Doug LaneMy top security topics
One of the best things about working in cybersecurity is that it's always changing. There are always new things to learn and think about. Here are some of the areas of security that I'm thinking about the most right now:Securing the digital supply chainThe evolution of cloud-native securityInternet of Things (IoT) securityThe human element of securitySecuring web3 and blockchainI'll take them one by one this week and share some quick thoughts on why I think they're interes...
Doug LanePoor man’s Gong
If you’re someone who works with me, you may have noticed that I ask to record our Zoom calls more often than I used to. There’s a reason for this. While I can’t justify the cost of a revenue intelligence platform like Gong for my small shop, I made up my own poor man’s version. Here’s how it works.Download and install Descript. (There’s a free version.)Hit the record button on a Zoom call and pick the “Record on this computer” option.After the Zoom call ends, drag the video file that Zoom sp...
Doug LaneWelcome to the simulation
OK, now that the marketing guy explained what Zero Trust is, let’s get into some ways to give security buyers a plan for it (that hopefully includes some of you). There’s a real danger that this could get boring in a hurry, so here’s what I’m thinking. Over the next few days, I’ll give you my quick take on what I like and don’t like about the three possible starting points I mentioned. I’m not going to regurgitate every detail, but I’ll try to give you the gist. Then, I’m going to make up a f...
I share daily thoughts about cybersecurity and emerging technology. [Subscribe](https://daily.axalane.com) or [hire me](https://axalane.com)
Doug LaneMy top security topics
One of the best things about working in cybersecurity is that it's always changing. There are always new things to learn and think about. Here are some of the areas of security that I'm thinking about the most right now:Securing the digital supply chainThe evolution of cloud-native securityInternet of Things (IoT) securityThe human element of securitySecuring web3 and blockchainI'll take them one by one this week and share some quick thoughts on why I think they're interes...
Doug LanePoor man’s Gong
If you’re someone who works with me, you may have noticed that I ask to record our Zoom calls more often than I used to. There’s a reason for this. While I can’t justify the cost of a revenue intelligence platform like Gong for my small shop, I made up my own poor man’s version. Here’s how it works.Download and install Descript. (There’s a free version.)Hit the record button on a Zoom call and pick the “Record on this computer” option.After the Zoom call ends, drag the video file that Zoom sp...
Doug LaneWelcome to the simulation
OK, now that the marketing guy explained what Zero Trust is, let’s get into some ways to give security buyers a plan for it (that hopefully includes some of you). There’s a real danger that this could get boring in a hurry, so here’s what I’m thinking. Over the next few days, I’ll give you my quick take on what I like and don’t like about the three possible starting points I mentioned. I’m not going to regurgitate every detail, but I’ll try to give you the gist. Then, I’m going to make up a f...
I share daily thoughts about cybersecurity and emerging technology. [Subscribe](https://daily.axalane.com) or [hire me](https://axalane.com)
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Are chatbots a way to fix our broken SDR model?
I think the answer is: no.
Chatbots have been a hot trend in marketing over the last few years. They’ve also come a long way in their usefulness, as companies like Drift have elevated them from tactical website widget to strategic marketing tool.
But I’m not a believer. At least not for B2B cybersecurity.
I’m sure there are unequivocal success stories with chatbots. But here’s my own experience with them:
I usually ignore them, because (fairly or not) I feel like they will waste my time and not actually help me in the end.
When I do interact with them, the questions tend to be more about qualifying me and guiding me to schedule a call (which there are much easier ways to do).
Now, these are arguably criticisms of execution more than criticisms of the medium itself. And there are definitely companies that use chat more intelligently as an asynchronous way of having substantive conversations before setting up a call.
It’s just hard for me to imagine an enterprise security buyer or influencer engaging this way.
I’m happy to be proven wrong though.
-Doug
Are chatbots a way to fix our broken SDR model?
I think the answer is: no.
Chatbots have been a hot trend in marketing over the last few years. They’ve also come a long way in their usefulness, as companies like Drift have elevated them from tactical website widget to strategic marketing tool.
But I’m not a believer. At least not for B2B cybersecurity.
I’m sure there are unequivocal success stories with chatbots. But here’s my own experience with them:
I usually ignore them, because (fairly or not) I feel like they will waste my time and not actually help me in the end.
When I do interact with them, the questions tend to be more about qualifying me and guiding me to schedule a call (which there are much easier ways to do).
Now, these are arguably criticisms of execution more than criticisms of the medium itself. And there are definitely companies that use chat more intelligently as an asynchronous way of having substantive conversations before setting up a call.
It’s just hard for me to imagine an enterprise security buyer or influencer engaging this way.
I’m happy to be proven wrong though.
-Doug
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