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PODCAST

The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams. Save Cybr Donut!

Andrew Monaghan

The podcast for sales and marketing teams that tackles the question:How can Cybr Donut grow ARR to $10m by the end of 2025?We talk with cybersecurity CROs, CMOs, CEOs, as well as sales and marketing experts in our movement to Save Cybr Donut.Listen in, and you will get proven strategies to- help you get more leads- win more customers, and,- create your killer go-to-market growth engine.If you are a seller, marketer, leader, CEO, or founder at a cybersecurity company, you are in the right place.

business management

All Episodes

34:02

Break Through the Noise: How Advocates Can Transform...

The Cyber Go-To-Market podcast for cybersecurity... ·

2025/09/30

Send me a text (I will personally respond) Are you struggling to generate enough top-of-funnel opportunities in today’s noisy cybersecurity sales landscape? Are your deals getting stuck or taking forever to close, despite your best efforts? Have you tapped into the real power of your customer advocates—not just for references late in the sales cycle, but to accelerate pipeline growth from the very top? If these challenges sound familiar, this episode will give you a fresh perspective. In this...

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40:55

The Art of Timing Your First Sales Hire in a...

The Cyber Go-To-Market podcast for cybersecurity... ·

2025/09/16

Send me a text (I will personally respond) Are you wrestling with the decision of when to bring on your first sales leader? Wondering if your startup has achieved enough product-market fit before scaling the sales team? Curious about common pitfalls and best practices in building a sales function that can take you from zero to millions in ARR? This episode tackles the pivotal transitions every cybersecurity startup faces when growing its go-to-market engine. In this conversation, we discuss:&...

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40:27

The Unconventional Growth Playbook: Europe, SMBs, and...

The Cyber Go-To-Market podcast for cybersecurity... ·

2025/09/09

Send me a text (I will personally respond) 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 👉

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42:23

From 8 to 500: Scaling Hypergrowth in Cybersecurity...

The Cyber Go-To-Market podcast for cybersecurity... ·

2025/09/02

Send me a text (I will personally respond) 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 conversat...

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38:33

Scaling the Fastest-Growing Data Security Startup

The Cyber Go-To-Market podcast for cybersecurity... ·

2025/07/01

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...

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49:09

Unlocking Business Value In Cybersecurity From a 25+...

The Cyber Go-To-Market podcast for cybersecurity... ·

2025/06/24

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 “curios...

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39:56

How to Build a Cyber Sales Machine From Nothing That...

The Cyber Go-To-Market podcast for cybersecurity... ·

2025/06/17

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-p...

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19:33

Partnerships That Scale: How Valence Security...

The Cyber Go-To-Market podcast for cybersecurity... ·

2025/06/10

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 w...

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19:55

Regulation, Revenue, and Reluctance: Selling to OEMs...

The Cyber Go-To-Market podcast for cybersecurity... ·

2025/06/05

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: 👉

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27:12

Breaking Out of Stealth: The Story Behind Spektion’s...

The Cyber Go-To-Market podcast for cybersecurity... ·

2025/06/03

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...

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20:52

EMEA Expansion, AI Experiments & Channel Secrets:...

The Cyber Go-To-Market podcast for cybersecurity... ·

2025/05/29

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

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22:56

Turning Customers Into Your Best Sales Team:...

The Cyber Go-To-Market podcast for cybersecurity... ·

2025/05/27

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 dis...

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35:37

Accelerating Cybersecurity Deals: Channel-First...

The Cyber Go-To-Market podcast for cybersecurity... ·

2025/05/22

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

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34:33

From Startup to Rocket Ship: Building Doppel’s...

The Cyber Go-To-Market podcast for cybersecurity... ·

2025/05/20

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...

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24:29

Making “Channel First” Work (And Pay!) in Cybersecurity

The Cyber Go-To-Market podcast for cybersecurity... ·

2025/05/15

Are you struggling to scale your cybersecurity sales team effectively while launching a disruptive new product? Wondering how to build a winning go-to-market culture, especially when working channel-first? Trying to figure out how to attract and enable the right channel partners to drive real revenue growth? This episode dives deep into the practical strategies for sales and marketing leaders navigating these exact questions. In this conversation we discuss: 👉 Building a collabora...

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46:29

The New Era of Sales Enablement: Content When Reps...

The Cyber Go-To-Market podcast for cybersecurity... ·

2025/05/13

Are your sales reps struggling to implement the playbook you’ve invested so much in? Do you wish you could drive higher conversion rates without simply adding more headcount? Wondering how to use modern sales enablement to make your team smarter, faster, and more adaptive in every single call? This episode delivers practical answers for cybersecurity sales leaders striving for dramatic revenue growth. In this conversation we discuss: 👉 How to eliminate non-selling work and enforce playb...

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17:00

Smallstep’s Groundbreaking Device Security: Lessons...

The Cyber Go-To-Market podcast for cybersecurity... ·

2025/04/24

Are you struggling to convince enterprise buyers to trust your early-stage cybersecurity startup? Wondering how to differentiate technical innovation in a crowded market? Curious about how device identity and hardware-bound credentials can change the sales conversation? In this exciting episode, we dive deep into device identity and discuss what it takes to build trust and credibility for a new security standard—directly from a finalist of the RSA Conference Innovation Sandbox. In this conver...

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18:35

The Most Significant Bottleneck for Security...

The Cyber Go-To-Market podcast for cybersecurity... ·

2025/04/22

Are you struggling to help SOC teams move beyond alert fatigue and scale investigations effectively? Curious how innovative startups are transforming security operations by empowering analysts, not just automating them? Wondering what truly sets apart the next wave of cybersecurity platforms—and what you can learn from their go-to-market approach? This episode delivers deep insight and practical lessons from the cutting edge of security operations. In this conversation we discuss: 👉 How

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29:35

Securing AI in the Enterprise with Aurascape, RSA...

The Cyber Go-To-Market podcast for cybersecurity... ·

2025/04/18

Are you confident your organization’s data is secure as employees rapidly adopt new AI tools? Are current security gateways truly enough to protect sensitive information in the age of AI? How can visibility into AI app usage transform your go-to-market efforts in cybersecurity sales? If these questions hit home, this episode is for you. In this conversation we discuss: 👉 The growing gap between traditional security measures and the reality of employee AI tool adoption 👉 Aurascape’s inno...

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40:05

Crafting Precise ICPs for Better Cybersecurity...

The Cyber Go-To-Market podcast for cybersecurity... ·

2025/04/03

Are you struggling with defining your ideal customer profile (ICP) while ensuring successful pipeline generation? How can you effectively balance investments in brand and pipeline to maximize ROI? Curious about strategies to differentiate your product in a crowded cybersecurity market? Dive into this episode for insights on these common challenges and learn actionable strategies to enhance your sales and marketing efforts. In this conversation we discuss: 👉 The importance of defining and

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281 results

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