Are you struggling to differentiate your channel program in a crowded cybersecurity market? Wondering how to speed up your sales cycle and create more value for partners? Curious about what it takes to scale globally with varying partner expectations? If these questions hit home, this episode offers field-tested answers and bold new strategies.

In this conversation we discuss:
👉 The innovation behind Airlock Digital’s modern approach to application control and channel strategy
👉 Tactics for increasing partner engagement and equipping channels for global success
👉 The impact of AI and enablement tools for frictionless selling and channel growth

About our guest:
Patrick Dillon is the Chief Revenue Officer at Airlock Digital, a channel-first cybersecurity company founded in Australia. With over 20 years in Atlanta and international experience, Patrick is reshaping how Airlock’s technology and partner programs accelerate growth in global markets.

Summary:
Discover how Airlock Digital evolved its channel-first model to stand out in cybersecurity, enabling faster, more scalable deals with high win rates and robust partner margins. Patrick reveals actionable insights on enablement, incentives, and breaking into new regions—making this a must-listen for sales and marketing leaders aiming to grow sales and revenue. Tune in for the strategies that can help your team win faster!

Learn more:
Connect with Patrick Dillon on LinkedIn.
Explore Airlock Digital
Book a 30-minute meeting with host Andrew Monaghan here.

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Follow me on LinkedIn for regular posts about growing your cybersecurity startup

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Are you struggling to scale your cybersecurity sales from mid-market to enterprise? Wondering how to build a high-performance sales team that consistently generates pipeline? Curious about what it really takes to win enterprise clients—and keep them? This episode of the Cybersecurity Go-To-Market Podcast dives deep into those challenges and offers candid, tactical advice from someone who’s done it.

Mike Ferrari is the SVP Worldwide Sales at Doppel, the social engineering defense platform, and the fastest growing cybersecurity company in the A16Z portfolio.

In this conversation we discuss: 👉 Strategic pivots in go-to-market for scaling from $5M to $10M+ ARR and addressing enterprise customers
👉 Creating a high-performance sales culture with clear non-negotiables and regional field engagement
👉 Leveraging channel partnerships as a force multiplier and delivering real value during the sales cycle

About our guest:
Mike Ferrari is Head of Sales at Doppel, a fast-growing cybersecurity startup specializing in social engineering defense. Having recently transitioned from a leadership role at a larger organization (BigID), Mike brings hands-on experience scaling sales functions through rapid company growth phases, with an emphasis on building talented teams and operational excellence in go-to-market execution.

Summary:
Mike Ferrari shares practical strategies for scaling sales in a cybersecurity startup, from segmenting sales teams for enterprise versus mid-market, to driving pipeline generation and building robust channel partnerships. Listen to learn how Doppel turns market demand into rapid growth—and what it really takes to achieve enterprise sales execution in a shifting threat landscape. Don’t miss the actionable insights for taking your team and revenue to the next level.

Connect & Learn More:

• Mike Ferrari on LinkedIn
• Doppel Company Website
• Book a 30-Minute Meeting with Andrew Monaghan

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.

Are you struggling to scale your cybersecurity sales team effectively while launching a disruptive new product? Wondering how to build a winning go-to-market culture, especially when working channel-first? Trying to figure out how to attract and enable the right channel partners to drive real revenue growth?

This episode dives deep into the practical strategies for sales and marketing leaders navigating these exact questions.

In this conversation we discuss:

👉 Building a collaborative and competitive sales culture for transformative product launches
👉 How to hire and empower the right “archetype” of sellers for complex, multi-stakeholder sales cycles
👉 Channel-first go-to-market strategies—partner enablement, compensation, and driving adoption with the right partners

About our guest:
Scott O'Rourke is the Chief Revenue Officer at Contrast Security, bringing a hands-on approach to building high-performing sales teams from the ground up. With a legacy of success scaling sales organizations at ZeroFox and beyond, Scott is now focused on launching Contrast’s Application Detection and Response (ADR) product to disrupt the application security market.

Summary:
Tune in as Scott shares his experience transforming sales teams, shifting to a channel-first strategy, and offering actionable insights on partner enablement, compensation models, and sales enablement—especially for cybersecurity companies with innovative offerings. If you’re leading sales or marketing in a fast-growing cybersecurity firm, don’t miss these hard-earned lessons and proven playbook. Listen now to unlock growth.

Connect with Scott and Learn More:
Scott O'Rourke on LinkedIn
Visit Contrast Security
Book time with the host: 30-minute meeting

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.