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The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams. Save Cybr Donut!
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.
Episodes
265 episodes
Smallstep’s Groundbreaking Device Security: Lessons in Standards, Scale, and Startup Wins
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 chan...
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17:00
The Most Significant Bottleneck for Security Operations? With Innovation Sandbox finalist Dov Yoran CEO at Command Zero.
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 set...
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18:35
Securing AI in the Enterprise with Aurascape, RSA Innovation Sandbox Finalist
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-t...
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29:35
Crafting Precise ICPs for Better Cybersecurity Marketing Outcomes with Sri Sundaralingam
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 ...
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41:19
Big Rocks First: Prioritizing What Matters in Sales Onboarding
🤔 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?...
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28:19
Role Plays vs. Real-Life Practice: Making Sales Training Work
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?
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47:46
The Road to $10 Million ARR: Cyber Donut’s 2025 Sales and Marketing Playbook
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: ...
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25:39
Get PR like the well known companies get
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 t...
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48:38
How to run a world-class POV with Alexei Rubenstein, VP of Sales, Engineering, and Customer Success at Morphisec
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 episo...
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39:44
Rebranding vs. Distribution: What's Really Holding Cybr Donut Back? - Rob Sobers, CMO at Varonis
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 episod...
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34:46
Interactive demos and demo experiences: Helping Cybr Donut sell more with better demos - Damian Tommasino, Founder at Cyber Informants
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 ...
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50:36
How to Hire Cybr Donut's GTM Leaders - Josh White, SVP of North America, Intaso
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 s...
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52:52
Fixing Cybr Donut's pipeline crisis: proven strategies for rapid cybersecurity pipeline generation - Joseph Barringhaus, VP of Marketing, Sonrai Security
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 an...
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45:20
Unlocking the secrets to trust in cybersecurity sales with Dani Woolf, CEO at Audience 1st
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...
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52:56
Selling as a technical founder with Vincent Berk, Chief Strategy Officer, Quantum Xchange
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 a...
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41:59
The secret to fixing sales development for Cybr Donut: programmatic consistency - Dave Breshears, Revenue Mechanic, President at OneView
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 ...
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52:50
How to build outbound - Kevin Hopp, CEO and Founder of Hopp Consulting
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 repres...
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46:22
What's working in cybersecurity sales in 1H 2024 with Patrick Sheehan, Founder and CRO at RevelUp Partners
Are you seeing results from your efforts to find warm leads for your business development reps in the first half of 2024? How are your authentic marketing messages driving trust and engagement in these recent months? Are you re-evaluating the r...
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35:26
How to spend $1.5m on marketing to triple ARR with Manny Ataebi, Cybersecurity CMO
How would you use a $1.5 million marketing budget after securing $20m in Series A funding? Curious about strategies to triple your revenue in the cybersecurity space? Seeking insights on balancing short-term and long-term marketing tactics?...
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41:35
Questions to answer before you scale a cybersecurity company with Ross Haleliuk, author of Cyber for Builders
Are your cybersecurity solutions truly addressing the market’s top concerns? Can early-stage startups convincingly meet the security demands of large enterprises? How does cultural background influence a cybersecurity leader’s success?
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48:40
RSAC Innovation Sandbox Finalist: Bedrock Security with CEO, Pranava Adduri
In this conversation, we discuss:- 👉 The challenges of scaling enterprise data security effectively.- 👉 Bedrock Security's innovative AI-driven solutions for cybersecurity.- 👉 Bedrock's plans for a successful go-to-market y...
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16:19
RSAC Innovation Sandbox Finalist: Mitiga with CTO, Ofer Maor
In this conversation, we discuss:👉 How Mitiga addresses security gaps in cloud environments👉 The importance of simplifying complex security operations data for faster response times👉 Emerging trends in cybersecurity threats...
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14:42
RSAC Innovation Sandbox Finalist: Rad Security with CEO, Brooke Motta
In this conversation, we discuss:👉 Brooke’s adventurous start from lemonade stands to leading a cutting-edge cybersecurity firm.👉 The unique approach RAD Security employs to identify security threats before they emerge.👉 Pl...
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12:32
RSAC Innovation Sandbox Finalist: P0 Security with CEO, Shashwat Sehgal
In this conversation we discuss:🤞 How P0 Security uniquely integrates security without hindering developer workflows.🤞 The challenges of securing cloud-native technologies and non-human identities.🤞 P0 Security’s innovative...
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16:56
