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Send me a text (I will personally respond)209: On this episode of Sales Bluebird, we dive into the world of Hidden Layer, a company bridging the gap between security and data science teams to protect machine learning models. CEO Chris Sestito discusses hiring the right people for a startup rather than worrying about specific job titles. Chris shares insights about their innovative work in security and ML and how they are making strides in the ML AI world. Additionally, we learn about the company's world-first machine learning security platform, which has two products geared towards detecting malware and protecting models in real time.[00:05:01] "Cybersecurity founders go all in together"[00:09:37] "Adversarial Machine Learning Attack Inspires Hidden Layer"[00:13:20] "World's first ML security platform detects malware"[00:15:22] "Model Lifespan Variations Based on Use Cases"[00:17:03] "Empowering Data Scientists and Security Operators Together"[00:19:38] "Data Science and Security: Bridging the Gap"[00:21:24] "Covert Cyber Threats Require Proactive Investigation: Experts"[00:29:08] "Building Generic Solutions to Protect Machine Learning"[00:31:19] "Why Abigail Maines was the perfect hire"[00:34:21] "Success Determined by Who You Hire"Hidden Layer websiteChris Sestito 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)208: In this episode of Sales Bluebird, Andrew explores the world of B2B vendor onboarding, discussing an innovative platform called SafeBase. SafeBase has revolutionized the cumbersome questionnaire process by providing upfront information that can reduce the resources required by up to 90%. More than 400 customers already use SafeBase as their security review facilitator. The episode also delves into SafeBase's marketing strategies, including their K Factor approach, which measures how many new customers a current customer brings in. Additionally, the episode explores how Safe Base built a mini-project to hire the right salespeople and focuses on team and culture fit. The guest on this episode is Macy Mody, the VP of Revenue and Operations at Safe Base, who explains how the company values getting to know employees on both personal and professional levels to build trust. Finally, the episode touches on Safe Base's approach to automation, driving adoption, and the company's commitment to employee success.[00:05:58] "Proactive Trust Communication for Sales Success"[00:08:26] "Revolutionary Solution to Streamline Vendor Onboarding"[00:15:59] "SafeBase's Wow Moment: Automation"[00:19:44] "Innovative Virality and Seamless Automation in Tech"[00:24:35] "Lean go-to-market strategy drives success for startup"[00:26:08] "Balancing Outbound Messaging for Successful Marketing Mix"[00:27:23] "Finding Balance: Success Without Overwhelming Customers"[00:31:43] "New hires and inbound leads: Top concerns"[00:33:29] "Testing Sales Candidates' Understanding Through Outbound Exercise"[00:36:35] Building Trust in Remote Work EnvironmentsSafeBase websiteMacy Mody 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)207: On this episode of Sales Bluebird, the guest being interviewed is Oliver Friedrichs, founder and CEO of Pangaea. Oliver shares his history as a five-time founder, selling his first four companies to larger players in the industry such as McAfee and Splunk. He talks about the need for building trust during the acquisition process, and shares how the success of acquisitions depends on the acquiring company's mature leadership team and repeatable processes. Oliver is passionate about solving cybersecurity problems through starting companies and creating valuable solutions. Additionally, he discusses how his current company, Pangaea, offers authentication, authorization, audit, logging, secrets management, and file scanning for malware, and recently launched a partnership with Digital Element. They're expecting to have 24 services by the end of the year, which they believe will accelerate growth. Pangaea is also recognized as innovative and unique for creating a new category called "Security Platform as a service". Oliver believes that equipping developers to secure their code will solve the problem all the way down the development lifecycle. The conversation covers various topics such as the importance of partnerships, setting ground rules during the acquisition process, and building trust for continued success.[00:03:56] "Key Incentives for Retaining Talent in Tech"[00:06:41] "Wild Valley: Learning from the Dot-Com Boom"[00:08:03] "Acquisition by Splunk: An Exceptional Experience"[00:09:31] "Keys to Successful Acquisition: Ground Rules and Trust"[00:11:43] "Revolutionizing Security for Developers with API Integration"[00:14:37] "Trustworthy Pangaea Framework: Revolutionizing Security Economics"[00:18:51] Scaling PLG-led Companies: The Role of Sales[00:21:41] "Revolutionizing Security with Platform as a Service"[00:26:41] "Startup's Cryptographic Audit Trail Proves Successful"[00:28:11] "Partnerships bring world-class threat intelligence to developers"Pangea WebsiteOliver Friedrichs 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)206: In this episode of Sales Bluebird, we dive into the complexities of SaaS security concerns and the challenges of getting attention and building pipelein. This episode features Yoni Shohet, co-founder and CEO of Valence Security who talks about their company's solution to clean up security issues and offers insights for salespeople to maximize their meetings. Yoni also sheds light on the challenges faced by CASBs  while discussing their company's product, Valence, which combines time to value and remediation in a compelling value proposition. Furthermore, they shed light on the challenges that organizations face in getting responses from their prospects and suggest a solution for decreasing unnecessary emails and calls. Tune in to learn more about the cybersecurity market, the challenges of sales pipeline drought, and the importance of creativity and differentiation.[00:03:49] "IDF Captain turned Cybersecurity Entrepreneur co-founds SCADAfense"[00:07:27] "Startup founders identify security loophole post-SolarWinds attack"[00:10:45] "Maximizing SaaS Capabilities: Overcoming Security Concerns"[00:13:10] "SaaS security platform delivers instant risk analysis"[00:15:28] "Automated Collaboration: The Key to SaaS Security"[00:17:58] "CASBs fall short in protecting SaaS applications"[00:20:44] Uncovering Hidden Risks of Data Sharing[00:23:15] "Creating Market Value: The Importance of Thought Leadership in Cybersecurity"[00:36:44] "Sales Approach Shift: Building versus Account Executives"[00:41:37] "Overcoming the challenge of communication in sales"Valence WebsiteYoni Shohet 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)On this episode of Sales Bluebird, Alisdair, co-founder of Darwinium, shares the challenges of protecting vulnerable customers and how their company is solving those problems. From digital identity technology to automated remediation, Darwinium's unique platform provides complete visibility across user journeys. They discuss the importance of good customer recognition, solving tangible business problems, and the convergence of cybercrime and cybersecurity in financial services and e-commerce. They also touch on the significance of fresh perspectives, hiring people you trust, and getting your go-to-market strategy right before bringing in a VP of Sales. [00:04:16] Why Downturns Are the Best Time for Startups[00:06:15] Cybersecurity expert moves to Australia after successful acquisition.[00:09:33] Darwinium: Protecting Customers with Collective Intelligence and Edge Computing[00:16:51] Converging Cybercrime and Cybersecurity: The Intersection[00:19:47] Uncovering Customer's Hierarchy of Risk Detection Needs[00:26:27] Building a Startup with a Higher Purpose[00:28:06] Darwinium Solves Business Problems with Cybersecurity Solution[00:31:25] Darwinium: Born Global & Hiring Strategically Worldwide[00:35:04] Sales success through fresh perspectives and validation[00:38:08] Buying Pressure Points: Ecommerce & Financial ServicesDarwiniumAlisdair on LinkedInThis episode is brought to you by IT-Harvest, the most comprehensive research tool for the cybersecurity industry.----------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, we hear from Tom Pace, the co-founder, and CEO of NetRise, a company focused on providing visibility into firmware and devices that operate under minimal functions. Tom shares how they started the company during the COVID-19 pandemic and how they are not following the traditional approaches to sales and marketing in the cybersecurity industry. They also discuss the importance of targeted outreach, evangelizing the problem, and utilizing networks and introductions rather than relying on cold call tactics. Episode HighlightsIntroduction of the company: targets device manufacturers to offer a security platformDifferent customers' use cases and value propositionsPlatform as a painkiller for device manufacturers and end-usersThe company benefits consulting companies by providing more work and valueA former CISO started a company, and bold claims are needed in the industryTargeted outreach using specific information is essential, rather than mass emails/phone callsCo-founders have complementary skills: one is focused on product building, and the other on operations and go-to-market.Netrise specializes in analyzing firmware in devicesReverse engineering firmware is historically done through expensive consulting engagementsNetrise automatically analyzes firmware and generates an S-bomb for enriched informationBigger booths and swag do not matter in cybersecurity marketingThe venture capital landscape is changing; growth at all costs is no longer the normDifferent and bold approaches are essential for companies to stand out in the marketThe host has a background in tech and cybersecurity rolesLinks:Netrise websiteTom's 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)Dor Zvi, cybersecurity entrepreneur and co-founder of Red Access, joins host Andrew Monaghan to share his journey in the secure enterprise browsing market. With a strong background in the cybersecurity industry, Dor and his long-time friend and partner, Tal, identified challenges in the market and developed an innovative agentless platform to protect devices and browsing sessions. Their passion for addressing the needs of a hybrid workforce and their drive to make security more simple, agnostic, and comprehensive have been key to their success.In this episode, Dor talks about how to: 1. start building a winning sales team in the cybersecurity arena with expert tips on strategy and staffing. 2. strike the perfect balance between productivity, security, and user experience in today's fast-paced cybersecurity industry.3. Fortify your remote workforce with cutting-edge, agentless cybersecurity methods. 24 Unleash the potential of Red Access's revolutionary cloud platform to boost security and performance. My special guest is Dor ZviDeveloping the MVP & ValidationOne essential step in building a cybersecurity startup is the development of a Minimum Viable Product (MVP) and its validation. This involves creating a product or service that addresses a specific market need, while only offering the core features necessary for initial users to provide feedback for further improvement. For cybersecurity startups, ensuring that the MVP provides adequate security while also maintaining user experience and performance is crucial. The validation process involves testing the product with real users, collecting their feedback, and making necessary adjustments to ensure it meets their needs and expectations. In the case of Dor Zvi, Red Access's MVP focused on providing an agentless approach to secured browsing that doesn't compromise user experience or performance. Through a series of tests and iterations, the company was able to arrive at a product that could be used by their first customers. Dor shared that the validation process helped his team overcome setbacks and build a product that ultimately generates interest from potential investors due to its unique architecture and capabilities.----------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)Armed with his MBA and mechanical engineering degree, Colin Dunn was determined to solve the critical issue of maintaining aging infrastructure. Little did he know, his journey would take an unexpected turn into the world of cybersecurity and lead to the creation of a revolutionary one-way check valve for data. How will this innovative solution protect customers from cyber threats and revolutionize the industry?In this episode, you will be able to: 1. Fortify your critical infrastructure using Fend's innovative hardware and software technologies. 2. Enhance customer relationships by comprehending their purchasing behaviors and strategies. 3. Stay ahead of cyber threats by adapting and implementing robust compensating controls. 4. Collaborate effectively with resellers while retaining a strong ethical business foundation. 5. Foster employee motivation and unity by emphasizing a larger, shared mission.My special guest is Colin Dunn, CEO of FendColin Dunn, a visionary entrepreneur and seasoned mechanical engineer, has successfully navigated the challenges of bringing a hardware product to market in the cybersecurity realm. With an innovative mindset and a keen understanding of the critical infrastructure landscape, Colin has developed a groundbreaking solution that addresses the pressing need for secure and reliable communication in operational technology environments. Drawing from his extensive experience in product development and business strategy, Colin's expertise lies in creating unique solutions to complex problems and empowering teams to excel in the ever-evolving world of cybersecurity.The topics covered in this episode are:Consider Fend as a solution for securing critical infrastructure and operational technology, as it allows one-way communication, mitigating the risk of outside attacks while still enabling monitoring and alerts.Explore the benefits of Fendcloud, which combines Fend's hardware with cloud-based analytics to provide comprehensive visibility and control over legacy industrial systems.Look into federal funding and startup accelerators for support in developing and launching hardware-based cybersecurity solutions.Research the importance of creating a sustainable business model when developing novel cybersecurity technology solutions.Recognize the value of targeting a niche market, such as critical infrastructure cybersecurity, where the demand for unique and secure solutions is high.Consider focusing on hardware-based cybersecurity solutions that are made in the U.S. to address concerns about foreign-made technology in critical infrastructure.Tinkering and Progress: Creating simple, scalable, and affordable hardware innovation for data protection.Cybersecurity has long been a focus for technology researchers an----------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)Varun Badhwar is the CEO of Endor Labs, his third startup. He previously founded CipherCloud and RedLock, which were acquired by Lookout and Palo Alto Networks respectively.After the SolarWinds attack, Varun recognized the vulnerability of open-source software and set out to find a solution. He founded Endor Labs to help developers understand the risks of using open-source software, enabling them to make informed decisions. In this episode, you will learn the following:1. Why Varun sets expectations of his new hire sales team to become certified on both the demo and also the pitch within 2 weeks 2. Varun’s brilliant reframing of the SBOM (software bill of materials) concept3. The importance of building a brand and creating content to engage audiencesResources:Varun BadhwarEndor Labs Sponsor:This episode was brought to you by IT-Harvest. With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in.  IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research.Other episodes you'll enjoy:Top 8 reasons why great sales people leave5 steps to ramp new sellers when you have no enablement and no timeUnlocking Data Protection with Paul Lewis, CEO of CalamuAction:If you enjoyed this episode, please could you give a review by going to Salesbluebird.com/R. It would mean a lot to me personally, and it would help grow the podcast.Connect with me: YouTube: https://www.youtube.com/@salesbluebirdTwitter: https://www.twitter.com/unstoppable_doLinkedIn: https://www.linkedin.com/in/andrewmonaghan----------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)It's hard to believe, but this is episode 200! If you'd told me after the first couple of episodes I'd get to #200, I'd say you'd clearly been smoking a little too much of Colorado's finest homegrown! But here we are. 200... wow.  Thank you for listening, for your encouragement and for suggesting great guests.As I look back on all the previous episodes, I picked out a few that stood out for me.  It's a bit like choosing your favorite child, as every (ok, almost every!) episode was special in its own way.Take a listen!----------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.