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Send me a text (I will personally respond)Welcome to another episode of the Cybersecurity Startup Revenue Podcast! In today's episode, we have a special guest: Tim Eades, entrepreneur and the CEO of Anetac. But that's not all - Tim also co-founded the Cyber Mentor Fund, a seed fund dedicated to supporting early-stage cybersecurity companies.In this insightful conversation, Tim shares his experiences and offers valuable advice for startup founders and entrepreneurs. He discusses the importance of seeking advice from successful mentors, validating ideas through customer interviews, and building strong relationships with customers.Tim dives into the world of sales and emphasizes the need for a customer success person before a salesperson, highlighting the significance of proactive technical support. He draws inspiration from successful models in the security industry, such as Tanium Founder Orion's technical account management, and shares his thoughts on building and maintaining happy customers.But it's not just about sales, as Tim also delves into the importance of building a strong network of advisors and mentors as a company grows. He provides practical tips on finding the right advisors who can make introductions and offer guidance in specific verticals.Join us as Tim Eades brings us his wealth of knowledge and shares his unique perspectives on building, selling, and funding cybersecurity startups. Get ready to gain valuable insights from a seasoned entrepreneur, right here on the Cybersecurity Startup Revenue Podcast!Cyber Mentor FundTimothy Eades on Linkedin----------If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do 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.

Send me a text (I will personally respond)Welcome back to the Cybersecurity Startup Revenue Podcast! In today's episode, we have a special guest, Bob Wright, from Firebrick Consulting. Bob is a seasoned expert in cybersecurity positioning and strategy, and he's here to share his insights on how startups can drive revenue through effective positioning in the crowded cybersecurity market.In this conversation, Bob discusses the importance of positioning in today's tighter buying climates and how CEOs are realizing the need to be actively involved in the process. We delve into why proper positioning is crucial in cybersecurity, especially in a market with over 3,400 vendors. Bob also reflects on the industry's transformation, from limited resources and hardware-based products to the current era of endless possibilities.Bob emphasizes the excitement and innovation in the cybersecurity industry, urging startups to take advantage of this unique opportunity to become future category leaders.Throughout the episode, Bob shares practical advice on defining and understanding the target market, avoiding buzzwords, and creating narratives that resonate with executive buyers. He stresses the importance of making the customer the hero and aligning the entire company around the positioning strategy.So, whether you're a cybersecurity startup looking to differentiate yourself in the market or simply interested in the industry's evolving landscape, this episode is packed with valuable insights and actionable strategies to drive your revenue. Stay tuned as we dive into the world of cybersecurity positioning with Bob Wright from Firebrick Consulting.Firebrick ConsultingBob Wright on LinkedIn----------If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do 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.

Send me a text (I will personally respond)Welcome back to the Cybersecurity Startup Revenue Podcast! In today's episode, we have a special guest joining us, Seth Robbins, the CRO of Cycode. Seth is known for challenging the status quo, and today he will be sharing his thoughts on the topic of marketing qualified leads (MQLs) and their relevance in measuring marketing effectiveness. Seth believes that the MQL is dead and proposes a different approach to evaluating marketing success based solely on revenue generation. He will discuss the pitfalls of relying on MQLs and share valuable insights from his experience in the cybersecurity sales industry. Join us as Seth challenges conventional wisdom and uncovers the key elements necessary for driving revenue growth in early-stage startups. This is an episode you won't want to miss! So, without further ado, let's dive into the conversation with Seth Robbins at Cycode.[00:02:18] Start early, assess market, simplify message, adapt.[00:06:14] Sales reps should be like cats, not dogs.[00:08:56] Controversial MQL is a useless marketing metric.[00:12:14] MQLs are dead; focus on revenue generation.[00:16:59] Focus BDRs on ICP, measure demo requests.[00:21:58] Proper process is key to scaling sales.[00:24:14] Startups face a game of inches.[00:28:18] Exciting progress, breaking records, non-fragile stage. Looking for trailblazers who drive industry forward. Seeking four key traits: drive, empathy, intellect, adaptability. No compromise.[00:32:13] Drive, empathy, and value in business relationships.[00:37:41] Empathy and intellect are important in hiring.[00:40:54] Adaptability is crucial in startup success. [7 words][00:43:32] Special Forces salesperson and CEO discuss adaptability.[00:47:11] Good conversation about optimizing marketing and sales.Seth on LinkedInCycodeWell this is cool!  The Cybersecurity Revenue Startup podcast is in a "15 Best SaaS Sales Podcasts" list by  @_feedspothttps://podcasts.feedspot.com/saas_sales_podcasts/----------If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do 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.

Send me a text (I will personally respond)On this episode of Sales Bluebird, our guest Mike Barker, Chief Commercial Officer of HYAS shares insights on the importance of aligning sales and marketing strategy in a company. He talks about how his company identified target areas and sectors where they are successful based on data and aligned their messaging and marketing organization towards those target areas. Mike also highlights the importance of understanding the buying team within an organization and using referrals to generate pipeline. The discussion delves into the role of a Chief Commercial Officer and the changing dynamics within the cybersecurity industry. Hit play to learn more about the importance of alignment between sales and marketing in a company's success.[00:05:04] "How I went from Sales to Internal CIO"[00:07:46] "Global Sales Transformation Success with CRO Mentor"[00:10:00] "Hyacinth: Protecting Businesses with Intelligence and Detection"[00:13:13] "Startup's Unique Threat Intel Portfolio Explained"[00:24:47] "Creating a Marketing Plumb Line for Success"[00:29:21] "Direct and Partner Teams Drive Sales Growth"[00:31:37] "Pipeline Generation: The Bane of Salespeople's Existence"[00:35:12] "Training and Enabling Go-to-Market Organization"[00:37:29] "Standing Out in Cybersecurity: A Challenge Explained"[00:43:45] "Product-focussed HYAS announces new PLG initiatives"Mike Barker on LinkedinHYAS Website----------If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do 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.

Send me a text (I will personally respond)215: Attention all sales leaders who want to build a cohesive team! Have you been misled by these popular myths about building a cohesive sales team through communication and collaboration? Myth #1: A team that agrees on everything is the most cohesive. Myth #2: Communication alone is enough to build a cohesive team. Myth #3: Collaboration should be done solely within the sales team. But don't worry, Nick Degnan is here to set the record straight and reveal the truth about building a truly cohesive sales team.In this episode, you will be able to:Unearth the significant impact of a thriving company culture on sales triumph.Delve into the art of assembling a unified sales team with clear communication and teamwork.Understand the significance of adopting a long-term outlook in crafting a winning sales career.Realize why ethics and respectful treatment of customers are essential in the sales world.Conquer the obstacles of accelerated company expansion and develop organizational resilience.My special guest is Nick Degnan, a seasoned sales leader with a wealth of experience in building and managing successful sales teams. Throughout his 17-year career, Nick has worked with tech giants like EMC, Pure Storage, and Tanium, honing his sales strategy and team management expertise. As the current SVP of Global Sales at Axonius, Nick is deeply committed to fostering a collaborative and communicative environment to support a high-performing sales team. His insights on building cohesiveness and driving results have made him a go-to resource for sales managersThe resources mentioned in this episode are:Visit salesbluebird.com/research to learn more about the IT Harvest cybersecurity platform.Check out Axonius for world-class technology that solves real-world problems.Join the team at Axonius, surrounded by good people who work hard and value excellence.Connect with Nick Degnan on LinkedIn to stay up-to-date on his latest insights and experiences.Subscribe to the Sales Bluebird podcast for more tips and strategies on growing sales in the cybersecurity industry.Nick Degnan on LinkedInAxonius website----------If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do 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.

Send me a text (I will personally respond)214: On this episode of Sales Bluebird we talk with Moty Jacob, the CEO of Surf Security, and we dive into the world of enterprise security, company differentiation, and the rise of browser-based solutions. We begin by exploring an open onboarding process tailored to employees' needs and how important it is for new employees to understand the company's capabilities. We also discuss building successful channel partnerships, reducing attack surfaces, and finding talent with strong networks and trusted reputations. Our guest shares insights on enterprise security and how finding a buzz around the industry can attract senior security leaders. Furthermore, we hear a personal story about the Venice Carnival and the challenges of attracting CISOs. Finally, we learn about Surf Security, a browser-based zero-trust solution for enterprise-level security, and how it can collapse all security tools into one power control point for improved agility and reduced security risks.[00:03:15] "CISO Creates Revolutionary Browser-based Cybersecurity Solution"[00:08:47] "Chrome-based app offers unbreakable security solution"[00:10:31] "Surf: The Innovative Browser Combining Security and Accessibility"[00:15:33] Revolutionary Endpoint Security Solution Streamlines Cloud Access.[00:19:01] "Stealth tech startup Surf facilitates security stacks"[00:20:16] "Venice Carnival: The Winter Tradition You're Missing."[00:22:56] "Claiming and Climbing Mountains Across Italy"[00:25:10] "Web Platform Revolutionizes Security Market Capabilities"[00:29:02] "Scaling a Company: Evolution from Founders to Salespeople"[00:30:43] "Open Onboarding Process for Dynamic Success"Moty Jacob on LinkedInSurf Security website----------If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do 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.

Send me a text (I will personally respond)On this episode of the Cybersecurity Startup Revenue podcast, we talk with Colin Jones the CRO of Wiz, about their incredible journey as the fastest company to reach $100 million in ARR within 18 months.We explore what has been happening behind the scenes at Wiz, particularly within the sales team. Including the mentality of learning and figuring things out quickly,  the importance of being equitable, and the loyalty and resiliency created among employees.  Additionally, we delve into creating company values and hiring the right people to contribute to growing the business successfully through customers. We also touch on the importance of communication in a hypergrowth environment and the negative consequences of neglecting it. [00:08:32] Leadership Challenges in Corporate Acquisition Success[00:12:16] "Inflection Point Reached: Reflecting on Career Goals"[00:16:05] "Leaving Duo Cisco with a Winning Mentality"[00:18:17] "Customer Feedback at Wiz: The True Value of Products"[00:22:10] "Success through People, Not Numbers: Hiring Strategies"[00:24:07] "Creating Fair and Loyal Workplace Culture"[00:25:40] "The Importance of Effective Communication in Hypergrowth"[00:29:24] "Palo's Prisma Suite Sets Foundation for Cloud Security"[00:32:36] "Aligning Vision and Customer Needs for Success"[00:38:37] "Team-led exercise: The Origin of Our Values"Colin Jones on LinkedInWiz website----------If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do 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.

Send me a text (I will personally respond)212:  In this episode of Sales Bluebird, we dive into the world of software supply chain security and the challenges it presents. Rubi Arbel, co-founder and CEO of Scribe Security, sheds light on the limitations of traditional application security solutions and introduces Scribe's innovative approach to software security using evidence collectors. We examine the importance of boldly positioning oneself in the market and engaging with the developer community through evangelists, open-source projects, and attending conferences. Additionally, we explore new US regulations coming into effect in 2023 and the impact they will have on the software security landscape. Tune in to this episode for a comprehensive overview of software supply chain security and how companies are taking steps to ensure trustworthy code.[00:05:05] "Startup Solves Software Supply Chain Trust Issues"[00:08:33] "Revolutionizing Software Security: An Evidence-Based Approach"[00:13:17] "Creating Secure Coding Policies for Production Success"[00:15:16] "Focus on Attestations and Provenance technology development"[00:16:16] "Securing Scribe: Responsibility and Collaboration Across Teams"[00:18:42] "Scribe: A Unique Software Supply Chain Platform"[00:20:09] "2023 Regulation Sparks Software Supply Chain Revolution"[00:25:02] "Software Supply Chain Security: The Future Standard"[00:34:19] "Scaling up Sales at the Right Time"[00:43:35] "Importance of Developer Engagement for Swipe"Scribe Security websiteRubi Arbel on LinkedIn----------If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do 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.

Send me a text (I will personally respond)211:  On this episode of Sales Bluebird, Abhi Sharma shares their experience in building Relyance, a privacy platform that uses machine learning and natural language processing to extract rules and apply them against operational reality. They discuss the impact of privacy on the world, his journey in building Relyance, and how the platform allows for quick delivery and provides value to every team. Abhi also shares his pivotal experiences building a startup at University and working on a project for ALS patients. Tune in to learn more about their go-to-market approach, the AHA moment in their deployment, and the importance of privacy by design.[00:04:09] Passion project spawns successful startup career[00:06:06] "Pivotal Moments Lead Entrepreneur to Life's Work"[00:08:11] "Revolutionizing Accessibility: Eyeball Joystick Controls for ALS Patients"[00:10:09] "Pizza Conversation Leads to Privacy Platform Success"[00:17:55] Maximizing Data Security: Beyond DLP Scanning Solutions[00:21:24] "Privacy Challenges and Cross-Functional Solutions Spotlighted"[00:23:36] "Visualize Your Data Flow in Minutes: Relyance Platform"[00:29:33] Unforgettable Deployment: The Magic of Lemonade Moments.[00:32:35] "Scaling a startup: Timing is everything"[00:36:39] Partnerships Likely to Dominate Privacy Solutions MarketRelyance websiteAbhi Sharma on LinkedIn----------If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do 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.

Send me a text (I will personally respond)210:  In this episode of Sales Bluebird, Andrew speaks with Victor Fang, the founder of Anchain, a Web3 security company. Victor shares his background in data science and discusses the challenges of working with Web3's decentralized model.Anchain is a finalist in next week's RSA Conference Innovation Sandbox competition.Anchain's machine learning and AI technology have found a market position with regulators, law enforcement, and the private sector. The company has targeted four markets, each with different security requirements, and has developed a framework to help with counterparty risk in web3 transactions. Andrew and Victor also discuss the lack of workers in the Web3 cybersecurity market, the growing concern of cryptocurrency hacks, and the potential for Web3 security solutions. [00:05:48] "Music and Math: The CEO's Unplugged Escape"[00:07:33] "Blockchain Security Startup  Traces Hackers with Smart Contracts"[00:12:50] "AI-powered Security Solutions for Government and Crypto"[00:16:16] Revolutionizing Web3 Security with New Framework[00:21:09] "Barriers to Entry and Security Issues in Cryptocurrency Security"[00:23:26] "New Framework Developed to Secure Cryptocurrency Transactions"[00:25:49] "Improvising Security Solutions in Rapidly Shaping Market"[00:27:53] "Blockchain Security Training Fills Critical Job Gap"Anchain websiteVictor Fang on LinkedIn----------If you are a sales leader, you are probably under pressure right now to use your headcount on quota-carrying positions BUT you intuitively know you need to invest in the team to help them succeed. Unstoppable.do gives you the capabilities of a world-class enablement team without having to use precious headcount AND with a pricing model that makes sense for startups.  If this is intriguing, get in touch at andrew@unstoppable.do 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.