September 16, 2024
3 elements for cyber security sales success – an interview with Ed Macnair
The cyber security industry is growing at pace – with thousands of products and solutions making competition fierce. When it comes to fighting for market share, launching new brands or solutions, the GTM team, comprising sales and marketing professionals, is the key to success.
We spoke to Ed Macnair, CEO of Censornet about the three elements that underpin sales success, as well as industry challenges, the skills shortage and why he got into cyber security.
Tell us a bit more about Censornet
“What we set out to do with Censornet is effectively democratise cyber security and make it readily available and usable for small to mid-size organisations. The reason for that is because these SMBs have been grossly underserved in the past when it comes to cyber security. They experience the same challenges as larger organisations, face the same threats, but don’t necessarily have the resources to secure themselves.
“There is a huge gap in the market between enterprise security solutions and consumer solutions. The latter don’t scale up well enough for SMBs and equally, enterprise solutions are too costly, complex and time consuming to deploy for them.
“Our platform solves these challenges for SMBs and addresses the major attack surfaces for organisations – email, web, cloud applications etc.
“We also offer security awareness training to enable organisations and their employees to understand the potential threats. Our philosophy is that cyber security must be user friendly; if it makes it too difficult for employees to do their jobs, employees will circumvent the cyber security processes which is a problem for organisations.”
The Cyber Bench: Specialist recruitment for cyber security GTM roles
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Take a look at how we operate, or get in touch with us to discuss your cybersecurity go-to-market recruitment requirements.