The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams. Save Cybr Donut!

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 company's capabilities. We also discuss building successful channel partnerships, reducing attack surfaces, and finding talent with strong networks and trusted reputations. Our guest shares insights on enterprise security and how finding a buzz around the industry can attract senior security leaders. Furthermore, we hear a personal story about the Venice Carnival and the challenges of attracting CISOs. Finally, we learn about Surf Security, a browser-based zero-trust solution for enterprise-level security, and how it can collapse all security tools into one power control point for improved agility and reduced security risks.
[00:03:15] "CISO Creates Revolutionary Browser-based Cybersecurity Solution"
[00:08:47] "Chrome-based app offers unbreakable security solution"
[00:10:31] "Surf: The Innovative Browser Combining Security and Accessibility"
[00:15:33] Revolutionary Endpoint Security Solution Streamlines Cloud Access.
[00:19:01] "Stealth tech startup Surf facilitates security stacks"
[00:20:16] "Venice Carnival: The Winter Tradition You're Missing."
[00:22:56] "Claiming and Climbing Mountains Across Italy"
[00:25:10] "Web Platform Revolutionizes Security Market Capabilities"
[00:29:02] "Scaling a Company: Evolution from Founders to Salespeople"
[00:30:43] "Open Onboarding Process for Dynamic Success"
Moty Jacob on LinkedIn
Surf Security website

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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 things out quickly, the importance of being equitable, and the loyalty and resiliency created among employees. Additionally, we delve into creating company values and hiring the right people to contribute to growing the business successfully through customers. We also touch on the importance of communication in a hypergrowth environment and the negative consequences of neglecting it.
[00:08:32] Leadership Challenges in Corporate Acquisition Success

[00:12:16] "Inflection Point Reached: Reflecting on Career Goals"

[00:16:05] "Leaving Duo Cisco with a Winning Mentality"

[00:18:17] "Customer Feedback at Wiz: The True Value of Products"

[00:22:10] "Success through People, Not Numbers: Hiring Strategies"

[00:24:07] "Creating Fair and Loyal Workplace Culture"

[00:25:40] "The Importance of Effective Communication in Hypergrowth"

[00:29:24] "Palo's Prisma Suite Sets Foundation for Cloud Security"

[00:32:36] "Aligning Vision and Customer Needs for Success"

[00:38:37] "Team-led exercise: The Origin of Our Values"

Colin Jones on LinkedIn
Wiz website

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Follow me on LinkedIn for regular posts about growing your cybersecurity startup
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Cybersecurity startups do best when their prospects are innovators. People and companies who are able to buy from and work with startups and less mature technology. But how do you know if your prospects are innovators?
This episode covers one way to qualify prospects by just asking a few simple questions.
Here's what I cover:
1. Example questions to ask your prospect to determine if they are innovators and able to work with you without wasting time and effort
2. Tips on when and how to ask those questions
3. Strategies for being upfront with buyers to show you are someone they can trust
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:
6 reasons security leaders buy from startups
Denise Hayman, CRO at Sonrai Security talks journey in cyber security and her biggest learnings
Jay Wallace, VP of Worldwide Sales at Rumble, on building a sales team
Action:
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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
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On today’s episode, I sat down with Wias Issa, CEO and founder of Ubiq Security, to discuss the genesis of his product and how he has tailored both the product itself and its messaging based on listening to what his consumers were asking for.

Wias is a great example of someone who listened to his customers and developed a solution they were asking for in a market that sorely needed it.

When cybersecurity gets technical and complicated, Wias brings it down to earth and simplifies the process, showing you what to focus on, what to ignore, and how to find the best engineers, product developers and team members to make your product the best it can be.

You’ll Learn:

• Why a Killer Story for one group may work for one group but not another, and how to tailor it for the audience you’re targeting.
• How to simplify your messaging to feel more accessible to the average consumer you serve.
• The importance of listening to your consumer in order to tailor your messaging so that they ask less questions and understand quickly what you are about.
• What makes an innovative, in-demand prospective engineer or product developer, where to find them, and how to vet them and hire the best people.

If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at [email protected] or you can also go to my site at www.unstoppable.do.
Sign up for our newsletter (https://www.salesbluebird.com)
We want your questions and topic suggestions for future episodes. Send them to [email protected] or send us a voice/video at https://zipmessage.com/unstoppable

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, we sit down with Rick Hill, Vice President and General Manager of the Americas at Ava Security.

Rick started his career at Cisco in the Sales Associate Program and ended his 16 year career with them as Director of Sales, Global Enterprise to make the move to Ava Security to become their VP & GM of the Americas.

In his career at Cisco, Rick progressed through the ranks and eventually made the decision to leave the nest. He recalls times where some thought he was crazy for leaving his role in Cisco, but for him it was time to do something different.

Now, the startup world and culture is a different beast altogether, so it’s not for everyone, but for Rick, it was the right time to do something different. It was the right time for him to take all of the skills and talents that he had the chance to grow and accumulate at Cisco and put them to work in a different way.

Rick explains the adjustment from going from a large company like Cisco to a startup where he was tasked with consistently making big decisions. He went from making decisions with a significant amount of data points to making a volume of decisions with a high level of intensity. He explains how although this change at first felt intense and exhausting, with time he was able to adjust. As Rick likes to say: it’s where the fun is.

At Ava Security, Rick leads the Americas business with the responsibility to help their partners, customers, and communities leverage the technology to disrupt the market and protect their people, places, and intellectual property.

Tune in to the episode to learn more about Rick’s journey, his transition to Ava Security, and to go in depth into how his company was recently acquired and everything that went into that process.

If you are a sales leader at a startup, or you're in the sales team, and you're searching for your repeatable scalable sales process to grow sales faster, then please get in touch with me at [email protected] or you can also go to my site at www.unstoppable.do.

Sign up for our newsletter (https://www.salesbluebird.com)

We want your questions and topic suggestions for future episodes. Send them to [email protected] or send us a voice/video at https://zipmessage.com/unstoppable

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.