Konnor Andersen - Cybersecurity Startup GTM: CISO Time, Trust, Channel Reality скачать в хорошем качестве

Konnor Andersen - Cybersecurity Startup GTM: CISO Time, Trust, Channel Reality

Most cybersecurity startups don’t fail because of bad tech. They fail because they misunderstand how cybersecurity actually gets bought. In this episode of The Keyboard Samurai, host Wil Klu sits down with Konnor Andersen, a vendor-side GTM leader who has helped both public and private cyber startups scale sales and marketing. They break down why “just 20 minutes” with a CISO is unrealistic, how trust and risk dominate the cybersecurity sales process, and why channel partners won’t risk their relationships on unproven products. If you’re building or selling in cybersecurity, this is a grounded look at what actually drives pipeline and revenue. What you’ll learn: Why CISO attention is scarce and how that changes your GTM strategy How trust and risk shape cybersecurity buying decisions What VARs and channel partners really optimize for Why product readiness matters before you approach the channel The economics behind large vendors vs early-stage startups How federal vs commercial markets can split your strategy If you’re building a cybersecurity startup or leading GTM, subscribe for more episodes on the business of cyber and tech. Follow Wil Klu for practical insights on cybersecurity, GTM, and leadership. Find Konnor:   / konnorandersen   https://cyberbuildingblocks.substack....