Join Taylor Wells, Tony Kelly, and Justin Bauer on this insightful episode of Security Revenue LIVE as they dive deep into the evolving role of sales engineers in the cybersecurity space. Discover why sales engineers are key to connecting the dots between technical solutions and real business outcomes, and how they can advocate for customers while influencing product development, marketing, and customer success across the organization.

Packed with practical advice and real-world stories, this episode explores best practices for building and scaling SE teams, driving effective customer engagement during the pre-sales process, and executing impactful POCs and workshops. Whether you’re a go-to-market leader, aspiring SE, or curious about the intersection of technical expertise and sales success, you’ll leave with actionable strategies to elevate your approach and drive impact in the fast-paced world of cybersecurity.

Tune in for expert perspectives, audience Q&A, and the inside scoop on what works, what doesn’t, and what’s next for technical sales leaders!

Customer Success sits at the center of cybersecurity go-to-market growth. Joy Aaring, David Tirazona, and Julie Giannini share real-world strategies for transforming CS from a post-sales function into a true driver of revenue, expansion, and advocacy.

Learn how top teams accelerate time to value, strengthen customer relationships, and build authentic advocacy — even in a market where privacy is paramount.

Unlocking the growth potential of OEM partnerships in cybersecurity. In this episode Taylor Wells sits down with Michael Niswender, and Raja Chokalingam to break down everything you need to know about OEM strategies—from building trust and finding the right partners, to structuring deals that work for startups and established players alike.

Whether you're exploring embedded solutions or looking for practical GTM tips, you'll get actionable insights on partnership alignment, overcoming internal resistance, and real-world advice for making OEM part of your growth playbook.

Selling cybersecurity into the public sector is unlike any other market. Procurement cycles are long, regulations change constantly, and credibility often outweighs innovation.

In this episode host Taylor Wells speaks with Jordan Burris, Head of Public Sector at Socure . They discuss:

• Key differences between public sector and commercial sales

• Why trust and mission alignment matter most

• How to show value before a contract is signed

• Common mistakes sellers make—and how to avoid them

For leaders building GTM strategies in federal, state, or regulated markets, this conversation offers practical insights and lessons you can apply today.

Tune in to the latest Security Revenue LIVE, where we dive deep into the world of sales enablement in cybersecurity. Host Taylor Wells is joined by industry leaders Rich Weimer (Yubico), Ivan Malia (StrongDM), and Joe Toole (Darktrace) as they discuss:

What really sets cybersecurity sales apart from other industries

How to equip your team to build trust and win complex deals

The art of blending technical depth with value-driven storytelling

Real talk on measuring the ROI of enablement efforts

The evolving role of AI in sales and enablement (pro-tip: it’s all about supporting the human element!)

Whether you’re on a small team or part of a global org, this episode is packed with practical insights you won’t want to miss.

This week on Security Revenue LIVE, Taylor Wells is joined by Jabari Norton (Edge Delta) and Aaron Petterick (Zero Networks) for a deep dive into the evolving world of channel partnerships in cybersecurity. Tune in as they share:

• How partnership strategies have shifted with the explosion of AI and shifts in financial markets

• Why MSPs and MSSPs are more crucial than ever for scaling your go-to-market strategy

• Insights on enabling and empowering your channel partners for maximum impact

• Tactical advice for co-selling, co-marketing, and accelerating growth together

• Real talk on the changing landscape—everything from quantum computing’s impact to making partnerships work for high-growth companies

• How to actually measure impact and get internal buy-in for your partnership programs

Whether you’re building a partnership program from scratch or looking for new ways to drive results, this conversation is packed with actionable insights from leaders who’ve seen every stage of the cyber channel evolution.

On this episode of Security Revenue LIVE, host Taylor Wells is joined by an all-star panel of cybersecurity marketing leaders: Steve Garrison (Stellar Cyber), May (Jericho Security), Aviv Cohen (Pantera), and Isabel (The Cyber Canon). Together, they dive deep into the ins and outs of marketing leadership for cybersecurity companies in today's rapidly changing landscape.

The conversation kicks off with a candid discussion on the impact of AI and large language models (LLMs) in go-to-market strategies, from driving hyperautomation and efficiency to the enduring importance of building genuine relationships and brand awareness. The panel shares practical insights on balancing long-term branding with short-term demand generation, the critical role of in-person events, and how to leverage creative, memorable experiences—even on a limited budget.

You’ll hear how the fundamentals of marketing still prevail, even as tools evolve. The guests tackle the challenges of data hygiene, tracking true revenue impact, and navigating the growing expectations of leadership around ROI. Plus, they discuss the importance of close collaboration between marketing, sales, and SDRs, and why over-communication and strong cross-functional relationships are the backbone of successful GTM initiatives.

This episode is packed with actionable tips, creative ideas, and honest advice for cybersecurity marketers, sales professionals, and go-to-market teams aiming to break through the noise, build trust, and drive real results.

Don’t miss this lively and insight-packed roundtable—perfect for anyone looking to sharpen their marketing and GTM game in the cybersecurity space!

The Security Revenue Live Show by the Cyber GTM Alliance gathered top sales leaders in cybersecurity for a candid discussion about the evolving landscape of sales leadership, pipeline generation, AI’s limits, and how to keep revenue growing in a crowded, competitive market. Hosted by Taylor, with panelists Jessica Crytzer (CRO, LimaCharlie), Colin Brissey (VP of Sales, Eclipsium), and Lucas Hathaway (CRO, Rivial Data Security), the conversation was packed with practical advice and fresh insights.

On this episode of Security Revenue LIVE, host Taylor Wells welcomes three powerhouse guests from the cybersecurity world: Carolyn Duby (Field CTO, Cloudera), Brian Contos (Field CISO, Mitiga), and Matt (COO, Serby; former Chief Trust Officer). Together, they dive deep into the critical and evolving role of peer-to-peer go-to-market (GTM) strategies in cybersecurity—a tactic the industry has refined for decades.

The roundtable explores what makes the Field CISO and Field CTO roles indispensable, especially for high-tech and security startups. Each guest highlights why these leaders are the vital bridge between technical innovation and business needs—often wearing hats in product marketing, messaging, customer advocacy, enablement, and even sales. Carolyn underscores the need for curiosity, strong communication skills, and the ability to translate complex technology into business outcomes. Brian and Matt expand on leveraging customer stories, running customer advisory boards, and the flexibility required for startup versus enterprise environments.

The conversation also touches on what happens when organizations lack this role—everything from muddled messaging to missed trust with buyers. The group shares war stories about evolving markets (remember building SIM before Gartner even coined the term?) and how listening to customers can unlock untapped use cases (like security solutions rapidly morphing into compliance drivers).

In the second half, Taylor prompts the team about the unmistakable impact of AI on both products and GTM efforts. Real-world examples include using AI to summarize meetings, analyze customer sentiment, automate meeting prep, and even dream of a day when an AI “prospecting agent” scours the field for the perfect leads.

For security companies wondering how to consistently drive new business, the verdict is clear: activating and nurturing customer relationships is king—referrals and peer-driven advocacy remain the gold standard.

In short, this episode offers a masterclass in why GTM expertise, technical credibility, and customer empathy are the cornerstone of modern cybersecurity sales—plus actionable advice and fresh insights into how AI is reshaping the field.

*Tune in for stories, practical tips, and strategic inspiration from leaders who’ve seen it all, from startup trenches to the enterprise boardroom.**

On this episode of Security Revenue LIVE, host Taylor Wells (CEO and founder of the Cyber GTM Alliance) sits down with Anshuman Sharman from Verizon’s Threat Research Advisory Center (VTRACK) for an in-depth analysis of the latest Verizon Data Breach Investigation Report (DBIR). Together, they break down what has changed in cybersecurity threats over the past year and what these trends mean for go-to-market leaders—including CROs, CMOs, product teams, and customer success leaders.

Anshuman shares his global perspective on security, highlighting why a worldwide view is essential and how incidents in one geography could foreshadow issues elsewhere. Listeners get a clear explanation of the DBIR, the data-driven methodology behind it, and the importance of frameworks like VERIS and the A4 model for classifying cybersecurity threats.

Key takeaways include a notable rise in breaches involving third parties and supply chain partners (jumping from 15% to 30%), the ongoing surge in ransomware attacks, and the persistent challenge of credential abuse and the human factor in data breaches. Anshuman also discusses the critical need for identity security, proactive credential monitoring, stronger supply chain assurances, and a shift from just-prevention to resilience in product positioning.

The episode further touches on the unique security challenges faced by SMBs vs. enterprise and public sectors, and includes actionable insights for marketers, product developers, and service providers. As the conversation winds down, Taylor and Anshuman explore the dual role of AI in cybersecurity—both as a tool for defense and a weapon for attackers, emphasizing the urgent need for AI security reference architectures.

**Ideal for**: Cybersecurity professionals, GTM and product leaders, service providers, and anyone aiming to understand or respond to the latest data breach and ransomware trends with practical, actionable guidance.

Tune in for a data-rich, insight-packed discussion designed to help you strengthen your company’s security strategy and stay ahead of evolving threats.