Cyber Go-To-Market Talk | Cybersecurity B2B Sales, Marketing & Revenue Growth
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 stronger cyber sales leadership, faster seller ramp times, more predictable revenue forecasting, healthier pipeline generation, and disciplined go-to-market execution. That's what this show explores. The Cyber Go-To-Market Talk is a podcast for cybersecurity sales leaders, CROs, founders, CEOs, marketers, and revenue teams who want to improve cybersecurity sales performance and build more predictable revenue growth. Cybersecurity sales training expert Andrew Monaghan talks with cybersecurity CROs, revenue leaders, sales executives, founders, and operators about the real work behind scaling sales teams, improving forecast accuracy, building revenue pipelines, onboarding cybersecurity sellers, creating demand, and executing cybersecurity sales strategy. You'll hear practical lessons on cyber sales leadership, cybersecurity sales training, sales onboarding, revenue forecasting, pipeline quality, sales coaching, revenue operations, cybersecurity go-to-market strategy, and the systems that help cybersecurity companies grow faster. Whether you're leading a revenue organization, building a cybersecurity sales team, or working to improve cyber sales performance, each episode is designed to help you make better decisions and execute with greater confidence. Popular Episode Topics Include: Cyber Sales Leadership, Cybersecurity Sales Strategy, Cybersecurity Sales Performance, Sales Onboarding, Seller Ramp Time, Cybersecurity Sales Training, Sales Enablement, Revenue Forecasting, Sales Forecasting, Predictable Revenue Growth, Forecast Accuracy, Go-To-Market Execution, Security Go-To-Market, Cybersecurity Go-To-Market Strategy, GTM Execution, Pipeline Generation, Pipeline Quality, Demand Creation, Cybersecurity Pipeline Growth, Revenue Pipeline, Scaling Sales Teams, Sales Hiring, Sales Coaching, Revenue Operations, Cybersecurity CRO
Episodes
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, ...
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 e...
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 describ...
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...
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 aut...
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:
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 ep...
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:
...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, ...
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, ...
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
👉...
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 challen...
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-changin...
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:
👉 Bui...
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 conversa...
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 lea...
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 ...
Are you struggling to stand out in the crowded cybersecurity marketplace? Wondering how to build unique marketing or sales assets without a dedicated engineering team? Curious how other leaders are leveraging AI-driven “vibe coding” to create real value, not gimmicks? This episode is packed with proven, creative ways cybersecurity sales and marketing pros are innovating faster than ever.
In this conversation we discuss:<...
Are you struggling to build a channel sales program that actually produces meaningful revenue? Wondering why bigger isn't always better when choosing channel partners? Frustrated by the constant pressure to sign as many partners as possible, only to see limited results? This episode dives deep into the strategic and tactical mistakes cybersecurity startups make with channel go-to-market, and reveals how to build a scalable, effecti...
Are you navigating the challenge of landing enterprise deals before you even have market traction? Wondering how to build pipeline without SDRs and endless cold emails? Curious if targeting Fortune 500 clients from day one is smart, or suicidal? This episode dives into a truly unconventional path to cybersecurity startup success that defies industry norms.
In this conversation we discuss:
👉 Incubating a cybersecurity startup ins...
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