The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams. Save Cybr Donut!
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© 2025 The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams. Save Cybr Donut!
Description
The podcast for sales and marketing teams that tackles the question:
How can Cybr Donut grow ARR to $10m by the end of 2025?
We talk with cybersecurity CROs, CMOs, CEOs, as well as sales and marketing experts in our movement to Save Cybr Donut.
Listen in, and you will get proven strategies to
- help you get more leads
- win more customers, 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.
276 Episodes
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Are you struggling to turn small niche security products into strategic, high-value revenue streams? Curious how to elevate your sales approach from feature dumping to genuine value conversations? Ever wonder why comp plans always seem so complicated—or how real sales leaders attract and keep A-players? This episode has got you covered. In this conversation we discuss: 👉 How uncovering real business value can turn “unsexy” products into multi-million dollar revenue drivers 👉 Why “curios...
Are you leading a cybersecurity sales team aiming for responsible, accelerated growth—but unsure how to scale without just adding headcount? Do you struggle to shift your messaging above the noise and communicate true business outcomes? Are you balancing highly technical sales cycles with the need to engage business buyers? If any of this sounds familiar, this episode is for you. In this conversation we discuss: 👉 Lessons learned from taking a cybersecurity startup from zero to a high-p...
Are you struggling to build a high-velocity partner program that actually drives revenue? Wondering how to structure channel margins and opportunity registrations to attract—and keep—great cybersecurity resellers? Curious about how emerging technologies and evolving needs are shaping the next generation of vendor-reseller partnerships? This episode, recorded live at RSA Conference 2025, dives deep into these questions with actionable insights from a top industry leader. In this conversation w...
Are you struggling to identify the most lucrative customer segments for your cybersecurity solution? Wondering how new regulations are shaping buying behavior among OEMs and enterprises? Curious about how innovative technologies and partnerships can accelerate your go-to-market and revenue growth? This episode is packed with insights tailored for sales and marketing leaders at cybersecurity companies who are eager to drive faster and smarter sales outcomes. In this conversation we discuss: 👉 ...
Are you a cybersecurity sales or marketing leader seeking new ways to stand out in a crowded market? Do you struggle with demonstrating real value to CISOs who have “seen it all” and are wary of generic pitches? Wondering how to engage technical buyers who know the ins and outs of your product’s shortcomings? This episode with Joe Silva, co-founder and CEO of Spektion, is packed with fresh perspectives on tackling these challenges head-on. In this conversation we discuss: 👉 The pitfalls...
Are you struggling to differentiate your cybersecurity company in a sea of similar-sounding competitors? Wondering how to effectively position your solution in a market flooded with acronyms and overlapping technologies? Or are you trying to scale growth while navigating the complexities of partnership-driven sales? If so, this episode has some actionable insights to help you accelerate your go-to-market strategy and revenue growth. In this conversation we discuss: 👉 The challenge of defining...
Are you struggling to build a customer success function in an early-stage cybersecurity startup? Wondering how to prove real value and drive renewals in a crowded threat intelligence market? Or are you curious about innovative approaches to proactive cyber defense that could give your GTM strategy an edge? This episode goes deep into these pressing questions and more, offering actionable insights for sales and marketing leaders looking to accelerate revenue growth. In this conversation we dis...
Are you struggling to differentiate your channel program in a crowded cybersecurity market? Wondering how to speed up your sales cycle and create more value for partners? Curious about what it takes to scale globally with varying partner expectations? If these questions hit home, this episode offers field-tested answers and bold new strategies. In this conversation we discuss: 👉 The innovation behind Airlock Digital’s modern approach to application control and channel strategy 👉 Tactics for i...
Are you struggling to scale your cybersecurity sales from mid-market to enterprise? Wondering how to build a high-performance sales team that consistently generates pipeline? Curious about what it really takes to win enterprise clients—and keep them? This episode of the Cybersecurity Go-To-Market Podcast dives deep into those challenges and offers candid, tactical advice from someone who’s done it. Mike Ferrari is the SVP Worldwide Sales at Doppel, the social engineering defense platform, and...
Are you struggling to scale your cybersecurity sales team effectively while launching a disruptive new product? Wondering how to build a winning go-to-market culture, especially when working channel-first? Trying to figure out how to attract and enable the right channel partners to drive real revenue growth? This episode dives deep into the practical strategies for sales and marketing leaders navigating these exact questions. In this conversation we discuss: 👉 Building a collabora...
Are your sales reps struggling to implement the playbook you’ve invested so much in? Do you wish you could drive higher conversion rates without simply adding more headcount? Wondering how to use modern sales enablement to make your team smarter, faster, and more adaptive in every single call? This episode delivers practical answers for cybersecurity sales leaders striving for dramatic revenue growth. In this conversation we discuss: 👉 How to eliminate non-selling work and enforce playb...
Are you struggling to convince enterprise buyers to trust your early-stage cybersecurity startup? Wondering how to differentiate technical innovation in a crowded market? Curious about how device identity and hardware-bound credentials can change the sales conversation? In this exciting episode, we dive deep into device identity and discuss what it takes to build trust and credibility for a new security standard—directly from a finalist of the RSA Conference Innovation Sandbox. In this conver...
Are you struggling to help SOC teams move beyond alert fatigue and scale investigations effectively? Curious how innovative startups are transforming security operations by empowering analysts, not just automating them? Wondering what truly sets apart the next wave of cybersecurity platforms—and what you can learn from their go-to-market approach? This episode delivers deep insight and practical lessons from the cutting edge of security operations. In this conversation we discuss: 👉 How codif...
Are you confident your organization’s data is secure as employees rapidly adopt new AI tools? Are current security gateways truly enough to protect sensitive information in the age of AI? How can visibility into AI app usage transform your go-to-market efforts in cybersecurity sales? If these questions hit home, this episode is for you. In this conversation we discuss: 👉 The growing gap between traditional security measures and the reality of employee AI tool adoption 👉 Aurascape’s inno...
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 evol...
🤔 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 und...
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 tea...
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...
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 sp...
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 an...
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