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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The short-term answer is yes. When the SDR model is implemented effectively, it works.
So what’s the problem?
Two of your most important jobs as a leader are:
Do right by your employees.
Do right by your customers.
The SDR model doesn’t do either.
It’s a very unpleasant job. For every successful connect, you’re ignored or curtly dismissed many, many times. Nobody likes it. It’s a foot in the door and a stepping stone to something better.
Meanwhile, security buyers are obsoletely inundated with calls, emails, and LinkedIn requests. And even if one of them is from a company that’s a perfect fit:
Worst case: it’s lost in the noise.
Best case: the buyer’s path from first SDR connect to substantive conversation is a convoluted, multi-step journey.
Further rounding out the absurdity is the fact that many of us folks who are unleashing SDRs on people are ourselves inundated and annoyed by other people’s SDRs.
So while the short-term answer to SDRs is yes, the long-term answer is no.
I don’t know what the better alternative is yet, but I have some ideas I’d like to explore.
-Doug
The short-term answer is yes. When the SDR model is implemented effectively, it works.
So what’s the problem?
Two of your most important jobs as a leader are:
Do right by your employees.
Do right by your customers.
The SDR model doesn’t do either.
It’s a very unpleasant job. For every successful connect, you’re ignored or curtly dismissed many, many times. Nobody likes it. It’s a foot in the door and a stepping stone to something better.
Meanwhile, security buyers are obsoletely inundated with calls, emails, and LinkedIn requests. And even if one of them is from a company that’s a perfect fit:
Worst case: it’s lost in the noise.
Best case: the buyer’s path from first SDR connect to substantive conversation is a convoluted, multi-step journey.
Further rounding out the absurdity is the fact that many of us folks who are unleashing SDRs on people are ourselves inundated and annoyed by other people’s SDRs.
So while the short-term answer to SDRs is yes, the long-term answer is no.
I don’t know what the better alternative is yet, but I have some ideas I’d like to explore.
-Doug
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