Loading...

PODCAST

Cyber Go-To-Market Talk | Cybersecurity B2B Sales, Marketing & Revenue Growth

Andrew Monaghan

The podcast that tackles the question: How can cybersecurity companies grow sales faster?Growing a cybersecurity company is rarely limited by a lack of people. More often, growth stalls because cyber sales execution, onboarding, forecasting, and leadership aren"t keeping pace with the opportunity.Hiring more sellers doesn"t solve that.Neither does chasing the latest go-to-market trend without a repeatable system for revenue growth.The companies that consistently outperform their competitors build

business management

All Episodes

59:50

Doubling a Sales Team in 2 Months Without Dropping...

Cyber Go-To-Market Talk | Cybersecurity B2B Sales,... ·

2026/10/06

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...

en-us

44:14

Why a CISO Bets on a Startup Over Crowdstrike: Robbie...

Cyber Go-To-Market Talk | Cybersecurity B2B Sales,... ·

2026/10/01

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 buyer...

en-us

45:56

How to Sell to the CISO: David Gee, who is a ... CISO

Cyber Go-To-Market Talk | Cybersecurity B2B Sales,... ·

2026/09/29

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 e...

en-us

47:43

Why This CISO Buys From Cyber Startups First - Zach...

Cyber Go-To-Market Talk | Cybersecurity B2B Sales,... ·

2026/09/24

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'l...

en-us

53:45

Your First VP of Sales Didn't Fail. You Skipped a...

Cyber Go-To-Market Talk | Cybersecurity B2B Sales,... ·

2026/09/22

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 pr...

en-us

40:14

The Cybersecurity Sales Channel That Appeared Out of...

Cyber Go-To-Market Talk | Cybersecurity B2B Sales,... ·

2026/09/15

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...

en-us

45:57

Why Your Best Cyber Sales Rep, Not Your CRO, Drives...

Cyber Go-To-Market Talk | Cybersecurity B2B Sales,... ·

2026/09/08

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...

en-us

39:07

The homework that turns technical pain into business...

Cyber Go-To-Market Talk | Cybersecurity B2B Sales,... ·

2026/09/01

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 ident...

en-us

41:10

Powerful Storytelling When AI Flattens Cybersecurity...

Cyber Go-To-Market Talk | Cybersecurity B2B Sales,... ·

2026/08/27

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...

en-us

44:45

AI-First Selling Is the Future of Cybersecurity Sales...

Cyber Go-To-Market Talk | Cybersecurity B2B Sales,... ·

2026/07/14

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 com...

en-us

40:12

How Cybersecurity Buyers Are Influenced by Marketing:...

Cyber Go-To-Market Talk | Cybersecurity B2B Sales,... ·

2026/07/09

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 differ...

en-us

39:50

Winning Cybersecurity Sales Strategies: Insights from...

Cyber Go-To-Market Talk | Cybersecurity B2B Sales,... ·

2026/06/17

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 ...

en-us

35:44

Revenue leadership in stealth mode: building sales...

Cyber Go-To-Market Talk | Cybersecurity B2B Sales,... ·

2026/06/09

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...

en-us

37:46

The Power of Network Effect in Cyber Sales - Jarrett...

Cyber Go-To-Market Talk | Cybersecurity B2B Sales,... ·

2026/06/04

Send me a text (I will personally respond) 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

en-us

44:31

Slashing sales cycles: How shorter discovery calls...

Cyber Go-To-Market Talk | Cybersecurity B2B Sales,... ·

2026/04/30

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

en-us

29:26

Why “Cyber Is Broken”, And Building Trust in an AI...

Cyber Go-To-Market Talk | Cybersecurity B2B Sales,... ·

2026/04/21

Send me a text (I will personally respond) 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

en-us

43:55

Building Enterprise Mindshare: Lessons from Island's...

Cyber Go-To-Market Talk | Cybersecurity B2B Sales,... ·

2026/03/18

Send me a text (I will personally respond) 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

en-us

33:37

From AWS to Terra: Building Winning Cybersecurity...

Cyber Go-To-Market Talk | Cybersecurity B2B Sales,... ·

2026/03/13

Send me a text (I will personally respond) 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: 👉

en-us

36:04

Breaking Through With Analysts — How to Win Gartner’s...

Cyber Go-To-Market Talk | Cybersecurity B2B Sales,... ·

2026/03/11

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

en-us

40:05

Urgency That Closes Deals: Lessons From Startup Sales...

Cyber Go-To-Market Talk | Cybersecurity B2B Sales,... ·

2026/02/24

Send me a text (I will personally respond) 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, mo...

en-us

315 results

Similar Podcasts

TaxTalent.com The Golden Rule Podcast

Adam Golden

TaxTalent.com Podcast

Tony Santiago

Best of Business

Newstalk ZB

SoldiOnline

Mondadori Digital

Inside the ICE House

Intercontinental Exchange