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

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 actionab...

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 a...

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 ...

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...

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 loo...

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 ap...

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 ...

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 thi...

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...

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 fin...

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 sec...

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...

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 c...

🤔 How can you ramp up new sales hires to deliver revenue within six months when your sales cycle is approximately the same length?
🤔 What are the essential components of an effective new hire onboarding program in the cybersecurity industry?
🤔 How does focusing on prospects and their challenges create context for new hires before introducing product details?

In this episode, I discuss:

👉 Strategies to transition new hires...

Are your seasoned sales reps struggling to adapt to new strategies? Have you ever invested heavily in sales training only to see minimal changes? How can you ensure training leads to real behavior change and improved sales performance?

In this conversation we discuss:

👉 Why traditional sales training often fails and how to overcome these challenges 👉 The role of deliberate practice in achieving behavior change 👉 Practical exercise...

Are you struggling to increase your ASP and conversion rates? Does your sales team lack a unified approach to handling prospect questions? Are you eager to scale your ARR significantly in 2025?

In this conversation, we discuss:
👉 How Cyber Donut achieved significant ARR growth from 2023 to 2024.
👉 The importance of value-based selling over feature-based selling, and techniques to implement it.
👉 Strategic plans for i...

Are you struggling to get media attention for your cybersecurity startup? Wondering how to make your PR strategy stand out in a crowded market? Curious about the secrets behind successful media campaigns in cybersecurity?

In this conversation we discuss: 👉 Original analysis and data vs. product promotion in PR 👉 Utilizing events and awards to boost brand visibility 👉 Effective analyst relations without breaking the bank

About our ...

Are you struggling to convert your Proof of Value (POV) to sales? Do your POV periods often extend beyond reasonable timelines? How can you involve multiple evaluators while keeping the process efficient and engaging?

In this episode of Cybersecurity Go-To-Market Podcast, Alexei Rubinstein joins Andrew Monaghan to tackle these challenges head-on.

🛑 Framework design for leading customers through POVs
🛑 Handling POV extensions an...

Are you struggling to expand your cybersecurity company's market reach? Finding it challenging to get potential customers to notice your brand? Wondering if rebranding could be the silver bullet to boost your company's awareness? In this episode, Robert Sobers, CMO at Varonis, shares his expert advice on go-to-market strategies specifically designed for B2B cybersecurity companies.

In this conversation we discuss: 
👉 ...