Summary
In this episode, Andrew interviews Alan Sanderson, a fractional sales leader with over 25 years of experience in software sales and sales leadership. They discuss the changing buyer's journey in the cybersecurity industry and the importance of an online presence. They also explore strategies for building personal pipelines, crafting value-based messages, and capturing and communicating business value. Additionally, they highlight the need for collaboration between sales and marketing teams and discuss how cybersecurity startups can stand out in a crowded market. The conversation explores various aspects of sales and marketing in the cybersecurity industry. It discusses the importance of getting attention in the market, the evolution of the market, the impact on sales teams, the changing buyer's journey, qualification and discovery, the emotional side of buying, and being disruptive in sales.

Takeaways

• Having someone in the organization who can be a loud and compelling voice is crucial for getting attention in the market.
• The success of a new approach or service often relies on the initial customers and evangelists who can vouch for its value.
• Sales teams need to adapt to the changing buyer's journey and the increased scrutiny on deals.
• Qualification and discovery are essential in understanding the customer's pain points and desired outcomes.
• Understanding the emotional impact of a solution and asking impactful questions can differentiate a seller and build credibility.
• Being disruptive in sales means asking tough questions and being different from other vendors.

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.

**Thought-Provoking Questions:**

- How can investing in your employees during challenging times impact your company's long-term success?

- What key decisions have shaped your company's direction, and how have they contributed to your revenue growth?

- Are you prioritizing long-term partnerships in building your sales channels, and what challenges have you faced in doing so?

**In this conversation, we discuss:**

👉 Investing in employees during challenging times to foster loyalty and ownership.

👉 Key decisions that shaped Silverfort's direction, including their unique approach to the market.

👉 The importance of long-term partnership strategies in building sales channels.

**About our guest:**

Hed Kovetz is the CEO and co-founder of Silverfort, a cybersecurity company. He emphasizes the significance of investing in employees and shares insights into the key decisions that have shaped Silverfort's direction, contributing to its revenue growth.

**Summary:**

In this episode, Hed Kovetz, CEO of Silverfort, discusses the impact of investing in employees, key decisions shaping the company's direction, and the importance of long-term partnership strategies. Gain valuable insights into nurturing company culture and strategic decision-making. Tune in and learn how to grow your cybersecurity sales and revenue faster.

Connect with Hed Kovetz on LinkedIn and learn more about Silverfort on their company webpage(Silverfort).

Book some time to further discuss cybersecurity sales strategies [here](meeting-link).

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 a founder, CEO, leader, or salesperson in the cybersecurity industry? Are you looking to grow your sales and revenue faster? In this episode of the Cybersecurity Startup Revenue Podcast, we dive into one way to avoid having your deals stalled out.

👉 What risks can derail your software development and revenue growth?
👉 How can you optimize the role of a field CISO in your organization?
👉 Why is building trust and managing risk essential for successful sales cycles?

Our guest, Kayne McGladrey, a Field CISO at Hyperproof.io, brings his expertise and unique perspective as a CISO to discuss these critical topics and more. He shares his insights on the challenges faced by cybersecurity startups and how organizations can effectively communicate and address risk.

Don't miss out on this valuable conversation that can help you navigate the cybersecurity landscape and accelerate your company's growth. Tune in now to gain actionable strategies and hear from industry experts.

🔗 Connect with Kayne McGladrey on [LinkedIn] and learn more about Hyperproof.io on their website.

📣 Remember to book a 30-minute meeting with Andrew Monaghan to discuss your cybersecurity startup revenue goals.

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.

**Episode Summary: Ricky Martinez @ DigitalEra**

🤔 Are you a cybersecurity startup looking to accelerate your sales and revenue growth? How can you effectively evaluate new vendors and establish mutually beneficial partnerships? Are delighted customers and partners crucial for your success in the early stages? Tune in to this episode of the Cybersecurity Startup Revenue Podcast to gain practical insights from Ricky Martinez, the Chief Strategy Officer at Digital Era Group.

 In this conversation, we discuss:
👉 Evaluating new cybersecurity vendors and finding the right fit
👉 The importance of establishing delighted customers and partners in the early stages
👉 Building strong relationships and replicating success with new vendors

**About our guest:**
Ricky Martinez is the Chief Strategy Officer at Digital Era Group, a regional cybersecurity VAR. With decades of experience in the cybersecurity channel, Ricky has worked on both the vendor and partner sides. Digital Era Group works with about 60 vendors, including startups and established players, focusing on finding the right technology solutions for their customers.

**Summary:**
Discover how to evaluate new cybersecurity vendors, establish delighted customers and partners, and replicate success with new vendors. Join us as Ricky Martinez, the Chief Strategy Officer at Digital Era Group, shares valuable insights and strategies to accelerate sales and revenue growth in the cybersecurity industry. Don't miss out on this episode of the Cybersecurity Startup Revenue Podcast! 🔥

🔗 Connect with Ricky Martinez:
LinkedIn: Ricky Martinez on LinkedIn
Company Link: Digital Era Group

🗓️ 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

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

🤔 How can you ensure that prospects truly understand your company's unique value proposition and differentiation?
🤔 What are some common reasons why buyers struggle to understand the differences between cybersecurity vendors in the marketplace?
🤔 How can you engineer "wow moments" in your demos or meetings to make a lasting impression on prospects?

In this episode, I discuss:
👉 The importance of communication and clarity in conveying your company's uniqueness.
👉 Common challenges in differentiating cybersecurity solutions in a crowded marketplace.
👉 Strategies for creating "wow moments" in demos or sales pitches to capture prospects' attention and highlight your distinct value.

Summary: Discover how to effectively communicate your cybersecurity company's unique value proposition and stand out in a crowded marketplace. Learn about common challenges in conveying differentiation and practical strategies for engineering "wow moments" in your demos and sales pitches. Don't miss out on valuable insights and techniques that can help you grow your sales and revenue faster. Tune in to this episode of the Cybersecurity Startup Revenue Podcast today!

Find more valuable content from Andrew Monaghan on LinkedIn
To learn more about Andrew and his company, visit Unstoppable.do
Book a 30-minute meeting with Andrew to discuss your cybersecurity sales and revenue growth

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.

**Episode Summary:**

🤔 Are you struggling to introduce new technologies to satisfied clients? 📈 Want to simplify your channel program for sales reps? 💼 Curious about balancing partner revenue and innovation? Tune in to this episode of the Cybersecurity Startup Revenue Podcast.

👉 In this conversation, Kimber Garrett, a seasoned channel strategist, shares valuable insights on:
👉 Understanding client needs and pain points
👉 Building a simple and effective channel program
👉 Balancing partner revenue streams with innovation

**About Our Guest:**
Kimber Garrett is an experienced channel strategist with a successful track record of building channel programs. With a focus on consulting and advising clients, Kimber has observed both good and bad behavior from vendors and channel representatives. Kimber's expertise in navigating the complexities of the cybersecurity industry makes this episode a must-listen for founders, CEOs, leaders, and salespeople in the field.

**Summary:**
Join host Andrew Monaghan as he delves into the world of cybersecurity channel programs with guest Kimber Garrett. Discover the importance of understanding client needs, leveraging innovation, and simplifying channel programs to drive revenue growth. Don't miss out on valuable insights from Kimber's wealth of experience in building successful channel strategies. Tune in now and gain actionable takeaways for accelerating sales and revenue in the cybersecurity industry.

🔗 [Connect with Kimber Garrett on LinkedIn]
🌐 Visit J&K SOLUTIONS
📅 Interested in discussing your cybersecurity startup's revenue growth? 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

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

🤔 Are you struggling to onboard new hires effectively in your cybersecurity startup?
🤔 Do you want to learn how to ramp up new sales reps quickly and make them productive?
🤔 Are you looking for tips to improve your onboarding process and drive revenue growth?

👉 In this conversation with EJ Easton, we dive into best practices for onboarding in cybersecurity startups. We discuss the advantage of new hires, the importance of asking great questions and setting specific short-term goals for success.

👉 During this episode, we explore:
👉 The importance of being prescriptive in onboarding
👉 Certifying individuals for key tasks in their first meetings
👉 The significance of understanding the buyer during onboarding

About our guest:
EJ Easton is multi-time sales leader at cybersecurity startups.  EJ offers valuable insights on what he has learned in how to accelerate the productivity of new sales reps.

Summary:
In this episode of the Cybersecurity Startup Revenue Podcast, EJ Easton shares three key ideas for improving onboarding in cybersecurity startups. From being prescriptive in key areas to understanding the buyer, EJ's expertise will help you optimize your onboarding process and drive revenue growth. Tune in now to gain valuable insights and take your onboarding to the next level!

🔗 Connect with EJ Easton:
LinkedIn: EJ Easton
📅 Book a meeting with Andrew

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.

🤔 Wondering why your ROI message isn't hitting home and driving action from prospects? 🤔 Do you want to learn how to identify champions within organizations and align your offerings with their goals? 🤔 Are you wondering how best to connect and work with prospects? If so, this episode is for you!

In this conversation, we discuss:
👉 The three dimensions of value and the role of emotions in B2B sales.
👉 Building trust and understanding through storytelling and addressing common struggles.
👉 The importance of identifying champions and aligning with key decision-makers' goals.

🎙️ Our guests, Calum Kilgour, and John Bissett share their expertise in sales and revenue growth for cybersecurity startups. Calum is an expert in crafting compelling stories and narratives to engage potential customers, while John brings his deep understanding of the three dimensions of value and the different modalities of thinking.

📝 In summary, this episode provides valuable insights into the art of selling cybersecurity solutions. Learn how to identify champions, align your offerings with the organization's goals, and tap into emotions to drive decision-making. Don't miss out on this opportunity to accelerate your sales and revenue growth in the cybersecurity sector.

🔗 Connect with Calum Kilgour on LinkedIn
🔗 Connect with John Bissett on Linkedin
🔗 Visit their company's webpage: Slingshot Edge
🔗 Book some time 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

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

Are you a cybersecurity company looking to grow your sales and revenue faster? In this episode, we dive into the keys to success with Steve Kazan, founder of Inner Onion. How can you stand out and improve your commitment to your partners? How can you navigate the partner process and achieve quarterly success? And what strategies can be employed to secure partnerships and investments? Tune in for valuable insights and actionable tips from an industry expert.

**In this conversation, we discuss:**
👉 The importance of commitment to partners and standing out
👉 Strategies for navigating the partner process and achieving success
👉 How to secure partnerships and investments for your cybersecurity company

**About our guest:**
Steve Kazan is the founder of Inner Onion, a cybersecurity consulting firm. With years of experience in the industry, Steve has a wealth of knowledge in sales and revenue growth strategies for cybersecurity startups. He shares his insights and expertise to help companies thrive in the competitive cybersecurity market.

**Summary:**
Don't miss this episode of the Cybersecurity Startup Revenue Podcast, where we chat with Steve Kazan from Inner Onion. Learn how to improve commitment to partners, navigate the partner process, and secure partnerships and investments for your cybersecurity company. Tune in for valuable insights and actionable tips to accelerate your sales and revenue growth. Listen now!
​

Connect with 👉 Steve Kazan on LinkeIn
Learn more about  👉 Inner Onion
Book some time with Andrew Monaghan 👉 Schedule a 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

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

🤔 Questions for the Audience:
- How can mastering the art of being philosophical in your communication make you more persuasive in sales?
- What are the three different levels of thinking about problems and how can you use them to connect better with prospects?
- How can using philosophical phrases and raising the level of conversation help in getting people to join your movement?

💁🏼‍♂️ In this episode, I discuss:
👉 Applying philosophy in sales communication
👉 The three levels of thinking about problems in cybersecurity
👉 Using powerful philosophical words to connect with prospects

Summary: Learn how applying philosophy in sales communication can make you more persuasive. Discover the three levels of thinking about problems and how to use them to connect better with prospects. Find out how to incorporate powerful philosophical words to elevate your conversations and join the movement towards better cybersecurity solutions. Tune in now to gain valuable insights and improve your sales strategies.

✨ Connect with Andrew Monaghan on LinkedIn and visit Unstoppable.do for more cybersecurity startup revenue resources. Book some time with Andrew using this link: [https://tidycal.com/1w8xxe1/30-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

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