Building Categories, Brands, and Credibility in Cybersecurity with Mike O’Malley

In this episode of Margins and Mandates, Jeff sits down with Mike O’Malley, CMO of cybersecurity provider Oligo Security, to talk about what it really takes to transform and scale SaaS companies in hyper-competitive markets. Mike shares lessons from leading CyberArk’s rapid pivot from perpetual licenses to SaaS in just six quarters, blitz-scaling API security pioneer NoName through hypergrowth, and now building Oligo Security into a category-defining player in runtime application security.

We cover:

• How to execute a successful business model transformation at scale.
• The difference between creating a new market versus competing in an established category.
• The push and pull between product velocity, customer demands, and disciplined go-to-market focus.
• Why credibility, research, and community are vital in cybersecurity marketing.
• How AI is reshaping brand metrics, visibility, and go-to-market playbooks.

Whether you’re navigating SaaS transitions, defining your ICP, or trying to build credibility in a crowded market, this conversation offers practical insights every SaaS operator can use.

• Mike O’Malley   / mikeo9  
• Oligo Security https://www.oligo.security/
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