The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams. Save Cybr Donut!
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.
Episodes
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:
👉 ...
Are you struggling to boost engagement during demos? Facing challenges in customizing sales conversations to resonate with prospects? Wondering how to improve your conversion rates from initial discussions to closed deals?
In this episode of the Cybersecurity Go-To-Market Podcast, Damian Tommasino shares insights and actionable strategies on transforming your sales demos and processes to drive higher engagement and conversion rates.
...
Are you curious about the ideal timing for bringing in a senior sales or marketing leader? Not sure the right profile to hire? Need insights on avoiding decision paralysis in hiring? Have you ever faced the dilemma of hiring in industry or someone from another one?
In this conversation we discuss: 👉 The benefits and challenges of hiring from competitors. 👉 The importance of a charismatic, proven leader in recruitment. 👉 Strategie...
Like the go-to-market team at Cybr Donut, are you struggling to build a strong sales pipeline and wondering how to utilize events effectively? Do you want to know why your customers choose your products and leverage that to boost sales? Join us in this episode as we explore practical strategies that can help your sales and marketing teams hit your revenue targets faster.
In this conversation we discuss:
👉 Building a culture around c...
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 ...
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 crea...
Are your pipeline generation efforts falling flat? Is your team struggling with pipeline consistency and conversion rates? How aligned are your sales and marketing teams? How about SDRs?
In this episode of the Cybersecurity Go-To-Market Podcast, Dave Breshears sits down with host Andrew Monaghan to discuss proven strategies for boosting sales development performance, optimizing account engagement, and enhancing cross-funct...
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-...
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 lookin...
How would you use a $1.5 million marketing budget after securing $20m in Series A funding? Curious about strategies to triple your revenue in the cybersecurity space? Seeking insights on balancing short-term and long-term marketing tactics?
In this episode, Andrew Monaghan tackles these pressing questions with Manny Ataebi a cybersecurity CMO, offering expert advice on optimizing your marketing spend to catalyze substantia...
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 cybersecu...
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