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Episodes

March 28, 2023

201: Varun Badhwar - securing the software supply chain with Endor La…

Varun Badhwar is the CEO of Endor Labs, his third startup. He previously founded CipherCloud and RedLock, which were acquired by Lookout and Palo Alto Networks respectively. After the SolarWinds attack, Varun recognized the v...

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March 23, 2023

200: standout episodes from the previous 199

It's hard to believe, but this is episode 200! If you'd told me after the first couple of episodes I'd get to #200, I'd say you'd clearly been smoking a little too much of Colorado's finest homegrown! But here we …

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March 16, 2023

198: Unlocking the Power of Cybersecurity with Maxime Lamothe-Brassard

In this episode, Maxime Lamothe-Brassard, Co-founder and CEO of LimaCharlie, embarks on a bold mission to revolutionize the cybersecurity industry by creating an "AWS-like" model for cybersecurity tools and infrastructure, ju...

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March 14, 2023

197: From employee to founding a cybersecurity startup with Jori VanA…

Moving from being an employee to founding your first company is a big step for anyone to take. In this episode, Jori VanAntwerp, CEO & Co-Founder at SynSaber, talks about how he did that and more. In this episode, you …

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March 13, 2023

199: Navigating the challenges of introducing passwordless security w…

Michael Gwynn's career took him from the army, to Johnson and Johnson, to working in cybersecurity. After years of working in cybersecurity, Michael was introduced to the world of startups and IDmelon. After seeing the potent...

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March 9, 2023

196: Liat Hayun’s journey from working at big cybersecurity companies…

Starting a cybersecurity startup may seem daunting and complex, but with the right team and resources, it can be done. In this episode of the Sales Bluebird podcast, I chat with Liat Hayun, the co-founder and CEO of Eureka Se...

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March 7, 2023

195: Eric Olden on building a successful cybersecurity company

Eric Olden, CEO and co-founder of Strata Identity, joined us to share his journey from building a security software company in a garage, to taking a leap of faith to join Oracle, and then finally founding Strata Identity. Tun...

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March 2, 2023

194: How to know if a prospect is an innovator

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 ...

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Feb. 28, 2023

193: How to start growing revenue with Ted Miracco, CEO of Approov

This week on Sales Bluebird, we sat down with Ted Miracco, CEO of Approov Mobile Security. Hear what he has to say about the future of mobile security and why his company is so well-positioned to make an impact. In …

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Feb. 23, 2023

192: How to transform a boring case study into a compelling story

Telling great stories is a powerful tool to convert more first meetings into second meetings, and more second meetings into demos, and demos into POCs. We are often given case studies and told to “use them with customers”. Bu...

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Feb. 21, 2023

191: A different path to product creation and scaling a cybersecurity…

Mirza Asrar Baig, Founder and CEO of CTM360, shared his story of starting a cybersecurity company from Bahrain in the Middle East. Contrary to the usual way, Mirza didn’t take VC funding, didn’t launch a point product, and di...

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Feb. 16, 2023

190: How to balance selling what the product does now & selling the b…

Cybersecurity startups must balance selling their product's current capabilities with their powerful, inspiring vision without misleading prospects. When you get it right, you will inspire the right people to want to work wit...

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Feb. 14, 2023

189: Unlocking Data Protection with Paul Lewis, CEO of Calamu

Paul Lewis is a highly accomplished entrepreneur and founder dedicated to creating solutions to better protect data. As the CEO of Calamu, he is pioneering a novel way to approach data protection. His diverse experiences have...

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Feb. 10, 2023

188: How to get first meetings with VC programs, CISO networks, resel…

“Brute forcing first meetings is just not working anymore.” Every cybersecurity startup wants to get more first meetings with prospects, but with 3000+ vendors vying for the same attention, brute-forcing by sending more email...

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Feb. 7, 2023

187: Why and how you implement value selling with Russell Coleman

Russell Coleman truly epitomizes cybersecurity value selling. It's just in his blood. It's how he operates. And he joined me to share his insight on the importance of value selling frameworks, especially for cybersecurity sta...

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Feb. 2, 2023

186: From awful to awesome: a cybersecurity company’s transformation …

Everyone can create a sales deck to use in early-stage meetings with prospects. But sometimes they are awesome and sometimes they are awful. In this episode, I find 2 sales decks I used approximately 1014 years ago while se...

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Jan. 31, 2023

185: A better way to match cybersecurity sales job seekers with hirin…

Lots of people, maybe even you, are looking for jobs right now. But finding the right opportunities at the right companies can be incredibly challenging. There are 3,000 companies in our space which makes it tough to figure...

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Jan. 26, 2023

184: One way to maximize a first meeting

First meetings are hard to get so it is crucial we maximize them! One way we often let ourselves down is by not getting a good understanding of why our prospect wants to put resources and money into working on …

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Jan. 24, 2023

183: How to take on the 800lb gorilla with Russell McGuire and Ben Wh…

Ironscales has grown remarkably since its founding in 2014 (they have 7,000 customers!). After years of success in the mid-market, it is now taking on the dominant player in the enterprise segment. This is not easy to do!!!...

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Jan. 19, 2023

182: Being “me” focused during sales calls is slowly killing our conn…

Talking about ourselves too often is a scourge of cyber security sales teams and their output in cyber security. It is slowly killing the connection they are trying to make with their prospects. In this episode learn: Why it...

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Jan. 17, 2023

181: How to use a company podcast to get more exposure with Lindsay T…

You know how you wish more people knew about your company and products, but they don’t?! One way to fix this is to start a podcast for your company. But it can seem so daunting. Where do you start? Lindsay …

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Jan. 10, 2023

180: Learn how an SMB sales team is being successful with Brian Penne…

Blumira is targeting an underserved part of the market; SMBs. Brian, the VP of Sales at Blumira, joins us to discuss how he is successfully running the sales team and growing revenue. His background is in Enterprise selling ...

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Dec. 15, 2022

179: 13 sales mistakes founders make

Cybersecurity company founders rarely have much experience selling and are suddenly asked to pick up this skill without any training in a high-stakes environment. They don’t want to waste valuable time with prospects! In thi...

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Dec. 13, 2022

178 - How to be valuable on a sales call with Amanda Carvalho, Sales …

Sellers are often told to prepare for the first call with a prospect, but rarely are they taught how to do it properly. Amanda Carvalho has been doing in-depth prep for her calls for years, focusing on the value she …

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