The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams. Save Cybr Donut! - 214: Enterprise Browsers: Reducing Attack Surface & Saving Money with Moty Jacob, CEO of Surf Security

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

05/09/23 • 43 min

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

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

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 be done solely within the sales team. But don't worry, Nick Degnan is here to set the record straight and reveal the truth about building a truly cohesive sales team.

In this episode, you will be able to:

Unearth the significant impact of a thriving company culture on sales triumph.
Delve into the art of assembling a unified sales team with clear communication and teamwork.
Understand the significance of adopting a long-term outlook in crafting a winning sales career.
Realize why ethics and respectful treatment of customers are essential in the sales world.
Conquer the obstacles of accelerated company expansion and develop organizational resilience.

My special guest is Nick Degnan, a seasoned sales leader with a wealth of experience in building and managing successful sales teams. Throughout his 17-year career, Nick has worked with tech giants like EMC, Pure Storage, and Tanium, honing his sales strategy and team management expertise. As the current SVP of Global Sales at Axonius, Nick is deeply committed to fostering a collaborative and communicative environment to support a high-performing sales team. His insights on building cohesiveness and driving results have made him a go-to resource for sales managers

The resources mentioned in this episode are:

Visit salesbluebird.com/research to learn more about the IT Harvest cybersecurity platform.
Check out Axonius for world-class technology that solves real-world problems.
Join the team at Axonius, surrounded by good people who work hard and value excellence.
Connect with Nick Degnan on LinkedIn to stay up-to-date on his latest insights and experiences.
Subscribe to the Sales Bluebird podcast for more tips and strategies on growing sales in the cybersecurity industry.

Nick Degnan on LinkedIn
Axonius website

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The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams. Save Cybr Donut! - 214: Enterprise Browsers: Reducing Attack Surface & Saving Money with Moty Jacob, CEO of Surf Security

Transcript

Andrew Monaghan [00:00:00]:
The enterprise browser category in cybersecurity has one of the biggest buzzes around It right now. And today I talked with someone who is first of all, a multi time siso, and second of all, he's actually built an enterprise browser before while he was at a prior company. So he's got the experience of what it takes to build one in real life. Find out where he did that, why he did that, how he started cybersecurity company, how to get attention right now, and mayb