Cybersecurity startup GTM is not about running more demos. It’s about understanding trust, attention, and channel economics.

In this episode, host Wil Klu talks with Konnor Andersen, a cybersecurity GTM leader who has helped startups scale sales and marketing teams. They unpack why CISOs can’t take endless vendor meetings, how risk and credibility drive buying decisions, and why channel partners protect their long-term relationships above everything else. If you’re a founder, CRO, or GTM leader in cyber, this episode will sharpen how you think about growth.

Key takeaways:

• Why “just 20 minutes” is a broken approach in cybersecurity sales

• How trust drives the CISO buying process

• What channel partners expect before they engage

• The real economics behind VAR relationships

• When federal vs commercial GTM becomes a strategic fork

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Find Konnor:

https://www.linkedin.com/in/konnorandersen/

https://cyberbuildingblocks.substack.com/