Latest / Cyber Go-To-Market Talk: The Cybersecurity Podcast About Cyber Sales, Marketing & Revenue Growth
Your First VP of Sales Didn't Fail. You Skipped a Stage. Matt Calligan @ ArmorText
Cyber startups churn through heads of sales, and the usual explanation is a bad hire. Matt Calligan, Director of Growth Markets at ArmorText, argues something different. Founder-led product-market fit only proves the founder can sell, and there's a stage between that and scale that most companies skip. He calls it the Vanguard stage and lays out what has to be true before anyone hands a VP of Sales a number.
In this episode
Why early cyber buyers are "buying access to the founder," not the product
The four lights that have to turn green before you scale: a defined motion, a non-founder who…
The skinny
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