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

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 this conversation we discuss: 👉 Building a collaborative and competitive sales culture for transformative product launches👉 How to hire and empower the right “archetype” of sellers for complex, multi-stakeholder sales cycles👉 Channel-first go-to-market strategies—partner enablement, compensation, and driving adoption with the right partnersAbout our guest:Scott O'Rourke is the Chief Revenue Officer at Contrast Security, bringing a hands-on approach to building high-performing sales teams from the ground up. With a legacy of success scaling sales organizations at ZeroFox and beyond, Scott is now focused on launching Contrast’s Application Detection and Response (ADR) product to disrupt the application security market.Summary:Tune in as Scott shares his experience transforming sales teams, shifting to a channel-first strategy, and offering actionable insights on partner enablement, compensation models, and sales enablement—especially for cybersecurity companies with innovative offerings. If you’re leading sales or marketing in a fast-growing cybersecurity firm, don’t miss these hard-earned lessons and proven playbook. Listen now to unlock growth.Connect with Scott and Learn More:Scott O'Rourke on LinkedInVisit Contrast SecurityBook time with the host: 30-minute meeting Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

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: 👉 How to eliminate non-selling work and enforce playbook adherence using just-in-time enablement👉 Making enablement a real force multiplier through real-time role playing and AI-driven call prep👉 Why content delivery, not just content storage, is the new frontier for improving sales performanceAbout our guest:Ron Baden, Head of Sales at GTM Buddy, brings to the table decades of sales leadership experience and deep expertise in sales enablement. Having led teams at multiple enablement software companies, Ron specializes in scaling go-to-market teams and driving real behavioral change for revenue results.Summary:Ron shares actionable insights on bridging the execution gap in cybersecurity sales teams by refocusing on in-the-moment coaching, smarter sales enablement tech, and eliminating time-wasting tactics. Whether you’re chasing $10M ARR—or just maximum impact—this episode is packed with candid advice. Don’t miss it: listen now and accelerate your path to hitting ambitious revenue targets!Connect with Ron Baden on LinkedIn and explore GTM Buddy at GTMBuddy.ai. Want to dig deeper? Book a 30-minute meeting with host Andrew Monaghan. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

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 finalist of the RSA Conference Innovation Sandbox.In this conversation we discuss: 👉 The challenges and opportunities of tying access controls to hardware for higher security and easier enterprise adoption👉 How Smallstep’s collaboration with Google led to a new security standard that major vendors like Apple are adopting👉 Lessons for founders on selling to Fortune 500s and scaling enterprise relationships from the ground upAbout our guest:Mike Malone is the CEO and founder of Smallstep, a device identity platform company. With a background in engineering and extensive experience in standards development (including collaborations with Google, Apple, and more), Mike shares real go-to-market stories and hard-earned lessons from building in cybersecurity.Summary:Don’t miss this episode if you want actionable insights on enterprise go-to-market, security innovation, and emerging standards. Mike Malone reveals both the promise and pain points of championing a new protocol in cybersecurity—and how to “celebrate the wins” as your startup drives adoption with the largest enterprises. Tune in now to hear how Smallstep is paving the way for hardware-bound device identity!Learn more and connect:Mike Malone on LinkedInSmallstep WebsiteBook a strategy session with Andrew Monaghan Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

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 security operations.In this conversation we discuss:👉 How codifying decades of incident response expertise, automation, and AI creates a new paradigm for security operations platforms👉 Why UI/UX excellence is now a market differentiator and critical for both adoption and user satisfaction👉 Lessons learned on going to market stealth versus out-loud—and why transparency and thought leadership are Command Zero’s strategic pillarsAbout our guestDov Yoran is the CEO and co-founder of Command Zero, a finalist for the 2025 RSA Innovation Sandbox and a multi-time cybersecurity founder. With over 30 years in the industry, Dov brings extensive leadership and operational insight from building and scaling cybersecurity startups. His track record includes pioneering new approaches to combining human expertise, automation, and AI for SOC teams.SummaryJoin us as Dov Yoran shares how Command Zero is reimagining security operations for overworked, tool-fatigued SOC analysts, and why UX is becoming a competitive edge in enterprise cybersecurity. Get actionable insights on stealth launches, market validation, and why company culture and openness win. Listen now for strategies to drive go-to-market growth in your own cybersecurity offering!Connect with Dov Yoran on LinkedIn and learn more about Command Zero at commandzero.ai. Book a meeting with host Andrew Monaghan here. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

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 reality of employee AI tool adoption👉 Aurascape’s innovative approach to “AI security” using intelligent agent-based technology👉 How showing true AI usage visibility creates ‘aha’ moments for CISOs and jumpstarts the sales processAbout our guest:Moinul Khan is the CEO and co-founder of Aurascape, a fast-growing cybersecurity startup. With over 25 years of experience, including roles at Netskope and a visionary background in AI-native defense, Moinul has led Aurascape to be a 2025 RSA Innovation Sandbox finalist.Summary:Tune in to hear Moinul Khan share how Aurascape delivers the visibility, control, and speed enterprises need to stay ahead of the AI security curve—and why sales teams should rethink the conversation about AI risk. Learn what triggers CISOs to act and how to leverage these insights to create faster sales momentum. Don’t miss this chance to hear firsthand what innovation looks like for security go-to-market.Links:Connect with Moinul Khan on LinkedinExplore Aurascape: Company WebsiteInterested in discussing your go-to-market strategy? Book a meeting with Andrew Monaghan Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

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 conversation we discuss: 👉 The importance of defining and evolving your ICP for effective pipeline generation. 👉 Strategies for balancing brand and pipeline investments for broader company growth. 👉 Differentiation techniques to stand out in the competitive cybersecurity space.Join Sri Sundaralingam as he delves deep into effective pipeline generation strategies, the significance of precise ICPs, and investment optimization for cybersecurity companies. Gain actionable insights on how to position your brand distinctly in the market, ensuring sustainable growth. Tune in to this episode and take your cybersecurity sales strategies to the next level!Connect with Sri Sundaralingam on LinkedIn and visit his Xage Security. To discuss these strategies further, book a time with me here. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

🤔 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 into productive team members within four weeks.👉 The importance of understanding prospects and their problems in early onboarding stages.👉 Aligning onboarding goals with measurable objectives like prospecting ability and handling first meetings.SummaryIn this episode, Andrew Monaghan tackles the crucial topic of new hire onboarding for cybersecurity sales teams. Learn how to develop a program that turns fresh recruits into seasoned sales professionals capable of driving revenue. Delve into strategic steps designed to meet challenging goals and ensure your team is equipped for rapid growth. Tune in to discover how to build a robust onboarding framework that positions your team for immediate impact.Connect with Andrew Monaghan on LinkedIn, visit Unstoppable.do, or book a meeting for a personalized consultation. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

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 exercises to foster curiosity and deeper discovery among your sales teamAbout our guestJonathan Mahan is a former cybersecurity seller who now runs the Practice Lab, a business dedicated to bridging the gap between knowing and doing in sales teams. Jonathan has spent years learning how to apply principles of deliberate practice to sales, making him an expert in transforming knowledge into effective action during live sales calls.SummaryIn this episode, Andrew Monaghan and Jonathan Mahan delve into the nuances of sales training and why traditional methods often fall short. They explore how deliberate practice can drive genuine behavior change and offer practical exercises to enhance critical skills like curiosity and empathy. If you're a sales leader looking to make your training stick, this episode is a must-listen! Tune in now.LinksJonathan Mahan on LinkedInThe Practice Lab WebsiteBook a 30-minute meeting with Andrew Monaghan Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

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 increasing Average Selling Price (ASP) and conversion rates heading into 2025.Andrew Monaghan, the host of the Cybersecurity Go-To-Market Podcast, discusses insights and strategies for Cyber Donut from his expertise in the cybersecurity sales domain.SummaryJoin Andrew Monaghan as he breaks down how Cyber Donut plans to hit $10 million ARR in 2025, the critical sales strategies for boosting ASP, and key improvements needed for conversion rates. Whether you’re facing challenges in sales execution or looking for actionable insights, this episode offers a comprehensive game plan. Don’t miss it! Listen now to drive your sales and revenue growth faster.Links and ResourcesAndrew Monaghan on LinkedInUnstoppable DOBook time with Andrew MonaghanTune in, learn, and boost your sales performance! Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

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 bankAbout our guest: Leron Kornreich is a seasoned public relations expert specializing in tech vendors. Starting her career in cybersecurity PR, Leron has orchestrated highly successful media campaigns and now runs a PR company renowned for its insights and strategic acumen.Summary: Dive into this episode of the Cybersecurity Go-To-Market Podcast as Leron Kornreich and Andrew Monaghan uncover essential PR strategies that can elevate your brand’s media presence. Learn how to leverage original analysis, industry events, and strategic analyst relationships to boost your company’s visibility and credibility. Tune in now and supercharge your PR game!Useful Links:Connect with Leron Kornreich on LinkedIn:LinkedInVisit Leron's Company Website:si14global.comBook a Meeting with Andrew Monaghan:30-Minute Meeting Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.