Cyber Go-To-Market Talk
Where we tackle the question:
How can cybersecurity companies grow sales faster?
We talk with cybersecurity CROs, CMOs, CEOs, as well as sales and marketing experts.
Listen in, and you will get proven strategies to help you get more leads and more customers and create your killer go-to-market engine.
Problem Experts Win Cybersecurity Sales: Marty Overman, EVP Americas Sales, Darktrace
On this episode of Cyber GTM Talk, the cybersecurity podcast for go-to-market leaders, Marty Overman makes the case that problem experts win in cybersecurity sales, and explains why so many reps fall back on pitching the product instead. Marty runs Americas sales at Darktrace and has been in tech sa...
How Cyber Sales Teams Beat Incumbents in AI Security: Richard Stiennon, Founder & Chief Research Analyst, IT-Harvest
On this episode of Cyber GTM Talk, the cybersecurity podcast for go-to-market leaders, IT-Harvest founder Richard Stiennon explains why this is a rare opening for cyber startup sales: CISOs are questioning their legacy vendors harder than he has seen in 25 years of tracking the industry. Boards are ...
You Can Teach Selling, Not Attitude: James Irving, Founder, Emotive JLI
On this episode of Cyber GTM Talk, the cybersecurity podcast for go-to-market leaders, first-time cyber sales leader James Irving explains why he built his team at ThreatSpike from graduates instead of experienced sellers. With a target to double ARR from ÂŁ5 million to ÂŁ10 million, he hired for moti...
How to Beat “Do Nothing” in Cyber Sales: Ken Powell
On this episode of Cyber GTM Talk, the podcast for cybersecurity go-to-market leaders, Ken Powell explains how cyber sales teams beat their most common competitor: the buyer who decides to do nothing. His rule is that every deal has to answer why the buyer would do anything, why now, and what happen...
Why the Rep, Not the Product, Wins Cyber Sales; Fred Descloux @ Nu Skin
On this episode of Cyber GTM Talk, the cybersecurity podcast for go-to-market leaders, Fred Descloux explains what actually wins cyber sales once your product makes the shortlist. Fred runs privacy, data security and GRC at Nu Skin and has sat on every side of the table: seller, implementer, operato...
Stop Treating Agentic Cybersecurity GTM Like a Sales Project: Kristen Twining SVP Sales @ Reco
Kristen Twining is the SVP of Sales at Reco, a company that secures AI and agents, and she's rebuilding its go-to-market to be AI forward. Her argument is that agentic GTM can't be a sales project. She explains why marketing and RevOps have to be in it from the start, what she told her reps when she...
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...