Are you leveraging your customers' insights effectively, or are you relying too much on analysts for messaging recommendations? How can sales teams genuinely connect with cybersecurity buyers? How can sellers foster real, human relationships in their professional connections? If these questions resonate with you, this episode is a must-listen! In this conversation, we discuss: ? The pitfalls of overlooking customer insights in favor of analyst advice. ? Practical strategies for building trust and authentic connections in cybersecurity sales. ? The importance of continuous qualitative customer ..read more

Are you a technical founder struggling to navigate sales in your cybersecurity startup? Do you find it challenging to balance technology discussions with business outcomes? Are you curious when to bring in sales professionals for a consistent approach? In this conversation, we discuss: ? The journey of a technical founder learning sales through trial and error. ? How he learned the sales fundamentals and grew his company. ? How creating content and expressing viewpoints can attract the right customers. About our guest: Vincent Berk is a seasoned cybersecurity expert with a PhD in AI and a back ..read more

Are you struggling to generate high-quality opportunities for your cybersecurity solutions? Do you find it challenging to decide between insourcing and outsourcing your sales development functions? How prepared are your sales development representatives (SDRs) to engage in meaningful business conversations and make great cold calls? These questions are at the heart of our discussion in this episode of the Cybersecurity Go-To-Market Podcast. In this conversation we discuss: ? The "conversation first" prospecting methodology. ? Outsourcing vs. insourcing sales development for early-stage cyber ..read more

Are you seeing results from your efforts to find warm leads for your business development reps in the first half of 2024? How are your authentic marketing messages driving trust and engagement in these recent months? Are you re-evaluating the role of SDRs and BDRs in an AI-driven landscape right now? This episode addresses these current challenges and more, providing valuable insights for sales and marketing leaders looking to accelerate their revenue growth in 2024. In this conversation we discuss: ? The challenges and successes in finding warm leads and leveraging market intelligence in 202 ..read more

Are your cybersecurity solutions truly addressing the market’s top concerns? Can early-stage startups convincingly meet the security demands of large enterprises? How does cultural background influence a cybersecurity leader’s success? In this conversation, we discuss:  Challenges faced by early-stage startups in aligning their products to market needs. Understanding the role and impact of diverse cultural backgrounds in cybersecurity. The significance of practical experience in founding successful security operations. About our guest: Ross Haleliuk, head of product at Lima Charlie and ..read more

In this conversation, we discuss: - ? The challenges of scaling enterprise data security effectively. - ? Bedrock Security's innovative AI-driven solutions for cybersecurity. - ? Bedrock's plans for a successful go-to-market year in 2024. About our guest: Pranava Adduri is the CEO and Co-Founder of Bedrock Security. With a dynamic background in data protection and storage systems, Pranava brings an innovative edge to tackling today's cybersecurity challenges. Connect with Pranava and explore Bedrock Security further: - Pranava's LinkedIn - Bedrock Security's Website Support the Show. Follow ..read more

In this conversation, we discuss: ? How Mitiga addresses security gaps in cloud environments ? The importance of simplifying complex security operations data for faster response times ? Emerging trends in cybersecurity threats for 2024 and how companies should prepare About our guest: Ofer Maor, the CTO and co-founder of Mitiga, brings his extensive expertise in cybersecurity to the table. With a rich background that includes founding multiple successful companies and deep research into cloud security threats, Maor provides invaluable insights into developing effective security solutions in to ..read more

In this conversation, we discuss: ? Brooke’s adventurous start from lemonade stands to leading a cutting-edge cybersecurity firm. ? The unique approach RAD Security employs to identify security threats before they emerge. ? Plans for Rad Security's growth and expansion in the coming year. About our guest: Brooke Motta is the co-founder and CEO of RAD Security, a company recently recognized among the top ten at the 2024 RSA Conference Innovation Sandbox. She brings a robust mix of go-to-market strategy and deep cybersecurity expertise to the table. - Brooke Motta's LinkedIn - Rad Security Websi ..read more

In this conversation we discuss: ? How P0 Security uniquely integrates security without hindering developer workflows. ? The challenges of securing cloud-native technologies and non-human identities. ? P0 Security’s innovative approach to identity governance and administration. About our guest: Shashwat Sehgal is the CEO and co-founder of P0 Security, a company that streamlines security practices to enhance operational efficiency without impeding the productivity of development teams. With previous stints at Splunk and leadership roles in multiple tech enterprises, Shashwat brings expertise in ..read more

In this conversation, we discuss: ? The unique approach VulnCheck takes to solve cybersecurity issues using less manpower. ? The role of machine consumable data in accelerating threat response times. ? How VulnCheck’s innovation has made them a finalist at the RSA conference Innovation Sandbox. About our guest: Jay Wallace, the VP of Global Sales at Vulncheck, brings a rich history of experience in cybersecurity. Jay's expertise is in leading teams that innovate at the forefront of the cybersecurity industry. Connect with our guest: - Jay Wallace on LinkedIn - www.vulncheck.com Support the S ..read more