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)
Subscribe to Doug Lane
Subscribe to Doug Lane
Share Dialog
Share Dialog
<100 subscribers
<100 subscribers
OK, now that we've defined our security buyer ensemble, let's talk about how a security startup with limited marketing resources can best engage the different players.
At the risk of stating the obvious, the business decision-maker and the security architect are the two most important players. And yes, they're motivated by slightly different things. But in my view, your company's strategic narrative needs to resonate with both.
The key ingredients that should be common to the core narrative at most security startups are:
A description of a major shift that is happening in the security landscape.
Articulation of the pain points caused by a misalignment between how security is done today and what the new moment calls for.
A better approach for meeting the moment.
Ideally, some evidence.
A gradual and iterative approach for getting from where they are now to where they need to be.
The last point is particularly important. Companies have invested enormous time and budget in their existing security tools and processes. Unless you're going after a wounded animal (nods over shoulder at antivirus software), the buyer won't be ready to hear that radical change is needed (even if it is).
-Doug
OK, now that we've defined our security buyer ensemble, let's talk about how a security startup with limited marketing resources can best engage the different players.
At the risk of stating the obvious, the business decision-maker and the security architect are the two most important players. And yes, they're motivated by slightly different things. But in my view, your company's strategic narrative needs to resonate with both.
The key ingredients that should be common to the core narrative at most security startups are:
A description of a major shift that is happening in the security landscape.
Articulation of the pain points caused by a misalignment between how security is done today and what the new moment calls for.
A better approach for meeting the moment.
Ideally, some evidence.
A gradual and iterative approach for getting from where they are now to where they need to be.
The last point is particularly important. Companies have invested enormous time and budget in their existing security tools and processes. Unless you're going after a wounded animal (nods over shoulder at antivirus software), the buyer won't be ready to hear that radical change is needed (even if it is).
-Doug
No activity yet