customers. He delves into partnering best practices and the practical use of AI for go-to-market teams. Don’t miss this episode if you’re looking for strategic sales and marketing ideas that deliver results—tune in now! Connect with Dave Howell on LinkedIn, learn more about Legit Security, or book a meeting with Andrew Monaghan to level up your cybersecurity GTM strategy. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	Turning Customers Into Your Best Sales Team: Real-World CS Strategies	27 May 2025	00:22:05
Are you struggling to build a customer success function in an early-stage cybersecurity startup? Wondering how to prove real value and drive renewals in a crowded threat intelligence market? Or are you curious about innovative approaches to proactive cyber defense that could give your GTM strategy an edge? This episode goes deep into these pressing questions and more, offering actionable insights for sales and marketing leaders looking to accelerate revenue growth. In this conversation we discuss: 👉 The crucial role of customer success in young cybersecurity companies and how it impacts product adoption and renewals 👉 Silent Push’s unique “indicator of future attack” approach and how educating the market on proactive threat intelligence challenges traditional thinking 👉 Leveraging AI in customer success to deliver value, support onboarding, and help customers realize faster outcomes About our guest: Brad Arnold is the Chief Customer Officer at Silent Push, a fast-growing cybersecurity company focused on proactive threat intelligence. With a strong background in both technology and customer relationships, Brad leads CS, solutions engineering, and partner engagement to ensure clients derive maximum value and remain rabid fans. Summary: If your team wants to turn customers into your best sales force, cultivate durable renewals, and harness the power of proactive threat intelligence, don’t miss this episode. Hear firsthand how Silent Push prioritizes customer needs, delivers true value, and leans into AI to smooth onboarding and maximize impact. Tune in now and take your cybersecurity GTM strategy to the next level! Links: Connect with Brad Arnold on LinkedIn Silent Push website Book a meeting with host Andrew Monaghan Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	Accelerating Cybersecurity Deals: Channel-First Go-to-Market in Cybersecurity	22 May 2025	00:34:45
Are you struggling to differentiate your channel program in a crowded cybersecurity market? Wondering how to speed up your sales cycle and create more value for partners? Curious about what it takes to scale globally with varying partner expectations? If these questions hit home, this episode offers field-tested answers and bold new strategies. In this conversation we discuss: 👉 The innovation behind Airlock Digital’s modern approach to application control and channel strategy 👉 Tactics for increasing partner engagement and equipping channels for global success 👉 The impact of AI and enablement tools for frictionless selling and channel growth About our guest: Patrick Dillon is the Chief Revenue Officer at Airlock Digital, a channel-first cybersecurity company founded in Australia. With over 20 years in Atlanta and international experience, Patrick is reshaping how Airlock’s technology and partner programs accelerate growth in global markets. Summary: Discover how Airlock Digital evolved its channel-first model to stand out in cybersecurity, enabling faster, more scalable deals with high win rates and robust partner margins. Patrick reveals actionable insights on enablement, incentives, and breaking into new regions—making this a must-listen for sales and marketing leaders aiming to grow sales and revenue. Tune in for the strategies that can help your team win faster! Learn more: Connect with Patrick Dillon on LinkedIn. Explore Airlock Digital Book a 30-minute meeting with host Andrew Monaghan here. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.
	From Startup to Rocket Ship: Building Doppel’s Hyper-Growth Sales Team	20 May 2025	00:33:41
Are you struggling to scale your cybersecurity sales from mid-market to enterprise? Wondering how to build a high-performance sales team that consistently generates pipeline? Curious about what it really takes to win enterprise clients—and keep them? This episode of the Cybersecurity Go-To-Market Podcast dives deep into those challenges and offers candid, tactical advice from someone who’s done it. Mike Ferrari is the SVP Worldwide Sales at Doppel, the social engineering defense platform, and the fastest growing cybersecurity company in the A16Z portfolio. In this conversation we discuss: 👉 Strategic pivots in go-to-market for scaling from $5M to $10M+ ARR and addressing enterprise customers 👉 Creating a high-performance sales culture with clear non-negotiables and regional field engagement 👉 Leveraging channel partnerships as a force multiplier and delivering real value during the sales cycle About our guest: Mike Ferrari is Head of Sales at Doppel, a fast-growing cybersecurity startup specializing in social engineering defense. Having recently transitioned from a leadership role at a larger organization (BigID), Mike brings hands-on experience scaling sales functions through rapid company growth phases, with an emphasis on building talented teams and operational excellence in go-to-market execution. Summary: Mike Ferrari shares practical strategies for scaling sales in a cybersecurity startup, from segmenting sales teams for enterprise versus mid-market, to driving pipeline generation and building robust channel partnerships. Listen to learn how Doppel turns market demand into rapid growth—and what it really takes to achieve enterprise sales execution in a shifting threat landscape. Don’t miss the actionable insights for taking your team and revenue to the next level. Connect & Learn More: Mike Ferrari on LinkedIn Doppel Company Website Book a 30-Minute Meeting with Andrew Monaghan Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

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