What's Working In Cybersecurity Sales In 1H 2024 With Patrick Sheehan, Founder And CRO At RevelUp Partners The Cyber Go-To-Market Podcast For Cybersecurity Sales And Marketing Teams. Save Cybr Donut! podcast

40:05

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 show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter .…

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Big Rocks First: Prioritizing What Matters in Sales Onboarding 28:22

5 weeks ago28:22

28:22

🤔 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. Summary In 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 show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter .…

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Role Plays vs. Real-Life Practice: Making Sales Training Work 47:49

10 weeks ago47:49

47:49

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 team About our guest Jonathan 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. Summary In 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. Links Jonathan Mahan on LinkedIn The Practice Lab Website Book a 30-minute meeting with Andrew Monaghan Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter .…

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The Road to $10 Million ARR: Cyber Donut’s 2025 Sales and Marketing Playbook 25:42

10 weeks ago25:42

25:42

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. Summary Join 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 Resources Andrew Monaghan on LinkedIn Unstoppable DO Book time with Andrew Monaghan Tune in, learn, and boost your sales performance! Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter .…

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Get PR like the well known companies get 48:41

12 weeks ago48:41

48:41

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 bank About 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: LinkedIn Visit Leron's Company Website: si14global.com Book a Meeting with Andrew Monaghan: 30-Minute Meeting Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter .…

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How to run a world-class POV with Alexei Rubenstein, VP of Sales, Engineering, and Customer Success at Morphisec 39:47

13 weeks ago39:47

39:47

Are you struggling to convert your Proof of Value (POV) to sales? Do your POV periods often extend beyond reasonable timelines? How can you involve multiple evaluators while keeping the process efficient and engaging? In this episode of Cybersecurity Go-To-Market Podcast , Alexei Rubinstein joins Andrew Monaghan to tackle these challenges head-on. 🛑 Framework design for leading customers through POVs 🛑 Handling POV extensions and ensuring ease of customer evaluation 🛑 Maintaining engagement and alignment during the POV period About our guest: Alexei Rubinstein is the VP of Sales, Engineering, and Customer Success at Morphisec. With over 12 years of experience building successful POV processes at five companies, Rubinstein brings invaluable insights into optimizing POV to sales conversion rates. Summary : Discover how Alexei Rubinstein's expert framework can transform your POV process, ensuring timely, engaging, and successful evaluations. This episode is packed with actionable strategies to increase your conversions and grow your revenue. Tune in to unlock these insights now! Connect with Alexei Rubinstein : LinkedIn Morphisec Book a 30-minute meeting with Andrew Monaghan : Schedule here Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter .…

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Rebranding vs. Distribution: What's Really Holding Cybr Donut Back? - Rob Sobers, CMO at Varonis 34:49

18 weeks ago34:49

34:49

Are you struggling to expand your cybersecurity company's market reach? Finding it challenging to get potential customers to notice your brand? Wondering if rebranding could be the silver bullet to boost your company's awareness? In this episode, Robert Sobers, CMO at Varonis, shares his expert advice on go-to-market strategies specifically designed for B2B cybersecurity companies. In this conversation we discuss: 👉 Why rebranding isn't the solution to Cyber Donut’s awareness problem. 👉 Identifying and targeting your Ideal Customer Profile (ICP) for more effective marketing. 👉 Leveraging proprietary data and privacy considerations for impactful content marketing. About our guest: Rob Sobers is the CMO at Varonis, where he directs marketing efforts to protect organizations from cybersecurity threats. With over 10 years of experience, his insights are crafted from a background in both technical and marketing roles, bringing a unique perspective on effectively growing and positioning cybersecurity companies. Summary: In this engaging episode, Rob Sobers advises on achieving rapid growth while avoiding common pitfalls like unnecessary rebranding. With practical tips on targeting the right audience and creating valuable content, this episode is a must-listen for cybersecurity marketing leaders. Don’t miss these essential strategies—tune in now! Connect with Rob Sobers on LinkedIn and learn more about Varonis on their website . Interested in discussing tailored go-to-market strategies? Book a meeting with me here . Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter .…

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Interactive demos and demo experiences: Helping Cybr Donut sell more with better demos - Damian Tommasino, Founder at Cyber Informants 50:38

21 weeks ago50:38

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Are you struggling to boost engagement during demos? Facing challenges in customizing sales conversations to resonate with prospects? Wondering how to improve your conversion rates from initial discussions to closed deals? In this episode of the Cybersecurity Go-To-Market Podcast, Damian Tommasino shares insights and actionable strategies on transforming your sales demos and processes to drive higher engagement and conversion rates. In this conversation we discuss: 👉 The power of personalized and problem-focused demos 👉 The importance of combining discovery and demo in one conversation 👉 Practical approaches to scaling your sales team and managing costs About our guest: Damian Tommasino is a seasoned cybersecurity sales advisor with extensive experience in driving growth and scaling startup operations. Currently advising Cybr Donut, Damian is an advocate for innovative sales methodologies that focus on deeply understanding and addressing customer pain points. Summary: Join Andrew Monaghan and Damian Tommasino as they dive deep into effective sales strategies for cybersecurity companies. Damian shares his rich experience and unique approaches to improving demo engagement, customizing sales conversations, and navigating the challenges of scaling a startup. Tune in to gain practical insights and actionable tips to elevate your sales performance. Connect with Damian Tomasino on LinkedIn and explore Cybr Donut's innovations here . For a personal consultation with Andrew Monaghan, book a meeting here . Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter .…

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How to Hire Cybr Donut's GTM Leaders - Josh White, SVP of North America, Intaso 52:55

25 weeks ago52:55

52:55

Are you curious about the ideal timing for bringing in a senior sales or marketing leader? Not sure the right profile to hire? Need insights on avoiding decision paralysis in hiring? Have you ever faced the dilemma of hiring in industry or someone from another one? In this conversation we discuss: 👉 The benefits and challenges of hiring from competitors. 👉 The importance of a charismatic, proven leader in recruitment. 👉 Strategies for balancing thoroughness and timeliness in hiring decisions. About our guest: Josh White is the Senior Vice President of North America for Intaso and a trusted advisor in the recruitment domain, particularly for cybersecurity startups. He brings extensive experience in hiring top sales and marketing talent to drive revenue growth. Summary: Join Andrew Monaghan and guest Josh White as they delve into essential recruitment strategies for cybersecurity companies, specifically for Cybr Donut. Learn about optimizing hiring timelines, identifying the right leadership qualities, and aligning company needs with hiring decisions. Tune in to understand how Cybr Donut can achieve its ambitious growth targets through strategic hires. Listen now for actionable insights! Connect with Josh White: Josh White on LinkedIn Intaso's Website Book a 30-Minute Meeting with Andrew Monaghan Cybr Donut Website Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter .…

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Fixing Cybr Donut's pipeline crisis: proven strategies for rapid cybersecurity pipeline generation - Joseph Barringhaus, VP of Marketing, Sonrai Security 45:23

27 weeks ago45:23

45:23

Like the go-to-market team at Cybr Donut , are you struggling to build a strong sales pipeline and wondering how to utilize events effectively? Do you want to know why your customers choose your products and leverage that to boost sales? Join us in this episode as we explore practical strategies that can help your sales and marketing teams hit your revenue targets faster. In this conversation we discuss: 👉 Building a culture around champions rather than traditional customer advisory boards. 👉 Strategies for collecting and leveraging customer discovery data to guide marketing investments. 👉 Proactive event strategies to enhance face-to-face interactions and follow-up engagements. About our guest Joseph Barringhaus is the VP of Marketing at Sonrai Security. With an unconventional career transition from working in a church to cybersecurity, Joseph brings a wealth of experience in field and event marketing and is known for his innovative approach to pipeline generation and customer engagement strategies. Summary Join us as Joseph Barringhaus shares actionable insights into improving your sales and marketing alignment, optimizing event strategies, and utilizing customer data effectively. From leveraging social proof to creative out-of-home advertising, Joseph's expertise provides a roadmap for scaling your cybersecurity business. Don't miss out on strategies that can propel your company towards the $10 million ARR milestone. Listen now! Links Joseph Barringhaus on LinkedIn Sonrai Security Website Book a 30-minute meeting with Andrew Monaghan Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter .…

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Unlocking the secrets to trust in cybersecurity sales with Dani Woolf, CEO at Audience 1st 52:59

38 weeks ago52:59

52:59

Are you leveraging your customers' insights effectively, or are you relying too much on analysts for messaging recommendations? How can sales teams genuinely connect with cybersecurity buyers? How can sellers foster real, human relationships in their professional connections? If these questions resonate with you, this episode is a must-listen! In this conversation, we discuss: 👉 The pitfalls of overlooking customer insights in favor of analyst advice. 👉 Practical strategies for building trust and authentic connections in cybersecurity sales. 👉 The importance of continuous qualitative customer research for more actionable go-to-market strategies. About our guest: Dani Woolf, CEO of Audience 1st, brings extensive experience in cybersecurity marketing and a passion for customer-centric approaches. With hundreds of customer and buyer interviews, she provides invaluable insights into understanding and connecting with security buyers on a deeper level. Summary: Join Andrew Monaghan and Dani Woolf as they delve into the nuances of building trust in cybersecurity sales. Learn why skipping customer insights can be detrimental and discover tactics for fostering genuine connections with buyers. Dani offers actionable advice and personal anecdotes that illustrate the power of curiosity, empathy, and authentic engagement. Don't miss this enlightening conversation—tune in now! Links: - Connect with Dani Woolf on LinkedIn - Visit Audience 1st - Let's connect! Book some time with me here Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter .…

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Selling as a technical founder with Vincent Berk, Chief Strategy Officer, Quantum Xchange 42:02

41 weeks ago42:02

42:02

Are you a technical founder struggling to navigate sales in your cybersecurity startup? Do you find it challenging to balance technology discussions with business outcomes? Are you curious when to bring in sales professionals for a consistent approach? In this conversation, we discuss: 👉 The journey of a technical founder learning sales through trial and error. 👉 How he learned the sales fundamentals and grew his company. 👉 How creating content and expressing viewpoints can attract the right customers. About our guest: Vincent Berk is a seasoned cybersecurity expert with a PhD in AI and a background in machine learning. He founded Flowtraq, served as CTO & CSA at Riverbed, and is currently part of the leadership team at Quantum Xchange. Vince brings deep insight from his extensive career, blending technical expertise with practical sales experience. Summary: Join us as Vince Berk shares his invaluable experience and advice on selling cybersecurity products as a technical founder. Learn the importance of balancing technical discussions with demonstrating business outcomes, the role of vertical markets, and when to bring on sales professionals. This episode is packed with actionable insights, so don't miss out—tune in now to accelerate your sales and revenue growth! Connect with Vincent Berk: LinkedIn: Vincent Berk Quantum Exchange: Company Website Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter .…

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The secret to fixing sales development for Cybr Donut: programmatic consistency - Dave Breshears, Revenue Mechanic, President at OneView 52:52

44 weeks ago52:52

52:52

Are your pipeline generation efforts falling flat? Is your team struggling with pipeline consistency and conversion rates? How aligned are your sales and marketing teams? How about SDRs? In this episode of the Cybersecurity Go-To-Market Podcast, Dave Breshears sits down with host Andrew Monaghan to discuss proven strategies for boosting sales development performance, optimizing account engagement, and enhancing cross-functional team alignment. In this conversation, we discuss: 👉 Strategies for consistent and effective outbound efforts in early-stage companies. 👉 The crucial role of phone competence and sustained pursuits in successful sales development. 👉 The importance of leaving voicemails to establish identity and engage potential customers. About our guest: Dave Breshears, known as the "revenue mechanic," specializes in identifying and fixing misalignments and inefficiencies within companies' revenue engines. With experience as both an SDR and enterprise sales professional, he brings practical insights into creating data-driven, programmatic sales development strategies. Summary: Join us as Dave Breshears shares invaluable advice on optimizing sales development efforts, aligning marketing and sales teams, and the pivotal role of phone calls in driving pipeline success. Tune in to learn how to apply these strategies to grow your cybersecurity business and ensure scalable success. Listen to the full episode now! Links: Connect with Dave Breshears on LinkedIn OneView Labs's Website Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter .…

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How to build outbound - Kevin Hopp, CEO and Founder of Hopp Consulting 46:25

45 weeks ago46:25

46:25

Are you struggling to generate high-quality opportunities for your cybersecurity solutions? Do you find it challenging to decide between insourcing and outsourcing your sales development functions? How prepared are your sales development representatives (SDRs) to engage in meaningful business conversations and make great cold calls? These questions are at the heart of our discussion in this episode of the Cybersecurity Go-To-Market Podcast. In this conversation we discuss: 👉 The "conversation first" prospecting methodology. 👉 Outsourcing vs. insourcing sales development for early-stage cybersecurity companies. 👉 The impact and future of AI in sales development and customer service. About our guest: Kevin Hopp is a seasoned expert in cold calling with over 600,000 cold calls made in the past five years. He specializes in training and consulting to help businesses optimize their sales development efforts. Kevin is highly regarded for his innovative approach to prospecting and deep understanding of sales dynamics in the cybersecurity industry. **Links and contact details:** Connect with Kevin Hopp on LinkedIn . Visit his consulting group's website Support the show Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter .…

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What's working in cybersecurity sales in 1H 2024 with Patrick Sheehan, Founder and CRO at RevelUp Partners 35:29

46 weeks ago35:29