Episodes
Doubling a Sales Team in 2 Months Without Dropping Standards | Lauren Lynch, Cyber Sales Leader
When Wiz brought in new go-to-market leadership and decided to go big, Lauren Lynch's commercial org went from about 40 people to more than 80 in a couple of months. She explains why hiring at that speed made her process tighter, not looser, and walks through the steps she used at Wiz and took with ...
Why a CISO Bets on a Startup Over Crowdstrike: Robbie Tyrie, Fractional CISO
You've nailed the demo and the POV, and then procurement asks why they'd bet on you instead of CrowdStrike, Palo Alto or Zscaler. Robbie Tyrie has been the buyer on the other side of that question at some very large organisations, and he said yes to the startup more than once. He walks through the m...
How to Sell to the CISO: David Gee, who is a ... CISO
David Gee is the former CIO and CISO at storied companies such as HSBC and Eli Lilly. Rather than quietly disappear in his retirement, he's been writing books. And not just any books, two of his published books are "A Day in the Life of a CISO" and "How to Sell to the CIO and CISO". And not just tin...
Why This CISO Buys From Cyber Startups First - Zach Lewis, CISO @ University of Health Sciences and Pharmacy
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 ba...
Your First VP of Sales Didn't Fail. You Skipped a Stage. Matt Calligan @ ArmorText
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 sk...
The Cybersecurity Sales Channel That Appeared Out of Nowhere: Scott Johnson, CEO @ Amplifyd
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 compa...
Why Your Best Cyber Sales Rep, Not Your CRO, Drives AI Adoption: Tal Peretz CEO & Co-Founder at OnFire
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. Star...
The homework that turns technical pain into business value for cybersecurity sellers - Mark van Oppen, CRO @ SecureAuth
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 als...
Powerful Storytelling When AI Flattens Cybersecurity Marketing - Brian Reed, CMO @ Corsha
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 ...