Latest / Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
Why a CISO Bets on a Startup Over Crowdstrike: Robbie Tyrie, Fractional CISO
You've nailed the demo and the POV, and then procurement asks why they'd bet on you instead of CrowdStrike, Palo Alto or Zscaler. Robbie Tyrie has been the buyer on the other side of that question at some very large organisations, and he said yes to the startup more than once. He walks through the math he ran, what he wanted back from the vendor in return, and the trial structure he says a buyer can't argue with. Now a fractional CISO for 50 to 200 person companies, he also explains why buyers stopped turning up at trade shows and what he responds to instead.
In this episode
The two answers a…
The skinny
The skinny isn't ready yet — notes appear once the transcript is processed.