The Cyber Bench

In our latest industry insights interview, we spoke with CyberOne Head of Marketing, Mark Terry, about what it takes to stand out in today’s competitive cybersecurity landscape.

Mark shared his thoughts on building trust, moving the dial from protection to resilience, and the key factors driving GTM success, including:

✦ The importance of trust and social proof in cybersecurity
✦ Effectively marketing Microsoft Security solutions to SMEs
✦ The biggest industry challenges, from AI threats to evolving legislation
✦ Overcoming the cybersecurity skills shortage
✦ The qualities he looks for in top sales and marketing talent

👉 Read the full interview here: https://thecyberbench.com/cyberone-interview-mark-terry-go-to-market-teams

The cybersecurity landscape is evolving, and so are the demands for GTM talent. Companies are shifting from hiring generalists to securing specialists with deep expertise in areas like SaaS security, network defence, and AI-driven solutions.

Here’s our top tips on how to build a high-impact GTM team:

✅ Identify niche skills that align with your product and market
✅ Leverage data-driven hiring tools to tap into exclusive cybersecurity talent pools
✅ Differentiate your company to attract top-tier, specialized professionals

Sales strategy for 2025:

✅ Pair hyper-specialized sales reps with technical pre-sales engineers for stronger client engagement
✅ Showcase your specialized expertise in marketing efforts to establish credibility and build trust.

Finding top-tier cybersecurity GTM talent can be challenging, requiring expertise – that’s where we come in.

👉 Find out more about what we do: https://thecyberbench.com/

In our recent interview with Ed MacNair, CEO of Censornet, we posed the question ‘What makes a good cyber security salesperson?’

Ed shared his views:

“I think it’s probably the same for all industries. It’s about really understanding exactly what your customer’s needs are, being creative, being open, and being an active listener.

“Specifically for cyber security, it’s also really important that you know and understand what the implications are for the customer’s organisation.”

Read more insights from our interview with Ed here: https://thecyberbench.com/gtm-roles-cyber-security-sales-success

Are you struggling to find the right GTM candidates for your organisation?

Here at The Cyber Bench we specialise in connecting exceptional go-to-market talent with the most pioneering cyber security organisations.

Visit our website to find out more: https://thecyberbench.com/