Mike Barker, Chief Commercial Officer at HYAS: Building a GTM plumb line for consistent sales success

The Cyber Go-To-Market podcast for cybersecurity sales and marketing teams

On this episode of Sales Bluebird, our guest Mike Barker, Chief Commercial Officer of HYAS shares insights on the importance of aligning sales and marketing strategy in a company. He talks about how his company identified target areas and sectors where they are successful based on data and aligned their messaging and marketing organization towards those target areas.
Mike also highlights the importance of understanding the buying team within an organization and using referrals to generate pipeline. The discussion delves into the role of a Chief Commercial Officer and the changing dynamics within the cybersecurity industry.
Hit play to learn more about the importance of alignment between sales and marketing in a company's success.
[00:05:04] "How I went from Sales to Internal CIO"
[00:07:46] "Global Sales Transformation Success with CRO Mentor"
[00:10:00] "Hyacinth: Protecting Businesses with Intelligence and Detection"
[00:13:13] "Startup's Unique Threat Intel Portfolio Explained"
[00:24:47] "Creating a Marketing Plumb Line for Success"
[00:29:21] "Direct and Partner Teams Drive Sales Growth"
[00:31:37] "Pipeline Generation: The Bane of Salespeople's Existence"
[00:35:12] "Training and Enabling Go-to-Market Organization"
[00:37:29] "Standing Out in Cybersecurity: A Challenge Explained"
[00:43:45] "Product-focussed HYAS announces new PLG initiatives"
Mike Barker on Linkedin
HYAS Website

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