206: In this episode of Sales Bluebird, we dive into the complexities of SaaS security concerns and the challenges of getting attention and building pipelein. This episode features Yoni Shohet, co-founder and CEO of Valence Security who talks about their company's solution to clean up security issues and offers insights for salespeople to maximize their meetings.

Yoni also sheds light on the challenges faced by CASBs  while discussing their company's product, Valence, which combines time to value and remediation in a compelling value proposition. Furthermore, they shed light on the challenges that organizations face in getting responses from their prospects and suggest a solution for decreasing unnecessary emails and calls. Tune in to learn more about the cybersecurity market, the challenges of sales pipeline drought, and the importance of creativity and differentiation.

[00:03:49] "IDF Captain turned Cybersecurity Entrepreneur co-founds SCADAfense"

[00:07:27] "Startup founders identify security loophole post-SolarWinds attack"

[00:10:45] "Maximizing SaaS Capabilities: Overcoming Security Concerns"

[00:13:10] "SaaS security platform delivers instant risk analysis"

[00:15:28] "Automated Collaboration: The Key to SaaS Security"

[00:17:58] "CASBs fall short in protecting SaaS applications"

[00:20:44] Uncovering Hidden Risks of Data Sharing

[00:23:15] "Creating Market Value: The Importance of Thought Leadership in Cybersecurity"

[00:36:44] "Sales Approach Shift: Building versus Account Executives"

[00:41:37] "Overcoming the challenge of communication in sales"

Valence Website
Yoni Shohet LinkedIn

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.

On this episode of Sales Bluebird, Alisdair, co-founder of Darwinium, shares the challenges of protecting vulnerable customers and how their company is solving those problems. From digital identity technology to automated remediation, Darwinium's unique platform provides complete visibility across user journeys. They discuss the importance of good customer recognition, solving tangible business problems, and the convergence of cybercrime and cybersecurity in financial services and e-commerce. They also touch on the significance of fresh perspectives, hiring people you trust, and getting your go-to-market strategy right before bringing in a VP of Sales.

[00:04:16] Why Downturns Are the Best Time for Startups

[00:06:15] Cybersecurity expert moves to Australia after successful acquisition.

[00:09:33] Darwinium: Protecting Customers with Collective Intelligence and Edge Computing

[00:16:51] Converging Cybercrime and Cybersecurity: The Intersection

[00:19:47] Uncovering Customer's Hierarchy of Risk Detection Needs

[00:26:27] Building a Startup with a Higher Purpose

[00:28:06] Darwinium Solves Business Problems with Cybersecurity Solution

[00:31:25] Darwinium: Born Global & Hiring Strategically Worldwide

[00:35:04] Sales success through fresh perspectives and validation

[00:38:08] Buying Pressure Points: Ecommerce & Financial Services

Darwinium
Alisdair on LinkedIn

This episode is brought to you by IT-Harvest, the most comprehensive research tool for the cybersecurity industry.

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.

On this episode of Sales Bluebird, we hear from Tom Pace, the co-founder, and CEO of NetRise, a company focused on providing visibility into firmware and devices that operate under minimal functions.

Tom shares how they started the company during the COVID-19 pandemic and how they are not following the traditional approaches to sales and marketing in the cybersecurity industry. They also discuss the importance of targeted outreach, evangelizing the problem, and utilizing networks and introductions rather than relying on cold call tactics.

Episode Highlights

• Introduction of the company: targets device manufacturers to offer a security platform
• Different customers' use cases and value propositions
• Platform as a painkiller for device manufacturers and end-users
• The company benefits consulting companies by providing more work and value
• A former CISO started a company, and bold claims are needed in the industry
• Targeted outreach using specific information is essential, rather than mass emails/phone calls
• Co-founders have complementary skills: one is focused on product building, and the other on operations and go-to-market.
• Netrise specializes in analyzing firmware in devices
• Reverse engineering firmware is historically done through expensive consulting engagements
• Netrise automatically analyzes firmware and generates an S-bomb for enriched information
• Bigger booths and swag do not matter in cybersecurity marketing
• The venture capital landscape is changing; growth at all costs is no longer the norm
• Different and bold approaches are essential for companies to stand out in the market
• The host has a background in tech and cybersecurity roles

Links:
Netrise website
Tom's LinkedIn

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.

Dor Zvi, cybersecurity entrepreneur and co-founder of Red Access, joins host Andrew Monaghan to share his journey in the secure enterprise browsing market. With a strong background in the cybersecurity industry, Dor and his long-time friend and partner, Tal, identified challenges in the market and developed an innovative agentless platform to protect devices and browsing sessions. Their passion for addressing the needs of a hybrid workforce and their drive to make security more simple, agnostic, and comprehensive have been key to their success.

In this episode, Dor talks about how to: 

1. start building a winning sales team in the cybersecurity arena with expert tips on strategy and staffing. 

2. strike the perfect balance between productivity, security, and user experience in today's fast-paced cybersecurity industry.

3. Fortify your remote workforce with cutting-edge, agentless cybersecurity methods. 

24 Unleash the potential of Red Access's revolutionary cloud platform to boost security and performance. 

My special guest is Dor Zvi

Developing the MVP & Validation
One essential step in building a cybersecurity startup is the development of a Minimum Viable Product (MVP) and its validation. This involves creating a product or service that addresses a specific market need, while only offering the core features necessary for initial users to provide feedback for further improvement. For cybersecurity startups, ensuring that the MVP provides adequate security while also maintaining user experience and performance is crucial. The validation process involves testing the product with real users, collecting their feedback, and making necessary adjustments to ensure it meets their needs and expectations. In the case of Dor Zvi, Red Access's MVP focused on providing an agentless approach to secured browsing that doesn't compromise user experience or performance. Through a series of tests and iterations, the company was able to arrive at a product that could be used by their first customers. Dor shared that the validation process helped his team overcome setbacks and build a product that ultimately generates interest from potential investors due to its unique architecture and capabilities.

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.

Armed with his MBA and mechanical engineering degree, Colin Dunn was determined to solve the critical issue of maintaining aging infrastructure. Little did he know, his journey would take an unexpected turn into the world of cybersecurity and lead to the creation of a revolutionary one-way check valve for data. How will this innovative solution protect customers from cyber threats and revolutionize the industry?

In this episode, you will be able to: 1. Fortify your critical infrastructure using Fend's innovative hardware and software technologies. 2. Enhance customer relationships by comprehending their purchasing behaviors and strategies. 3. Stay ahead of cyber threats by adapting and implementing robust compensating controls. 4. Collaborate effectively with resellers while retaining a strong ethical business foundation. 5. Foster employee motivation and unity by emphasizing a larger, shared mission.

My special guest is Colin Dunn, CEO of Fend

Colin Dunn, a visionary entrepreneur and seasoned mechanical engineer, has successfully navigated the challenges of bringing a hardware product to market in the cybersecurity realm. With an innovative mindset and a keen understanding of the critical infrastructure landscape, Colin has developed a groundbreaking solution that addresses the pressing need for secure and reliable communication in operational technology environments. Drawing from his extensive experience in product development and business strategy, Colin's expertise lies in creating unique solutions to complex problems and empowering teams to excel in the ever-evolving world of cybersecurity.

The topics covered in this episode are:

• Consider Fend as a solution for securing critical infrastructure and operational technology, as it allows one-way communication, mitigating the risk of outside attacks while still enabling monitoring and alerts.
• Explore the benefits of Fendcloud, which combines Fend's hardware with cloud-based analytics to provide comprehensive visibility and control over legacy industrial systems.
• Look into federal funding and startup accelerators for support in developing and launching hardware-based cybersecurity solutions.
• Research the importance of creating a sustainable business model when developing novel cybersecurity technology solutions.
• Recognize the value of targeting a niche market, such as critical infrastructure cybersecurity, where the demand for unique and secure solutions is high.
• Consider focusing on hardware-based cybersecurity solutions that are made in the U.S. to address concerns about foreign-made technology in critical infrastructure.

Tinkering and Progress: Creating simple, scalable, and affordable hardware innovation for data protection.
Cybersecurity has long been a focus for technology researchers and businesses alike. With the rapid digitalization of the world we live in, the need for data protection has never been more important. Traditional software solutions have limitations and with evolving threats, cybersecurity experts are turning to hardware-focused innovations. By creating simple, scalable, and affordable hardware solutions, a demographic that often struggles with the costs and complexities associated with security can be reached more effectively. Colin Dunn exemplifies this approach through his work on data diodes. By identifying an opportunity to improve the usability and affordability of data diodes, which had previo

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.

Varun Badhwar is the CEO of Endor Labs, his third startup. He previously founded CipherCloud and RedLock, which were acquired by Lookout and Palo Alto Networks respectively.

After the SolarWinds attack, Varun recognized the vulnerability of open-source software and set out to find a solution. He founded Endor Labs to help developers understand the risks of using open-source software, enabling them to make informed decisions.

In this episode, you will learn the following:
1. Why Varun sets expectations of his new hire sales team to become certified on both the demo and also the pitch within 2 weeks
2. Varun’s brilliant reframing of the SBOM (software bill of materials) concept
3. The importance of building a brand and creating content to engage audiences



Resources:
Varun Badhwar
Endor Labs 

Sponsor:
This episode was brought to you by IT-Harvest. 

With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in.  

IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research.

Other episodes you'll enjoy:
Top 8 reasons why great sales people leave

5 steps to ramp new sellers when you have no enablement and no time

Unlocking Data Protection with Paul Lewis, CEO of Calamu

Action:
If you enjoyed this episode, please could you give a review by going to Salesbluebird.com/R. It would mean a lot to me personally, and it would help grow the podcast.

Connect with me:
YouTube: https://www.youtube.com/@salesbluebird

Twitter: https://www.twitter.com/unstoppable_do

LinkedIn: https://www.linkedin.com/in/andrewmonaghan

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.

It's hard to believe, but this is episode 200! 

If you'd told me after the first couple of episodes I'd get to #200, I'd say you'd clearly been smoking a little too much of Colorado's finest homegrown! 

But here we are. 200... wow.  Thank you for listening, for your encouragement and for suggesting great guests.

As I look back on all the previous episodes, I picked out a few that stood out for me.  It's a bit like choosing your favorite child, as every (ok, almost every!) episode was special in its own way.

Take a listen!

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.

In this episode, Maxime Lamothe-Brassard, Co-founder and CEO of LimaCharlie, embarks on a bold mission to revolutionize the cybersecurity industry by creating an "AWS-like" model for cybersecurity tools and infrastructure, juxtaposing the old-school approach that has dominated the industry.

In this episode, you will learn the following:
1. LimaCharlie’s unique approach and who it is for
2. How a business model of using what you need now pays off
3. Maxime’s driver for hiring a CRO

Resources:
Maxime Lamothe-Brassard
LimaCharlie


Sponsor:
This episode was brought to you by IT-Harvest.

With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in. 

IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research


Other episodes you'll enjoy:
How to help your prospect understand that you have the solution to their problem

What I would do differently at the beginning of my sales career

How to use strategic narrative to engage with prospects with Andy Raskin

Action:
If you enjoyed this episode please could you give a review by going to Salesbluebird.com/R. It would mean a lot to me personally and it helps grow the podcast.

Connect with me:
YouTube: https://www.youtube.com/@salesbluebird
Twitter: https://www.twitter.com/unstoppable_do
LinkedIn: https://www.linkedin.com/in/andrewmonaghan

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.

Moving from being an employee to founding your first company is a big step for anyone to take. In this episode, Jori VanAntwerp, CEO & Co-Founder at SynSaber, talks about how he did that and more.

In this episode, you will learn the following:

1. The big impact SynSaber is making in the operations technology space

2. The people who guided Jori along the way

3. Why his first sales hire was a VP

Resources:
Jori VanAntwerp

Synsaber

Sponsor:
This episode was brought to you by IT-Harvest. 

With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in.  

IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research

Other episodes you'll enjoy:
Bob Kruse, CEO and co-founder of Revelstoke Security, on how a sales leader becomes CEO of a cybersecurity company

Dan Parelskin, VP WW Sales @ Axis Security on getting the first customers and intentionally creating a sales culture

Mike Baker, CRO at Noname, talks about leading a sales team through hyper-growth

Action:
If you enjoyed this episode please could you give a review by going to Salesbluebird.com/R. It would mean a lot to me personally and it helps grow the podcast.

Connect with me:
YouTube: https://www.youtube.com/@salesbluebird

Twitter: https://www.twitter.com/unstoppable_do

LinkedIn: https://www.linkedin.com/in/andrewmonaghan

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.

Michael Gwynn's career took him from the army, to Johnson and Johnson, to working in cybersecurity. After years of working in cybersecurity, Michael was introduced to the world of startups and IDmelon.
After seeing the potential in the company and the product, Michael took a leap of faith and joined the team as their VP of Sales. With their cutting-edge technology and Michael's industry experience, IDmelon is now leading the industry in passwordless authentication and overnight deployment.

In this episode, you will learn the following:
1. An approach to right-sizing a sales team
2. IDmelon’s potential and their partner lift from Microsoft
3. Why you give prospects dessert first (or do the magic trick before explaining how you did it. 

Resources:
Michael Gwynn LinkedIn
[email protected]
IDMelon

Sponsor:
This episode was brought to you by IT-Harvest. 

With over 3,200 vendors in cybersecurity, it is hard to keep track of all the latest developments as well as researching and analyzing categories and subcategories…that’s where the IT-Harvest cybersecurity platform comes in.  

IT-Harvest is the first and only research platform dedicated to cybersecurity. And it’s run by Richard Stiennon who has done it all in cybersecurity. Find out more by going to salesbluebird.com/research.

Other episodes you'll enjoy:
How to get first meetings using VC programs, CISO networks, resellers & sales networks

Serve dessert first ... it will make you more successful in B2B sales

Should you add more sellers to your sales team?

Action:
If you enjoyed this episode please could you give a review by going to Salesbluebird.com/R. It would mean a lot to me personally and it helps grow the podcast.

Connect with me:
YouTube: https://www.youtube.com/@salesbluebird

Twitter: https://www.twitter.com/unstoppable_do

LinkedIn: https://www.linkedin.com/in/andrewmonaghan

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.