Peer-to-Peer Go-To-Market: Lessons from Field CISOs & Field CTOs скачать в хорошем качестве

Peer-to-Peer Go-To-Market: Lessons from Field CISOs & Field CTOs

On this episode of Security Revenue LIVE, host Taylor Wells welcomes three powerhouse guests from the cybersecurity world: Carolyn Duby (Field CTO, Cloudera), Brian Contos (Field CISO, Mitiga), and Matt (COO, Serby; former Chief Trust Officer). Together, they dive deep into the critical and evolving role of peer-to-peer go-to-market (GTM) strategies in cybersecurity—a tactic the industry has refined for decades. --- *00:00:00 – Intro & Welcome* Host Taylor Wells introduces the live show, today’s topic (peer-to-peer GTM), and the panel. *00:01:33 – Panelist Introductions* Brian Contos: Field CISO at Mitiga Carolyn Duby: Field CTO at Cloudera Matt: COO at Serby *00:06:03 – Why is the Field CISO/CTO Role Important?* Panelists discuss the unique value and responsibilities of Field CISOs and CTOs, including bridging technical and business needs, thought leadership, and customer advocacy. *00:14:11 – What Happens If You Don’t Have a Field CISO/CTO?* Insights on challenges organizations face without someone in the role; examples from early-stage startups and the impact on messaging, trust, and marketing. *00:24:23 – Bridging Customers’ Real Needs with Company Strategy* How Field CISOs/CTOs gather authentic customer feedback, communicate product value, and avoid founder tunnel vision. *00:28:12 – Key Qualities for an Effective Field CISO/CTO* Panelists share the top skills and mindsets needed (curiosity, technical depth, empathy, clear communication, adaptability). *00:34:02 – Telling Customers They’re Wrong (and Building Trust)* Stories and advice on respectfully challenging customers’ assumptions while maintaining strong relationships. *00:42:04 – AI in Cybersecurity Go-To-Market* Discussion on how AI is transforming technical work and go-to-market strategies: content creation, meeting prep, sentiment analysis, and future possibilities. *00:51:40 – Best Ways to Engage New Security Customers* The panel shares the most effective channels: referrals, events, social engagement, and the importance of building real relationships. *00:53:17 – Show Wrap-Up & Thank You* Closing thoughts, recap, and gratitude from Taylor Wells; farewells from the panel.