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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Yesterday, I shared three types of positioning document formats. So which is right for your cybersecurity startup?
I don't think an old-school "fill in the blanks" positioning statement provides much value. Choosing from the other two options really comes down to your category definition approach.
If you're trying to define a new category – or radically redefine an existing one – I think the Andy Raskin-style "strategic narrative" approach is a great way to go.
But as I noted in an earlier email, most security startups probably shouldn't try to define a new category. That's why I think the April Dunford-style positioning canvas is the ideal approach for most.
This approach keeps you focused on specific buyer pain points and forces your leadership team to eliminate ambiguity in your strategy. At the same time, the document remains high-level enough that it doesn't become a "boil the ocean" exercise.
-Doug
Yesterday, I shared three types of positioning document formats. So which is right for your cybersecurity startup?
I don't think an old-school "fill in the blanks" positioning statement provides much value. Choosing from the other two options really comes down to your category definition approach.
If you're trying to define a new category – or radically redefine an existing one – I think the Andy Raskin-style "strategic narrative" approach is a great way to go.
But as I noted in an earlier email, most security startups probably shouldn't try to define a new category. That's why I think the April Dunford-style positioning canvas is the ideal approach for most.
This approach keeps you focused on specific buyer pain points and forces your leadership team to eliminate ambiguity in your strategy. At the same time, the document remains high-level enough that it doesn't become a "boil the ocean" exercise.
-Doug
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