Justin WenigApr 22, 2026
Abnormal AI - GTM Leader of the Month
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Abnormal AI - GTM Leader of the Month
Justin Wenig
Zach Oxman from Abnormal explains how Starbridge centralizes account intelligence and signals, helping his sales team ramp faster, qualify leads more efficiently, and focus on consultative selling.
Abnormal AI - GTM Leader of the Month
Justin Wenig
Zach Oxman from Abnormal explains how Starbridge centralizes account intelligence and signals, helping his sales team ramp faster, qualify leads more efficiently, and focus on consultative selling.
Chapters
00:00
Introduction to Starbridge
Centralizing information to gain actionable insights quickly.
00:13
About Abnormal and Zach
00:28
Improving Sales Efficiency
00:52
Impact on Business Metrics
01:01
Daily Workflow Integration
01:31
Final Recommendation
Transcript
00:00
Instead of having to go to 10 or 15 different places to find information, with Starbridge, it lets us get actionable really quickly in one central place.
00:13
Zach Oxman, Area Vice President for United States State, Local Government and Education at Abnormal.
00:19
Abnormal is an AI native cybersecurity tool to stop, bad actors from business.
00:24
Email compromise.
00:25
We've been a StarBridge customer for six months now.
00:28
For me, as a leader, my biggest concern was, are my reps truly combing through everything that's available out there?
00:34
There were pieces of this puzzle being left out when we were trying to tell the story of how we can help.
00:38
So now with Starbridge, I have confidence that my reps are getting all these signals delivered to them that they need to ensure that when they're getting in touch with people that we could help.
00:47
It's not all about abnormal.
00:48
It's about what problems are we trying to solve or help them trying to solve.
00:52
It helps new hires ramp quicker, helps us get into proof of value, which increases ASP and reduces deal cycle.
01:00
Good things that we're looking to drive.
01:01
It fits for me between the morning coffee and the morning workout.
01:04
Get on Starbridge, see what signals have come in for the day.
01:07
By the time I've shared out a signal with them, I generally get the reply back, yep, I saw it, I'm on it.
01:12
Not only are they using it for the signals that they're getting from the bridges that we or they have built, but they're also using ask Starbridge.
01:19
They're pulling account intelligence data, they're looking at procurement information.
01:23
It allows us to qualify out faster so that we can move on to something else.
01:27
It allows us to move faster in the right direction.
01:30
That's the biggest key.
01:31
Much like it's incumbent of what we do in cybersecurity, I think it's incumbent on other leaders in the public sector space to get their team this product.
01:39
It is that differentiated.
01:41
It's that much of a game changer.
01:42
To me.
01:43
It's like walking into a battle unarmed.
01:45
If these teams don't have Starbridge, it's absolutely more meetings booked, it's more pipeline converted, it's more proof of value started.
01:51
But I think more than anything, it allows us to be more consultative in our sales process versus making it all about abnormal, or all about insert your company name here.
02:00
It allows reps to, to ensure that when we're going and having these conversations that it's about the people that we're trying to help.
02:07
It's not just all about us trying to sell a product.
02:09
It helps us understand the problems that our prospective customers are trying to solve.
02:13
That, I think, is the differentiation between a good sales organization and one that's truly great.
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