Podcast
The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams
Hosted by Andrew Monaghan · EN
The podcast that tackles the question:
How can cybersecurity companies grow sales faster?
We talk with cybersecurity CROs, CMOs, CEOs, as well as sales and marketing experts in our movement to grow cybersecurity companies faster than the competition.
Listen in, and you will get proven strategies to
- build and execute world class sales processes
- help your sales team be more effective,
- do great marketing
- launch programs to get more leads, and
- create your killer go-to-market growth engine.
If you are a seller, marketer, leader, CEO, or founder at a cybersecurity company, you are in the right place.
13episodes
Episodes
Newest firstAll episodes
Slashing sales cycles: How shorter discovery calls boosted Xona’s revenue and sped up the sales cycle- John Chiappetta, CRO, Xona
4w ago00:44:31Tap to summarizeSend me a text (I will personally respond)Are your discovery calls turning into data dumps that stall deals instead of moving them forward? Frustrated by sales cycles that take forever to close, or feel like discounting is your only lever at the finish line? Looking for actionable strategies to help your team become both faster and more effective in closing cybersecurity deals? This episode brings you proven frameworks from a leader who faced (and fixed) these very challenges.In this conversation we discuss👉 Compressing lengthy sales cycles by restructuring discovery approaches👉 Motivating and aligning sales teams for aggressive growth👉 Leveraging AI and tools to enhance call coaching, follow-ups, and pipeline managementAbout our guestJohn Chiappetta is the Chief Revenue Officer (CRO) at Xona, having joined as Head of North America Sales before recently earning his promotion. With firsthand experience scaling OT at cybersecurity startups, he brings insights into transforming sales effectiveness and team performance.SummaryListen in as John shares how he shortened discovery calls for better engagement, eliminated discounting as the only closing tool, and led his sales team to significant growth. If you want to transform your cyber sales results, this episode is packed with actionable takeaways—tune in now!Connect with John on LinkedIn, learn more about Zona Systems, or book a meeting with Andrew Monaghan to accelerate your sales success.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. 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.
Transcribe →
Why “Cyber Is Broken”, And Building Trust in an AI World - Karl Van den Bergh CMO Illumio
Apr 2100:29:26Tap to summarizeSend me a text (I will personally respond)Ever feel like your cybersecurity marketing just isn’t landing with CISOs? Wondering why, despite tons of spending, cybercrime is still on the rise? Or maybe you’re looking for real ways to build trust and stand out in a crowded, AI-fueled marketplace? This episode dives straight into those questions, with honest takes and actionable ideas you can start using today.In this conversation we discuss:👉 How fast-changing tech, and especially AI, is making go-to-market harder and more complex👉 Why the cybersecurity industry keeps repeating old mistakes and what actually needs to change👉 Tips for standing out, building trust, and having real conversations with skeptical buyersAbout our guestKarl Van den Bergh is the CMO at Illumio, with previous CMO gigs at Gigamon and DataStax. He’s got a super varied background (not your standard career marketer) and brings a fresh, global perspective to tackling tough industry challenges. And he is also the 2024 Cybersecurity Marketer of the Year!SummaryYou’ll hear why Karl Van den Bergh believes “cyber is broken,” what back-to-basics marketing really looks like, and how authenticity can cut through the noise and spark real sales conversations. Give this episode a listen—you’ll walk away with new ideas you can use right away!Links & Resources:Karl Van den Bergh on LinkedInIllumio websiteBook a 30-minute chat with Andrew MonaghanFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. 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.
Transcribe →
Building Enterprise Mindshare: Lessons from Island's Meteoric Growth - Eric Appel CRO Island
Mar 1800:43:55Tap to summarizeSend me a text (I will personally respond)Are you struggling to sell the “unsellable” in cybersecurity? Wondering how to create or lead a brand-new product category? Curious about how to maintain a winning sales culture and scale your team when you’re growing fast? This episode offers actionable insights for sales and marketing leaders looking to accelerate growth and navigate the changing cybersecurity landscape.In this conversation we discuss:👉 Building market category leadership: how Island tackled the challenge of selling a paid enterprise browser against established free products👉 Evolving sales hiring strategies to fit different growth phases, including missionary selling and scaling to larger deals👉 Establishing strong company culture and early investments to drive sustained success even during rapid expansionAbout our guest:Eric Appel is the Chief Revenue Officer (CRO) at Island, the enterprise browser company. With 25 years of cybersecurity sales and leadership experience, Eric has overseen Island’s growth from stealth mode to 900+ customers in just a few years. He previously held leadership roles at companies like Yahoo and McAfee.Summary:Tune in as Eric Appel shares lessons in creating category-defining success, hiring for high-growth sales teams, and ensuring an unbeatable company culture. This episode is packed with real-world examples and strategies to inspire your next go-to-market move. Don’t miss this milestone conversation—listen now!Connect with Eric Appel on LinkedIn, explore Island at island.io, and book a 30-minute meeting with Andrew Monaghan.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. 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.
Transcribe →
From AWS to Terra: Building Winning Cybersecurity Partnerships – Anna Sarnek, VP of Business & Strategy, Terra Security
Mar 1300:33:37Tap to summarizeSend me a text (I will personally respond)Are you struggling to navigate strategic partnerships with hyperscalers like AWS? Wondering when and how to build your company's platform story to stand out in a crowded cyber market? Curious about the real value of industry relationships and communities for sales growth? This episode tackles these challenges head-on, drawing insights from a leader who's been at the heart of cybersecurity’s evolving ecosystem.In this conversation we discuss:👉 Lessons on building and resourcing valuable hyperscaler relationships—forging two-way partnerships with AWS and more👉 Balancing feature innovation versus platform strategy, and when to make each move as a go-to-market leader👉 How to prioritize industry partnerships, tech alliances, and communities for short- and long-term sales successAbout our guestAnna Sarnek recently joined Terra Security after leading cybersecurity startup business development at AWS. Her expertise spans building partnerships with strategic investors, founders, and hyperscalers, giving her a panoramic view of what drives repeatable growth in the sector.SummaryDive into Anna’s firsthand insights as she unpacks partnership roadmaps, product positioning strategies, and the power of authentic tech alliances to accelerate cybersecurity sales. If you’re a marketing or sales leader aiming to grow pipeline, close deals, and future-proof your go-to-market strategy, don’t miss this episode—tune in now!Links and ResourcesConnect with Anna Sarnek on LinkedInVisit Terra SecurityBook a 30-minute meeting with the hostFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. 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.
Transcribe →
Breaking Through With Analysts — How to Win Gartner’s Attention - Dan Lowden CMO BLACKBIRD AI
Mar 1100:36:04Tap to summarizeSend me a text (I will personally respond)Are you struggling to make your cybersecurity startup's message stand out in a crowded market? Ever wondered how to get analysts like Gartner to notice your company before hitting $20M ARR? Do you face challenges aligning sales and marketing to target multiple buyer personas effectively? This episode dives deep into these critical issues, offering strategies and actionable insights tailored for cybersecurity sales and marketing leaders.In this conversation we discuss:👉 Creating a new cybersecurity category by building real relationships with analysts👉 Aligning marketing and sales teams for consistent messaging and go-to-market success👉 Navigating and engaging with multiple buyer personas within large organizationsAbout our guest:Dan Lowden is the Chief Marketing Officer at BLACKBIRD.AI, a pioneer in narrative intelligence and protection against narrative attacks, disinformation, and deepfakes. With a track record of 12 startups, Dan brings vast experience in launching, marketing, and growing innovative cybersecurity companies by defining new market segments and partnering closely with both industry analysts and sales teams.Summary:Learn how to break away from rail-thin differentiation, earn industry analyst credibility, and align your entire go-to-market team, even when selling to vastly different personas. Dan’s experience and tactical advice will help you grow revenue faster in a competitive landscape. Don’t miss this episode. Tune in now for practical strategies you can apply immediately!Connect with Dan and more:Dan Lowden on LinkedInBlackbird.AI Company WebsiteBook a 30-minute meeting with Andrew MonaghanFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. 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.
Transcribe →
Urgency That Closes Deals: Lessons From Startup Sales - Josh Kriss, COO @ Geordie
Feb 2400:40:05Tap to summarizeSend me a text (I will personally respond)Are you finding it hard to build a united sales culture as your cybersecurity startup scales? Struggling to keep urgency and momentum going in long, complex enterprise deals? Wondering how top teams navigate hiring, collaboration, and multi-threaded sales cycles, especially as new technologies and markets emerge? This episode of the Cybersecurity Go-To-Market Podcast delivers actionable insights to help sales and marketing leaders create stronger, more effective teams while driving revenue growth.In this conversation we discuss:👉 Building and maintaining a “one team” culture from early-stage startup to rapid scale👉 Effective hiring and team formation for high-performance cybersecurity sales organizations👉 How to create urgency, maintain momentum, and drive next steps, especially during drawn-out enterprise sales cyclesAbout our guestJosh Kriss is an experienced cybersecurity sales leader, now helping shape go-to-market strategy and culture at Geordie, a fast-growing AI security startup. With a track record at Darktrace and hands-on experience scaling from founding team to rapid growth, Josh brings practical advice for building high-performing teams that sell complex technology into demanding enterprises.SummaryIf you’re looking for hands-on strategies to elevate your team’s culture, drive collaboration, and overcome sales inertia, this episode is for you. Learn how to hire for “one team” mindset, spot hidden deal blockers, and apply leadership lessons from fast-growing cybersecurity innovators. Listen now for powerful tips you can put into practice right away!Connect & resources:Josh Kriss on LinkedInGeordie websiteBook a meeting with Andrew MonaghanFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. 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.
Transcribe →
Vibe Coding For Cybersecurity Marketers (not dummies) - Joseph Barringhaus VP Marketing Maze
Feb 1700:42:34Tap to summarizeSend me a text (I will personally respond)Are you struggling to stand out in the crowded cybersecurity marketplace? Wondering how to build unique marketing or sales assets without a dedicated engineering team? Curious how other leaders are leveraging AI-driven “vibe coding” to create real value, not gimmicks? This episode is packed with proven, creative ways cybersecurity sales and marketing pros are innovating faster than ever.In this conversation we discuss:👉 How “vibe coding” tears down traditional barriers to building tools and experiences for buyers. No developer background required👉 Real-world examples of internal and external tools that drive sales and engagement, from pricing calculators to viral, satirical content sites👉 The practical steps, mindsets, and pitfalls for teams who want to experiment and win more attention in their marketAbout our guest:Joseph Barringhaus is the VP of Marketing at Maze, a high-impact leader in the cybersecurity world. Known for his high-energy approach and relentless creativity, Joseph specializes in hands-on marketing innovation.Summary:Tune in as Joseph Barringhaus shares his team’s journey in bringing “vibe coding” from experiment to game-changing practice. Learn how to build powerful marketing and sales assets, get buy-in for creative risks, and inspire your organization to try new things. Listen now and spark your own ideas for RSA or your next big campaign!Links:Connect with Joseph Barringhaus on LinkedInLearn more about MazeBook a 30-minute strategy call with Andrew MonaghanFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. 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.
Transcribe →
How to Build a Cyber Channel from Zero: From Someone Who Has Done it Three Times - Konnor Andersen, VP of GTM , Acuvity
Feb 1000:36:29Tap to summarizeSend me a text (I will personally respond)Are you struggling to build a channel sales program that actually produces meaningful revenue? Wondering why bigger isn't always better when choosing channel partners? Frustrated by the constant pressure to sign as many partners as possible, only to see limited results? This episode dives deep into the strategic and tactical mistakes cybersecurity startups make with channel go-to-market, and reveals how to build a scalable, effective partner ecosystem.In this conversation we discuss:👉 Why focusing on a few right-sized, ICP-aligned partners beats boiling the ocean with major national VARs👉 How to design a lean, high-impact starter partner program, and the must-have elements for early success👉 Common pitfalls: from partner economics to mindshare, and creative ways to drive mutual tractionAbout our guest:This episode features Konnor Andersen, Vice President and Head of Global Go-To-Market at Acuvity, who has successfully built cybersecurity channel sales programs from scratch three times across network, email, identity, and AI security segments.Summary:Join Andrew Monaghan as he interviews Konnor Andersen to uncover actionable strategies for cybersecurity sales and marketing teams looking to accelerate their channel-driven growth. If you want practical advice, real-world examples, and creative tactics to boost your channel program, this episode is a must-listen!Connect with our guest and resources:Konnor Andersen on LinkedInAcuity (Company Website)Book time with Andrew MonaghanFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. 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.
Transcribe →
How to Win Lighthouse Deals in a New Market - Felix Knoll COO/CRO Cranium
Feb 300:35:17Tap to summarizeSend me a text (I will personally respond)Are you navigating the challenge of landing enterprise deals before you even have market traction? Wondering how to build pipeline without SDRs and endless cold emails? Curious if targeting Fortune 500 clients from day one is smart, or suicidal? This episode dives into a truly unconventional path to cybersecurity startup success that defies industry norms.In this conversation we discuss:👉 Incubating a cybersecurity startup inside KPMG and the unique advantages (and hurdles) it brought👉 Strategies for securing lighthouse enterprise customers and building trust-driven communities👉 Lessons on managing founder-led sales, lean teams, and prioritizing scalable product developmentAbout our guest:Felix Knoll is the Co-Founder, COO, and CRO of Cranium, which was spun out from KPMG’s incubator. Felix blended enterprise sales expertise with startup agility to pioneer a new category in AI governance.Summary:This episode reveals how Cranium went from a consulting giant’s incubator to closing six-figure deals with leading global banks by leveraging relationships, rapid product pivots, and building industry "Trust Hubs." If you're ready to rethink your go-to-market playbook for faster growth and better enterprise engagement, tune in now!Links:Connect with Felix Knoll on LinkedIn.Learn more about Cranium at their website.Book a 30-minute meeting with host Andrew Monaghan here.Fast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. 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.
Transcribe →
Hacking Your First $2M ARR: Sales Tactics from Kevin Bayly, VP Sales at Material Security
Jan 2900:41:42Tap to summarizeSend me a text (I will personally respond)Are you a sales or marketing leader at a cybersecurity company trying to accelerate your growth but hitting roadblocks with your ICP, pipeline generation, or scalability? Ever wondered how moving from a big company to a startup changes your playbook, and career mindset? Are you struggling to get your team focused on the right opportunities versus burning out on dead-end deals? This episode holds actionable insights for you.In this conversation we discuss:👉 Making the leap from a big company to a startup and building a sales function from scratch👉 Practical, low-tech strategies for early pipeline generation and deal qualification in stealth mode👉 How to identify, test, and rally the whole company behind your change in Ideal Customer Profile (ICP)About our guest:Kevin Bayly is the VP of Sales at Material Security. He transitioned from a successful career at Okta to become the first non-engineering hires at Material Security, where he helped shape and scale the go-to-market organization from the ground up.Summary:Tune in to hear Kevin Bayly share real-world tactics for pipeline generation, lessons from early-stage startup hustle, and the transformative power of rigorous ICP focus. Discover how Material Security achieved 80% meeting-to-opportunity conversion and reshaped its strategy to drive sustainable growth. Don’t miss practical advice you can apply to your sales motion right now—listen to the full episode!Links:Connect with Kevin Bayly on LinkedInMaterial Security websiteFast ramp to revenue for your new sales hiresA proven training program to get your new sales hires productive in just 4 weeks using your content and sales process, but without using your own headcount. 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.
Transcribe →