The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams. Save Cybr Donut! - 213: Behind the Scenes: The sales journey of Wiz, the fastest company to reach $100M ARR with CRO Colin Jones

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

05/04/23 • 49 min

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

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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[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

Support the show

Previous Episode

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

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.
We examine the importance of boldly positioning oneself in the market and engaging with the developer community through evangelists, open-source projects, and attending conferences. Additionally, we explore new US regulations coming into effect in 2023 and the impact they will have on the software security landscape.
Tune in to this episode for a comprehensive overview of software supply chain security and how companies are taking steps to ensure trustworthy code.
[00:05:05] "Startup Solves Software Supply Chain Trust Issues"

[00:08:33] "Revolutionizing Software Security: An Evidence-Based Approach"

[00:13:17] "Creating Secure Coding Policies for Production Success"

[00:15:16] "Focus on Attestations and Provenance technology development"

[00:16:16] "Securing Scribe: Responsibility and Collaboration Across Teams"

[00:18:42] "Scribe: A Unique Software Supply Chain Platform"

[00:20:09] "2023 Regulation Sparks Software Supply Chain Revolution"

[00:25:02] "Software Supply Chain Security: The Future Standard"

[00:34:19] "Scaling up Sales at the Right Time"

[00:43:35] "Importance of Developer Engagement for Swipe"
Scribe Security website
Rubi Arbel on LinkedIn

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Next Episode

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

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

Support the show

The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams. Save Cybr Donut! - 213: Behind the Scenes: The sales journey of Wiz, the fastest company to reach $100M ARR with CRO Colin Jones

Transcript

Andrew Monaghan [00:00:00]:
Welcome to the Cybersecurity Startup Revenue podcast where we help cybersecurity startups grow sales faster. I am your host, Andrew Monaghan. Our guest today is Colin Jones, Chief Revenue Officer at Wiz. Colin, welcome to the podcast.
Colin Jones [00:01:03]:
Thank you, Andrew, and thank you so much for having us today. Honor to be here.
Andrew Monaghan [00:01:08]:
I truly am looking forward to our conversation. I know I say that all the time on these