Are you struggling to differentiate your cybersecurity company in a sea of similar-sounding competitors? Wondering how to effectively position your solution in a market flooded with acronyms and overlapping technologies? Or are you trying to scale growth while navigating the complexities of partnership-driven sales? If so, this episode has some actionable insights to help you accelerate your go-to-market strategy and revenue growth.

In this conversation we discuss: 👉 The challenge of defining and positioning “ASPM” in the crowded application security market
👉 Legit Security’s partner-first, value-driven channel strategy for scaling growth
👉 Real-world use of AI in sales and marketing to prioritize accounts and scale content

About our guest:
Dave Howell is the Chief Marketing Officer at Legit Security, a leader in Application Security Posture Management (ASPM). Dave brings a wealth of experience in cybersecurity marketing and sales, and is passionate about building partner-led growth and leveraging AI to drive smarter go-to-market motions.

Summary:
In this episode, Dave Howell shares how Legit Security navigates the noisy ASPM market, crafts compelling messaging, and executes a channel-first strategy to engage enterprise customers. He delves into partnering best practices and the practical use of AI for go-to-market teams. Don’t miss this episode if you’re looking for strategic sales and marketing ideas that deliver results—tune in now!

Connect with Dave Howell on LinkedIn, learn more about Legit Security, or book a meeting with Andrew Monaghan to level up your cybersecurity GTM strategy.

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Are you struggling to build a customer success function in an early-stage cybersecurity startup? Wondering how to prove real value and drive renewals in a crowded threat intelligence market? Or are you curious about innovative approaches to proactive cyber defense that could give your GTM strategy an edge? This episode goes deep into these pressing questions and more, offering actionable insights for sales and marketing leaders looking to accelerate revenue growth.

In this conversation we discuss:
👉 The crucial role of customer success in young cybersecurity companies and how it impacts product adoption and renewals
👉 Silent Push’s unique “indicator of future attack” approach and how educating the market on proactive threat intelligence challenges traditional thinking
👉 Leveraging AI in customer success to deliver value, support onboarding, and help customers realize faster outcomes

About our guest:
Brad Arnold is the Chief Customer Officer at Silent Push, a fast-growing cybersecurity company focused on proactive threat intelligence. With a strong background in both technology and customer relationships, Brad leads CS, solutions engineering, and partner engagement to ensure clients derive maximum value and remain rabid fans.

Summary:
If your team wants to turn customers into your best sales force, cultivate durable renewals, and harness the power of proactive threat intelligence, don’t miss this episode. Hear firsthand how Silent Push prioritizes customer needs, delivers true value, and leans into AI to smooth onboarding and maximize impact. Tune in now and take your cybersecurity GTM strategy to the next level!

Links:
Connect with Brad Arnold on LinkedIn
Silent Push website
Book a meeting with host 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 to differentiate your channel program in a crowded cybersecurity market? Wondering how to speed up your sales cycle and create more value for partners? Curious about what it takes to scale globally with varying partner expectations? If these questions hit home, this episode offers field-tested answers and bold new strategies.

In this conversation we discuss:
👉 The innovation behind Airlock Digital’s modern approach to application control and channel strategy
👉 Tactics for increasing partner engagement and equipping channels for global success
👉 The impact of AI and enablement tools for frictionless selling and channel growth

About our guest:
Patrick Dillon is the Chief Revenue Officer at Airlock Digital, a channel-first cybersecurity company founded in Australia. With over 20 years in Atlanta and international experience, Patrick is reshaping how Airlock’s technology and partner programs accelerate growth in global markets.

Summary:
Discover how Airlock Digital evolved its channel-first model to stand out in cybersecurity, enabling faster, more scalable deals with high win rates and robust partner margins. Patrick reveals actionable insights on enablement, incentives, and breaking into new regions—making this a must-listen for sales and marketing leaders aiming to grow sales and revenue. Tune in for the strategies that can help your team win faster!

Learn more:
Connect with Patrick Dillon on LinkedIn.
Explore Airlock Digital
Book a 30-minute meeting with host Andrew Monaghan here.

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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 to scale your cybersecurity sales from mid-market to enterprise? Wondering how to build a high-performance sales team that consistently generates pipeline? Curious about what it really takes to win enterprise clients—and keep them? This episode of the Cybersecurity Go-To-Market Podcast dives deep into those challenges and offers candid, tactical advice from someone who’s done it.

Mike Ferrari is the SVP Worldwide Sales at Doppel, the social engineering defense platform, and the fastest growing cybersecurity company in the A16Z portfolio.

In this conversation we discuss: 👉 Strategic pivots in go-to-market for scaling from $5M to $10M+ ARR and addressing enterprise customers
👉 Creating a high-performance sales culture with clear non-negotiables and regional field engagement
👉 Leveraging channel partnerships as a force multiplier and delivering real value during the sales cycle

About our guest:
Mike Ferrari is Head of Sales at Doppel, a fast-growing cybersecurity startup specializing in social engineering defense. Having recently transitioned from a leadership role at a larger organization (BigID), Mike brings hands-on experience scaling sales functions through rapid company growth phases, with an emphasis on building talented teams and operational excellence in go-to-market execution.

Summary:
Mike Ferrari shares practical strategies for scaling sales in a cybersecurity startup, from segmenting sales teams for enterprise versus mid-market, to driving pipeline generation and building robust channel partnerships. Listen to learn how Doppel turns market demand into rapid growth—and what it really takes to achieve enterprise sales execution in a shifting threat landscape. Don’t miss the actionable insights for taking your team and revenue to the next level.

Connect & Learn More:

• Mike Ferrari on LinkedIn
• Doppel Company 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 scale your cybersecurity sales team effectively while launching a disruptive new product? Wondering how to build a winning go-to-market culture, especially when working channel-first? Trying to figure out how to attract and enable the right channel partners to drive real revenue growth?

This episode dives deep into the practical strategies for sales and marketing leaders navigating these exact questions.

In this conversation we discuss:

👉 Building a collaborative and competitive sales culture for transformative product launches
👉 How to hire and empower the right “archetype” of sellers for complex, multi-stakeholder sales cycles
👉 Channel-first go-to-market strategies—partner enablement, compensation, and driving adoption with the right partners

About our guest:
Scott O'Rourke is the Chief Revenue Officer at Contrast Security, bringing a hands-on approach to building high-performing sales teams from the ground up. With a legacy of success scaling sales organizations at ZeroFox and beyond, Scott is now focused on launching Contrast’s Application Detection and Response (ADR) product to disrupt the application security market.

Summary:
Tune in as Scott shares his experience transforming sales teams, shifting to a channel-first strategy, and offering actionable insights on partner enablement, compensation models, and sales enablement—especially for cybersecurity companies with innovative offerings. If you’re leading sales or marketing in a fast-growing cybersecurity firm, don’t miss these hard-earned lessons and proven playbook. Listen now to unlock growth.

Connect with Scott and Learn More:
Scott O'Rourke on LinkedIn
Visit Contrast Security
Book time with the host: 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 your sales reps struggling to implement the playbook you’ve invested so much in? Do you wish you could drive higher conversion rates without simply adding more headcount? Wondering how to use modern sales enablement to make your team smarter, faster, and more adaptive in every single call? This episode delivers practical answers for cybersecurity sales leaders striving for dramatic revenue growth.

In this conversation we discuss:

👉 How to eliminate non-selling work and enforce playbook adherence using just-in-time enablement
👉 Making enablement a real force multiplier through real-time role playing and AI-driven call prep
👉 Why content delivery, not just content storage, is the new frontier for improving sales performance

About our guest:
Ron Baden, Head of Sales at GTM Buddy, brings to the table decades of sales leadership experience and deep expertise in sales enablement. Having led teams at multiple enablement software companies, Ron specializes in scaling go-to-market teams and driving real behavioral change for revenue results.

Summary:
Ron shares actionable insights on bridging the execution gap in cybersecurity sales teams by refocusing on in-the-moment coaching, smarter sales enablement tech, and eliminating time-wasting tactics. Whether you’re chasing $10M ARR—or just maximum impact—this episode is packed with candid advice. Don’t miss it: listen now and accelerate your path to hitting ambitious revenue targets!

Connect with Ron Baden on LinkedIn and explore GTM Buddy at GTMBuddy.ai. Want to dig deeper? Book a 30-minute meeting with host 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 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

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 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.

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.