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.
The roundtable explores what makes the Field CISO and Field CTO roles indispensable, especially for high-tech and security startups. Each guest highlights why these leaders are the vital bridge between technical innovation and business needs—often wearing hats in product marketing, messaging, customer advocacy, enablement, and even sales. Carolyn underscores the need for curiosity, strong communication skills, and the ability to translate complex technology into business outcomes. Brian and Matt expand on leveraging customer stories, running customer advisory boards, and the flexibility required for startup versus enterprise environments.
The conversation also touches on what happens when organizations lack this role—everything from muddled messaging to missed trust with buyers. The group shares war stories about evolving markets (remember building SIM before Gartner even coined the term?) and how listening to customers can unlock untapped use cases (like security solutions rapidly morphing into compliance drivers).
In the second half, Taylor prompts the team about the unmistakable impact of AI on both products and GTM efforts. Real-world examples include using AI to summarize meetings, analyze customer sentiment, automate meeting prep, and even dream of a day when an AI “prospecting agent” scours the field for the perfect leads.
For security companies wondering how to consistently drive new business, the verdict is clear: activating and nurturing customer relationships is king—referrals and peer-driven advocacy remain the gold standard.
In short, this episode offers a masterclass in why GTM expertise, technical credibility, and customer empathy are the cornerstone of modern cybersecurity sales—plus actionable advice and fresh insights into how AI is reshaping the field.
*Tune in for stories, practical tips, and strategic inspiration from leaders who’ve seen it all, from startup trenches to the enterprise boardroom.**