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

Описание: 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.

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Find Konnor:
  / konnorandersen  
https://cyberbuildingblocks.substack....