Look into the "3 Ways to Generate Leads With Your Podcast" E-book for free here on our website! (https://ghapodcast.com)

In this episode of Consulting Leaders, we speak with Manoj Tandon, host of the Security Confidential Podcast and CEO of Dark Rhiino Security. With over 220 podcast episodes and nearly a decade building a cybersecurity consultancy from scratch, Manoj shares how he's grown both a business and a brand by leading with education, trust, and long-term relationships.

Manoj dives deep into why cybersecurity is not just an IT problem but a business and people problem, and how his podcast became a key marketing engine to convey that message. He unpacks the journey of turning insights from CIA operatives, red teamers, and C-suite leaders into client trust, strategic engagement, and long-term contracts. If you’re in professional services and navigating long sales cycles, this episode is a masterclass in relationship-first marketing.

Whether you're a cybersecurity founder, consultant, or marketer, Manoj’s approach to podcasting, positioning, and client success offers a blueprint for building authority and driving real outcomes.

What You’ll Learn in This Episode:

• How Security Confidential grew to 222 episodes without chasing vanity metrics
• Why cybersecurity is a business problem and how to position it that way
• The podcast-to-client journey: how warm leads turn into signed deals
• Farming vs. hunting in consulting and why both are critical to growth
• Why personalization and relationships win in a saturated security market

[00:00] The origin story of Security Confidential and its link to Dark Rhiino

[02:53] From passion project to brand builder: how the podcast supports sales

[06:19] The Red Bull analogy: podcasting as proof of elite performance

[08:33] Selling outcomes, not tools: flipping the cybersecurity sales funnel

[13:13] Real stories from CIA and Navy guests and why people are the real risk

[17:12] Turning listeners into clients: warm engagement and the long game

[24:42] Hunting vs. farming: building trust across the consulting lifecycle

[31:12] Unlocking scale: what’s next for growth and how AI might help

Follow Manoj Tandon:

• LinkedIn: https://www.linkedin.com/in/manoj-tandon-drs/
• Security Confidential: https://www.linkedin.com/company/securityconfidential/

• Hussam on LinkedIn: https://www.linkedin.com/in/hussam-ali-6bb69186/
• Guillaume on LinkedIn: https://www.linkedin.com/in/guillaume-jouvencel/
• Gha Marketing Website: https://ghapodcast.com/

• LinkedIn: https://uk.linkedin.com/company/gha-marketing-ltd
• Instagram: https://www.instagram.com/gha_marketing/
• Tiktok: https://www.tiktok.com/@gha_marketing
• Twitter: https://twitter.com/GHAMarketing_
• Facebook: https://www.facebook.com/people/GHA-Marketing/61552528799376/