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...
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I share daily thoughts about cybersecurity and emerging technology. [Subscribe](https://daily.axalane.com) or [hire me](https://axalane.com)
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Last weekend, I listened to two podcast interviews with David Cancel, the CEO of Drift (one new, one old, both great). While Drift isn't a security company, they're a popular example of a startup that created a new category successfully ("conversational marketing").
As I noted yesterday, I don't think security startups should try to define a new category in most cases. But even if you're not trying to do that, there's one aspect of what Drift did that I think all security startups should emulate.
They named a clear enemy.
In Drift's case, the enemy is web forms. What a great enemy. Nobody likes those – or the baggage they bring with them.
Whether you're trying to create a new category – or looking for ways to differentiate within an existing one – naming the enemy forces you to zero in on tangible buyer pain points.
There's still the small detail of creating and communicating a better alternative. But when you're battling for mindshare in a noisy market like security, finding immediate common ground with the buyer around a shared enemy is a great way to fast-track to a discussion about value and outcomes.
-Doug
Last weekend, I listened to two podcast interviews with David Cancel, the CEO of Drift (one new, one old, both great). While Drift isn't a security company, they're a popular example of a startup that created a new category successfully ("conversational marketing").
As I noted yesterday, I don't think security startups should try to define a new category in most cases. But even if you're not trying to do that, there's one aspect of what Drift did that I think all security startups should emulate.
They named a clear enemy.
In Drift's case, the enemy is web forms. What a great enemy. Nobody likes those – or the baggage they bring with them.
Whether you're trying to create a new category – or looking for ways to differentiate within an existing one – naming the enemy forces you to zero in on tangible buyer pain points.
There's still the small detail of creating and communicating a better alternative. But when you're battling for mindshare in a noisy market like security, finding immediate common ground with the buyer around a shared enemy is a great way to fast-track to a discussion about value and outcomes.
-Doug
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