Best Pranava Podcasts (2024)

1
How to Hire Cybr Donut's GTM Leaders - Josh White, SVP of North America, Intaso 52:55

8d ago52:55

52:55

Are you curious about the ideal timing for bringing in a senior sales or marketing leader? Not sure the right profile to hire? Need insights on avoiding decision paralysis in hiring? Have you ever faced the dilemma of hiring in industry or someone from another one? In this conversation we discuss: 👉 The benefits and challenges of hiring from compet…

1
Fixing Cybr Donut's pipeline crisis: proven strategies for rapid cybersecurity pipeline generation - Joseph Barringhaus, VP of Marketing, Sonrai Security 45:23

22d ago45:23

45:23

Like the go-to-market team at Cybr Donut, are you struggling to build a strong sales pipeline and wondering how to utilize events effectively? Do you want to know why your customers choose your products and leverage that to boost sales? Join us in this episode as we explore practical strategies that can help your sales and marketing teams hit your …

1
Unlocking the secrets to trust in cybersecurity sales with Dani Woolf, CEO at Audience 1st 52:59

3M ago52:59

52:59

Are you leveraging your customers' insights effectively, or are you relying too much on analysts for messaging recommendations? How can sales teams genuinely connect with cybersecurity buyers? How can sellers foster real, human relationships in their professional connections? If these questions resonate with you, this episode is a must-listen! In t…

1
Selling as a technical founder with Vincent Berk, Chief Strategy Officer, Quantum Xchange 42:02

4M ago42:02

42:02

Are you a technical founder struggling to navigate sales in your cybersecurity startup? Do you find it challenging to balance technology discussions with business outcomes? Are you curious when to bring in sales professionals for a consistent approach? In this conversation, we discuss: 👉 The journey of a technical founder learning sales through tri…

1
The secret to fixing sales development for Cybr Donut: programmatic consistency - Dave Breshears, Revenue Mechanic, President at OneView 52:52

5M ago52:52

52:52

Are your pipeline generation efforts falling flat? Is your team struggling with pipeline consistency and conversion rates? How aligned are your sales and marketing teams? How about SDRs? In this episode of the Cybersecurity Go-To-Market Podcast, Dave Breshears sits down with host Andrew Monaghan to discuss proven strategies for boosting sales devel…

1
How to build outbound - Kevin Hopp, CEO and Founder of Hopp Consulting 46:25

5M ago46:25

46:25

Are you struggling to generate high-quality opportunities for your cybersecurity solutions? Do you find it challenging to decide between insourcing and outsourcing your sales development functions? How prepared are your sales development representatives (SDRs) to engage in meaningful business conversations and make great cold calls? These questions…

1
What's working in cybersecurity sales in 1H 2024 with Patrick Sheehan, Founder and CRO at RevelUp Partners 35:29

5M ago35:29

35:29

Are you seeing results from your efforts to find warm leads for your business development reps in the first half of 2024? How are your authentic marketing messages driving trust and engagement in these recent months? Are you re-evaluating the role of SDRs and BDRs in an AI-driven landscape right now? This episode addresses these current challenges …

1
How to spend $1.5m on marketing to triple ARR with Manny Ataebi, Cybersecurity CMO 41:37

6M ago41:37

41:37

How would you use a $1.5 million marketing budget after securing $20m in Series A funding? Curious about strategies to triple your revenue in the cybersecurity space? Seeking insights on balancing short-term and long-term marketing tactics? In this episode, Andrew Monaghan tackles these pressing questions with Manny Ataebi a cybersecurity CMO, offe…

1
Questions to answer before you scale a cybersecurity company with Ross Haleliuk, author of Cyber for Builders 48:43

6M ago48:43

48:43

Are your cybersecurity solutions truly addressing the market’s top concerns? Can early-stage startups convincingly meet the security demands of large enterprises? How does cultural background influence a cybersecurity leader’s success? In this conversation, we discuss: Challenges faced by early-stage startups in aligning their products to market ne…

1
RSAC Innovation Sandbox Finalist: Bedrock Security with CEO, Pranava Adduri 16:22

6M ago16:22

16:22

In this conversation, we discuss: - 👉 The challenges of scaling enterprise data security effectively. - 👉 Bedrock Security's innovative AI-driven solutions for cybersecurity. - 👉 Bedrock's plans for a successful go-to-market year in 2024. About our guest: Pranava Adduri is the CEO and Co-Founder of Bedrock Security. With a dynamic background in dat…

1
RSAC Innovation Sandbox Finalist: Mitiga with CTO, Ofer Maor 14:45

6M ago14:45

14:45

In this conversation, we discuss: 👉 How Mitiga addresses security gaps in cloud environments 👉 The importance of simplifying complex security operations data for faster response times 👉 Emerging trends in cybersecurity threats for 2024 and how companies should prepare About our guest: Ofer Maor, the CTO and co-founder of Mitiga, brings his extensiv…

1
RSAC Innovation Sandbox Finalist: Rad Security with CEO, Brooke Motta 12:35

6M ago12:35

12:35

In this conversation, we discuss: 👉 Brooke’s adventurous start from lemonade stands to leading a cutting-edge cybersecurity firm. 👉 The unique approach RAD Security employs to identify security threats before they emerge. 👉 Plans for Rad Security's growth and expansion in the coming year. About our guest: Brooke Motta is the co-founder and CEO of R…

1
RSAC Innovation Sandbox Finalist: P0 Security with CEO, Shashwat Sehgal 16:58

6M ago16:58

16:58

In this conversation we discuss: 🤞 How P0 Security uniquely integrates security without hindering developer workflows. 🤞 The challenges of securing cloud-native technologies and non-human identities. 🤞 P0 Security’s innovative approach to identity governance and administration. About our guest: Shashwat Sehgal is the CEO and co-founder of P0 Securi…

1
RSAC Innovation Sandbox Finalist: Harmonic Security with CEO, Alastair Paterson 19:06

6M ago19:06

19:06

In this conversation we discuss: 👉 The inception and innovative mission behind Harmonic Security- 👉 How AI technologies are shaping data protection in cybersecurity. About our guest: Alastair Paterson is the co-founder and CEO of Harmonic Security and a seasoned entrepreneur in the cybersecurity arena. Having previously co-founded and led Digital S…

1
RSAC Innovation Sandbox Finalist: VulnCheck with Jay Wallace, VP of Global Sales 16:55

6M ago16:55

16:55

In this conversation, we discuss: 👉 The unique approach VulnCheck takes to solve cybersecurity issues using less manpower. 👉 The role of machine consumable data in accelerating threat response times. 👉 How VulnCheck’s innovation has made them a finalist at the RSA conference Innovation Sandbox. About our guest: Jay Wallace, the VP of Global Sales a…

1
Unleashing revenue growth when scaling – Roland Siebelink, CEO at Mid Stage Institute 38:49

7M ago38:49

38:49

Are you struggling to align your cybersecurity product with the market's demands? Do day-to-day disagreements in your team hinder overall progress? Are you pondering how to grow sales without diluting your company's focus or overspending? These common issues can be pivotal in either propelling a cybersecurity startup to success or leading it to an …

1
Build trust without hyperbole: 3 vendors that get it right with Scott Taschler - Cybersecurity Product Marketer 35:52

7M ago35:52

35:52

Have you ever felt that hyperbolic language in your cybersecurity messaging might be doing more harm than good? Are you looking for ways to improve your marketing approach to resonate with today's savvy buyers? How can your company's messaging inspire trust rather than skepticism in a crowded cybersecurity marketplace? In this conversation, we disc…

1
Positioning Your Cybersecurity Brand to Stand Out - Shlomi Ashkenazy, Positioning Expert at Cybellum 45:58

7M ago45:58

45:58

Are you struggling to set your cybersecurity company apart in a crowded market? Do you find it challenging to communicate your product's unique value to the right audience? Are you curious how storytelling and personality can revolutionize your brand's image? In this conversation, we discuss: 👉 Crafting a competitive edge and message in saturated c…

1
Hot Marketing Topics for Sales - Gianna Whitver, Co-Founder, Cybersecurity Marketing Society 50:26

7M ago50:26

50:26

Are you leveraging your personal brand to boost company revenue? How effective is your intent data in driving targeted marketing efforts? And are you fully capitalizing on opportunities at trade shows like RSA to enhance sales and networking potential? **In this conversation, we discuss:** 👉 The underestimated power of personal branding in sales su…

1
How to adapt to the new cybersecurity buying landscape 47:14

7M ago47:14

47:14

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-b…

1
3 Big Decisions that Shaped the Silverfort of Today with Hed Kovetz, CEO and Co-Founder 41:04

11M ago41:04

41:04

**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 h…

1
Don't let the security questionnaire stall your deals with Kayne McGladrey, Field CISO at Hyperproof 48:03

1y ago48:03

48:03

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 t…

1
How does a reseller evaluate cybersecurity vendors - Ricky Martinez from DigitalEra 39:54

1y ago39:54

39:54

**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 Cyberse…

1
How to WOW prospects at your cybersecurity startup (and the story of how it worked with Bill Gates) 15:50

1y ago15:50

15:50

🤔 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?…

1
How to build your first channel program with Kimber Garrett 38:36

1y ago38:36

38:36

**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, s…

1
How to Ramp New Sellers Faster - Cracking the Onboarding Code with EJ Easton 45:53

1y ago45:53

45:53

🤔 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 cyber…

1
It's not all about ROI or COI! Buyers are emotional humans with John Bissett and Calum Kilgour from Slingshot Edge 51:09

1y ago51:09

51:09

🤔 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 dimensi…

1
Be Ready to Grow Sales with Partners with Steve Kazan @ Inner Onion 36:46

1y ago36:46

36:46

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 …

1
The Power of Philosophy in Cybersecurity Sales: Mastering Persuasion Without the Pitch 13:26

1y ago13:26

13:26

🤔 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 gett…

1
Go-to-Market Dispersion: The Hidden Obstacle to Scaling Sales in Cybersecurity Startups 12:57

1y ago12:57

12:57

🤔 Questions for the Audience: - Have you experienced a slowdown in sales growth after scaling your sales team? - Are your sales reps consistently delivering the results you expected? - Do you struggle with maintaining a consistent sales process as your team expands? 💁‍♂️ In this episode, I discuss: 👉 The impact of go-to-market dispersion on sales g…

1
Cracking the Code: Generating Early Revenue and Building a Cybersecurity Sales Team with Omri Weinberg, CRO at DoControl 42:34

1y ago42:34

42:34

**Episode Summary: Omri Weinberg @ DoControl - Growing Sales and Revenue in the Cybersecurity Industry** Are you a founder, CEO, or sales professional in the cybersecurity industry who wants to accelerate sales and revenue growth? In this episode of the Cybersecurity Startup Revenue Podcast, we dive into key strategies and insights from Omri Weinbe…

1
Breaking Barriers: Cybersecurity Startups Are Playing it Too Safe 17:27

1y ago17:27

17:27

In today's episode, Andrew dives into the first inhibitor to growth in the cybersecurity marketplace: playing it too safe. With over 3,400 vendors competing for attention, many companies are falling into the trap of blending in rather than standing out. But fear not, Andrew has gathered insights from interviews and consulting work to share the inno…

1
The Future of Secure Remote Work: Dharmendra Mohan reveals Sonet.io's approach 36:48

1y ago36:48

36:48

In today's episode, we have a special guest joining us: Dharmendra Mohan, the founder of Sonet.io. Dharmendra shares with us his insights and experiences in the world of cybersecurity and remote work solutions. He highlights the challenges faced by both large enterprises and end users when it comes to network security. As remote work and distribute…

1
The Art of Bold Branding: How Kentik is Standing Out with David Klein, CMO 45:57

1y ago45:57

45:57

Today we have a very exciting guest joining us: David Klein, from Kentik. In this episode, we'll be diving into the world of marketing and branding in the cybersecurity startup industry, with a particular focus on the success of Kentik's unique and engaging video adverts. David will share his insights on creating content that resonates with their t…

1
The Road to Product Market Fit: Strategies for Cybersecurity Startups with Baber Amin, COO of Veridium 44:09

1y ago44:09

44:09

In today's episode, we have the pleasure of being joined by Baber Amin, the Chief Product & Operating Officer at Veridium. Baber brings a wealth of knowledge and experience to the table, and in this conversation, he delves into the importance of building partnerships that go beyond mere reselling opportunities. We'll explore the significance of inv…

1
Standing Out in the Crowded Cybersecurity Market: Pingsafe's Strategy for Differentiation with Dhiraj Khare, VP-Sales 41:22

1+ y ago41:22

41:22

In today's episode, our host, Andrew Monaghan, sits down with Dhiraj Khare from Pingsafe, a leading cloud security platform company. Dhiraj shares some fascinating insights about their journey in the cybersecurity space and the strategies they've employed to drive revenue for their startup. From their memorable first day at Pingsafe, coming from a …

1
From Idea to Investment: Nurturing Early-Stage Cybersecurity Startups with Tim Eades, General Partner @ Cyber Mentor Fund 50:36

1+ y ago50:36

50:36

Welcome to another episode of the Cybersecurity Startup Revenue Podcast! In today's episode, we have a special guest: Tim Eades, entrepreneur and the CEO of Anetac. But that's not all - Tim also co-founded the Cyber Mentor Fund, a seed fund dedicated to supporting early-stage cybersecurity companies. In this insightful conversation, Tim shares his …

1
Beyond Buzzwords: Crafting Effective Positioning Strategies in the Cybersecurity Startup Space with Bob Wright, Managing Director at Firebrick Consulting 46:50

1+ y ago46:50

46:50

Welcome back to the Cybersecurity Startup Revenue Podcast! In today's episode, we have a special guest, Bob Wright, from Firebrick Consulting. Bob is a seasoned expert in cybersecurity positioning and strategy, and he's here to share his insights on how startups can drive revenue through effective positioning in the crowded cybersecurity market. In…

1
The Fallacy of MQLs: Why Marketing Qualified Leads Are Dead with Seth Robbins, CRO at Cycode 51:43

1+ y ago51:43

51:43

Welcome back to the Cybersecurity Startup Revenue Podcast! In today's episode, we have a special guest joining us, Seth Robbins, the CRO of Cycode. Seth is known for challenging the status quo, and today he will be sharing his thoughts on the topic of marketing qualified leads (MQLs) and their relevance in measuring marketing effectiveness. Seth be…

1
Mike Barker, Chief Commercial Officer at HYAS: Building a GTM plumb line for consistent sales success 52:11

1+ y ago52:11

52:11

On this episode of Sales Bluebird, our guest Mike Barker, Chief Commercial Officer of HYAS shares insights on the importance of aligning sales and marketing strategy in a company. He talks about how his company identified target areas and sectors where they are successful based on data and aligned their messaging and marketing organization towards …

1
215: Building a Successful Sales Team with Nick Degnan, SVP Global Sales at Axonius 51:14

1+ y ago51:14

51:14

215: Attention all sales leaders who want to build a cohesive team! Have you been misled by these popular myths about building a cohesive sales team through communication and collaboration? Myth #1: A team that agrees on everything is the most cohesive. Myth #2: Communication alone is enough to build a cohesive team. Myth #3: Collaboration should b…

1
214: Enterprise Browsers: Reducing Attack Surface & Saving Money with Moty Jacob, CEO of Surf Security 43:19

1+ y ago43:19

43:19

214: On this episode of Sales Bluebird we talk with Moty Jacob, the CEO of Surf Security, and we dive into the world of enterprise security, company differentiation, and the rise of browser-based solutions. We begin by exploring an open onboarding process tailored to employees' needs and how important it is for new employees to understand the compa…

1
213: Behind the Scenes: The sales journey of Wiz, the fastest company to reach $100M ARR with CRO Colin Jones 49:28

1+ y ago49:28

49:28

On this episode of the Cybersecurity Startup Revenue podcast, we talk with Colin Jones the CRO of Wiz, about their incredible journey as the fastest company to reach $100 million in ARR within 18 months. We explore what has been happening behind the scenes at Wiz, particularly within the sales team. Including the mentality of learning and figuring …

1
212: Differentiating in a crowded cybersecurity market: the Scribe approach with CEO Rubi Arbel 51:52

1+ y ago51:52

51:52

212: In this episode of Sales Bluebird, we dive into the world of software supply chain security and the challenges it presents. Rubi Arbel, co-founder and CEO of Scribe Security, sheds light on the limitations of traditional application security solutions and introduces Scribe's innovative approach to software security using evidence collectors. W…

1
211: The intersection of AI and privacy: innovating to make meeting data privacy regulations easier with Abhi Sharma, co-founder and co-CEO at Relyance.AI 47:28

1+ y ago47:28

47:28

211: On this episode of Sales Bluebird, Abhi Sharma shares their experience in building Relyance, a privacy platform that uses machine learning and natural language processing to extract rules and apply them against operational reality. They discuss the impact of privacy on the world, his journey in building Relyance, and how the platform allows fo…

1
210: From Jazz to Securing the Blockchain: The power of improvisation in startup founding with Victor Fang, co-founder & CEO at Anchain.AI 34:40

1+ y ago34:40

34:40

210: In this episode of Sales Bluebird, Andrew speaks with Victor Fang, the founder of Anchain, a Web3 security company. Victor shares his background in data science and discusses the challenges of working with Web3's decentralized model. Anchain is a finalist in next week's RSA Conference Innovation Sandbox competition. Anchain's machine learning …

1
209: The importance of people over job titles in early stage startups with Chris Sestito, CEO of machine learning security company Hidden Layer 50:50

1+ y ago50:50

50:50

209: On this episode of Sales Bluebird, we dive into the world of Hidden Layer, a company bridging the gap between security and data science teams to protect machine learning models. CEO Chris Sestito discusses hiring the right people for a startup rather than worrying about specific job titles. Chris shares insights about their innovative work in …

1
208: Breaking the Mold: Selling to CISOs with SafeBase's viral lead engine, Macy Mody, VP Revenue @ Safebase 52:22

1+ y ago52:22

52:22

208: In this episode of Sales Bluebird, Andrew explores the world of B2B vendor onboarding, discussing an innovative platform called SafeBase. SafeBase has revolutionized the cumbersome questionnaire process by providing upfront information that can reduce the resources required by up to 90%. More than 400 customers already use SafeBase as their se…

1
207: The Emergence of Security Platform as a Service Category with Oliver Friedrichs, CEO @ Pangea 43:00

1+ y ago43:00

43:00

207: On this episode of Sales Bluebird, the guest being interviewed is Oliver Friedrichs, founder and CEO of Pangaea. Oliver shares his history as a five-time founder, selling his first four companies to larger players in the industry such as McAfee and Splunk. He talks about the need for building trust during the acquisition process, and shares ho…

1
206: Protecting 3rd party SaaS applications with Yoni Shohet, co-founder and CEO @ Valence 49:56

1+ y ago49:56

49:56

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 …

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