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 conversation we discuss: 

👉 The challenges and opportunities of tying access controls to hardware for higher security and easier enterprise adoption
👉 How Smallstep’s collaboration with Google led to a new security standard that major vendors like Apple are adopting
👉 Lessons for founders on selling to Fortune 500s and scaling enterprise relationships from the ground up

About our guest:
Mike Malone is the CEO and founder of Smallstep, a device identity platform company. With a background in engineering and extensive experience in standards development (including collaborations with Google, Apple, and more), Mike shares real go-to-market stories and hard-earned lessons from building in cybersecurity.

Summary:
Don’t miss this episode if you want actionable insights on enterprise go-to-market, security innovation, and emerging standards. Mike Malone reveals both the promise and pain points of championing a new protocol in cybersecurity—and how to “celebrate the wins” as your startup drives adoption with the largest enterprises. Tune in now to hear how Smallstep is paving the way for hardware-bound device identity!

Learn more and connect:

• Mike Malone on LinkedIn
• Smallstep Website
• Book a strategy session with Andrew Monaghan

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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 codifying decades of incident response expertise, automation, and AI creates a new paradigm for security operations platforms
👉 Why UI/UX excellence is now a market differentiator and critical for both adoption and user satisfaction
👉 Lessons learned on going to market stealth versus out-loud—and why transparency and thought leadership are Command Zero’s strategic pillars

About our guest
Dov Yoran is the CEO and co-founder of Command Zero, a finalist for the 2025 RSA Innovation Sandbox and a multi-time cybersecurity founder. With over 30 years in the industry, Dov brings extensive leadership and operational insight from building and scaling cybersecurity startups. His track record includes pioneering new approaches to combining human expertise, automation, and AI for SOC teams.

Summary
Join us as Dov Yoran shares how Command Zero is reimagining security operations for overworked, tool-fatigued SOC analysts, and why UX is becoming a competitive edge in enterprise cybersecurity. Get actionable insights on stealth launches, market validation, and why company culture and openness win. Listen now for strategies to drive go-to-market growth in your own cybersecurity offering!

Connect with Dov Yoran on LinkedIn and learn more about Command Zero at commandzero.ai. Book a meeting with host Andrew Monaghan here.

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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 innovative approach to “AI security” using intelligent agent-based technology
👉 How showing true AI usage visibility creates ‘aha’ moments for CISOs and jumpstarts the sales process

About our guest:
Moinul Khan is the CEO and co-founder of Aurascape, a fast-growing cybersecurity startup. With over 25 years of experience, including roles at Netskope and a visionary background in AI-native defense, Moinul has led Aurascape to be a 2025 RSA Innovation Sandbox finalist.

Summary:
Tune in to hear Moinul Khan share how Aurascape delivers the visibility, control, and speed enterprises need to stay ahead of the AI security curve—and why sales teams should rethink the conversation about AI risk. Learn what triggers CISOs to act and how to leverage these insights to create faster sales momentum. Don’t miss this chance to hear firsthand what innovation looks like for security go-to-market.

Links:

• Connect with Moinul Khan on Linkedin
• Explore Aurascape: Company Website
• Interested in discussing your go-to-market strategy? Book a meeting with Andrew Monaghan

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Follow me on LinkedIn for regular posts about growing your cybersecurity startup

Want to grow your revenue faster? Check out my consulting and training

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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 evolving your ICP for effective pipeline generation. 👉 Strategies for balancing brand and pipeline investments for broader company growth. 👉 Differentiation techniques to stand out in the competitive cybersecurity space.

Join Sri Sundaralingam as he delves deep into effective pipeline generation strategies, the significance of precise ICPs, and investment optimization for cybersecurity companies. Gain actionable insights on how to position your brand distinctly in the market, ensuring sustainable growth. Tune in to this episode and take your cybersecurity sales strategies to the next level!

Connect with Sri Sundaralingam on LinkedIn and visit his Xage Security. To discuss these strategies further, book a time with me here.

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Follow me on LinkedIn for regular posts about growing your cybersecurity startup

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🤔 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 understanding prospects and their problems in early onboarding stages.
👉 Aligning onboarding goals with measurable objectives like prospecting ability and handling first meetings.

Summary

In this episode, Andrew Monaghan tackles the crucial topic of new hire onboarding for cybersecurity sales teams. Learn how to develop a program that turns fresh recruits into seasoned sales professionals capable of driving revenue. Delve into strategic steps designed to meet challenging goals and ensure your team is equipped for rapid growth. Tune in to discover how to build a robust onboarding framework that positions your team for immediate impact.

Connect with Andrew Monaghan on LinkedIn, visit Unstoppable.do, or book a meeting for a personalized consultation.

Support the show

Follow me on LinkedIn for regular posts about growing your cybersecurity startup

Want to grow your revenue faster? Check out my consulting and training

Need ideas about how to grow your pipeline? Sign up for my newsletter.

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 team

About our guest

Jonathan Mahan is a former cybersecurity seller who now runs the Practice Lab, a business dedicated to bridging the gap between knowing and doing in sales teams. Jonathan has spent years learning how to apply principles of deliberate practice to sales, making him an expert in transforming knowledge into effective action during live sales calls.

Summary

In this episode, Andrew Monaghan and Jonathan Mahan delve into the nuances of sales training and why traditional methods often fall short. They explore how deliberate practice can drive genuine behavior change and offer practical exercises to enhance critical skills like curiosity and empathy. If you're a sales leader looking to make your training stick, this episode is a must-listen! Tune in now.

Links

• Jonathan Mahan on LinkedIn
• The Practice Lab Website
• Book a 30-minute meeting with Andrew Monaghan

Support the show

Follow me on LinkedIn for regular posts about growing your cybersecurity startup

Want to grow your revenue faster? Check out my consulting and training

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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.

Andrew Monaghan, the host of the Cybersecurity Go-To-Market Podcast, discusses insights and strategies for Cyber Donut from his expertise in the cybersecurity sales domain.

Summary
Join Andrew Monaghan as he breaks down how Cyber Donut plans to hit $10 million ARR in 2025, the critical sales strategies for boosting ASP, and key improvements needed for conversion rates. Whether you’re facing challenges in sales execution or looking for actionable insights, this episode offers a comprehensive game plan. Don’t miss it! Listen now to drive your sales and revenue growth faster.

Links and Resources
Andrew Monaghan on LinkedIn
Unstoppable DO
Book time with Andrew Monaghan

Tune in, learn, and boost your sales performance!

Support the show

Follow me on LinkedIn for regular posts about growing your cybersecurity startup

Want to grow your revenue faster? Check out my consulting and training

Need ideas about how to grow your pipeline? Sign up for my newsletter.

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 specializing in tech vendors. Starting her career in cybersecurity PR, Leron has orchestrated highly successful media campaigns and now runs a PR company renowned for its insights and strategic acumen.

Summary: Dive into this episode of the Cybersecurity Go-To-Market Podcast as Leron Kornreich and Andrew Monaghan uncover essential PR strategies that can elevate your brand’s media presence. Learn how to leverage original analysis, industry events, and strategic analyst relationships to boost your company’s visibility and credibility. Tune in now and supercharge your PR game!

Useful Links:

• Connect with Leron Kornreich on LinkedIn:
  LinkedIn
• Visit Leron's Company Website:
  si14global.com
• Book a Meeting with Andrew Monaghan:
  30-Minute Meeting

Support the show

Follow me on LinkedIn for regular posts about growing your cybersecurity startup

Want to grow your revenue faster? Check out my consulting and training

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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 and alignment during the POV period

About our guest: Alexei Rubinstein is the VP of Sales, Engineering, and Customer Success at Morphisec. With over 12 years of experience building successful POV processes at five companies, Rubinstein brings invaluable insights into optimizing POV to sales conversion rates.

Summary: Discover how Alexei Rubinstein's expert framework can transform your POV process, ensuring timely, engaging, and successful evaluations. This episode is packed with actionable strategies to increase your conversions and grow your revenue. Tune in to unlock these insights now!

Connect with Alexei Rubinstein:

• LinkedIn
• Morphisec

Book a 30-minute meeting with Andrew Monaghan: Schedule here

Support the show

Follow me on LinkedIn for regular posts about growing your cybersecurity startup

Want to grow your revenue faster? Check out my consulting and training

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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 episode, Robert Sobers, CMO at Varonis, shares his expert advice on go-to-market strategies specifically designed for B2B cybersecurity companies.

In this conversation we discuss: 
👉 Why rebranding isn't the solution to Cyber Donut’s awareness problem. 
👉 Identifying and targeting your Ideal Customer Profile (ICP) for more effective marketing. 
👉 Leveraging proprietary data and privacy considerations for impactful content marketing.

About our guest: Rob Sobers is the CMO at Varonis, where he directs marketing efforts to protect organizations from cybersecurity threats. With over 10 years of experience, his insights are crafted from a background in both technical and marketing roles, bringing a unique perspective on effectively growing and positioning cybersecurity companies.

Summary: In this engaging episode, Rob Sobers advises on achieving rapid growth while avoiding common pitfalls like unnecessary rebranding. With practical tips on targeting the right audience and creating valuable content, this episode is a must-listen for cybersecurity marketing leaders. Don’t miss these essential strategies—tune in now!

Connect with Rob Sobers on LinkedIn and learn more about Varonis on their website. Interested in discussing tailored go-to-market strategies? Book a meeting with me here.

Support the show

Follow me on LinkedIn for regular posts about growing your cybersecurity startup

Want to grow your revenue faster? Check out my consulting and training

Need ideas about how to grow your pipeline? Sign up for my newsletter.