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

Описание: 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.


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*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.