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Episodes

Sept. 27, 2022

160: Anurag Gurtu, Chief Product Officer at StrikeReady: How to sell …

Today we are joined by Anurag Gurtu, Chief Product Officer at StrikeReady. StrikeReady is revolutionizing the way that security people do their jobs by creating CARA, an intelligent system that delivers expert knowledge and c...

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Sept. 20, 2022

159: Adam Gavish, CEO of DoControl - People don’t sell, people buy.

DoControl founder and CEO Adam Gavish joins us today with his take on security policy enforcement and how his company is innovating through a people- and problem-first approach. Gavish is a firm believer in developing rapport...

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Sept. 13, 2022

158: Abhishek Dubey, CEO of Bolster - Fast time to value = a new deal…

Digital risk protection is one of the most important pieces of cybersecurity. Expert and Bolster AI CEO Abhishek Dubey joins us today to give us an inside look into this side of the industry and how his company solves digital...

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Sept. 7, 2022

157: Erkang Zheng, CEO of Jupiter One - need for sales structure | po…

Erkang Zheng, CEO of Jupiter One, knows all about building a solid foundation and growing from there. He joins us today to discuss how he built his company, scaled its sales team, and uses content and word-of-mouth marketing ...

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Sept. 1, 2022

156: Dave Phelps, RSM at Crowdstrike - Make your territory, your fran…

Chatting with CEOs and CROs is enlightening and valuable, but sometimes you need practical and actionable tips from someone who’s down in the trenches. Dave Phelps, RSM at Crowdstrike joins us this episode to give us expert a...

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Aug. 30, 2022

155: Evangelize the problem, not your product

Too many companies are getting it wrong: they’re evangelizing their product, not the problem. When you focus on the problem it solves, you might just revolutionize your approach to the market. Shifting your sales and marketin...

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Aug. 24, 2022

154: Ashley Leonard, CEO of Syxsense - How to go after the mid market

What’s the first thing that comes to mind when you hear endpoint security? Is it “crowded market, little differentiation?” Syxsense is in that market and building impressive traction. Find out how in today’s episode featuring...

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Aug. 19, 2022

153: Should you add more sellers to your sales team?

In the early stages of a start-up, it’s tempting to keep hiring for your sales team. You might make the assumption that adding more heads and assigning more quota will lead to higher productivity. But there’s a little more nu...

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Aug. 16, 2022

152: Christian Torres, CEO of Kriptos - importance of technology part…

In this episode, Christian Torres, CEO at Kriptos, joins us to talk about all things data classification. He walks us through how he created his business, why and how to classify data, and who needs it. We dive deep into …

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Aug. 12, 2022

151: Ayal Yogev, CEO and Co-Founder of Anjuna: What's more important.…

In this episode, I sit down with Ayal Yogev, CEO and Co-founder of Anjuna to discuss confidential computing and their role in creating additional layers of protection in the cloud. We also dig into how Anjuna were able to loo...

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Aug. 9, 2022

150: Wias Issa, CEO of Ubiq Security, on how Ubiq’s GTM for their API…

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 …

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Aug. 5, 2022

149: A break down of two more companies’ answers to “What We Do” and…

Two more companies answer the question “What does your company do?” We break down their responses and offer ideas for how they could have answered the question better. We are asked about it a lot. “What does your company do?”...

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Aug. 4, 2022

148: How to use strategic narrative to engage with prospects

Cybersecurity is a notoriously technical and overcrowded arena. You’re solving problems in a way that your average prospect will not always naturally grasp. Not to mention, the competition is stiff. How do you bridge the gap ...

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Aug. 2, 2022

147: Snir Ben Shimol, CSO at Cider, talks about market education & se…

In this episode, Snir Ben Shimo, CSO at Cider Security, joins us to talk about the progress of Cider Security and how they have built a vehicle for market education and understanding. How do you educate your consumer on threa...

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July 28, 2022

146: A break down of 2 companies’ answer to “what do you do?”

2 companies answer the question “What does your company do?” We break down their responses and offer ideas for how they could have answered the question better. We are asked about it a lot. “What does your company do?” Unf...

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July 22, 2022

145: Snehal Antani, CEO at Horizon3, talks about telling the right st…

In this episode, Snehal Antani, CEO at Horizon3, joins us to discuss the journey from business idea to successful business operations. It all begins with identifying a niche enough problem that you can provide a unique soluti...

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July 14, 2022

144: Rajiv Pimplaskar, CEO and President at Dispersive, talks about c…

In this episode, Rajiv Pimplaskar, President and CEO at Dispersive, joins us to discuss why all the fancy features and complicated backend in the world mean nothing if you can’t communicate concisely. What do your customers c...

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July 12, 2022

143: How to answer the “What does your company do?” question without …

We are asked about it a lot. “What does your company do?” Unfortunately too many times our answers are less than stellar. Too many times we use buzzwords and are bored. Too many times we confuse our prospect and when …

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July 8, 2022

142: Michael Shieh, CEO and Founder at Appaegis, talks about making s…

In this episode, Michael Shieh, founder and CEO at Appaegis, joins us to delve into his own business’s journey from founding to expansion. We talk about the specific cybersecurity solutions his team deploys and how he has bee...

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June 28, 2022

141: Garret Grajek, CEO and Co-Founder at YouAttest on how he is maki…

Garret Grajeck hated access reviews when he was running technology teams at companies like Cyland and SecureAuth. They were a pain in the ass, took up valuable resources and seemed to take months to complete. But they needed...

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June 23, 2022

140: Ismet Geri, CEO at Veridium, talks in-depth about passwordless s…

In this episode, Ismet Geri, CEO at Veridium, joins us to talk in-depth about passwordless security - what it means, the adoption struggles he’s been overcoming from the industry, how it works, enterprise complexities, how Ve...

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June 21, 2022

139: Jason Prindle, the Senior Director of Global Sales Development a…

The world of sales is a crowded one where prospects in your pipeline are flooded with pitches. So the challenge for salespeople is to stand out and to make an impression. A great way to do that? Get hyper-personalized. Hyper-...

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June 16, 2022

138: Vladi Sandler, Co-Founder and CEO at Lightspin talks protecting …

Any software that does a lot of work behind the scenes that makes the user’s life simple is going to be attractive as an operational efficiency driver. In this episode, we have Vladi Sandler, co-founder and CEO at Lightspin j...

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June 14, 2022

137: Ian Bramson, Global Head of Industrial Cybersecurity at ABS Grou…

Cyber security for operational technology and industrial systems is a hot topic right now. The security of these systems is important to the critical revenue generation parts of companies and also to governments and countries...

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