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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I’ve been thinking about what it would take for a buyer to want to talk to your company.
Like, instead of you needing to hammer them into submission with increasingly desperate emails and phone calls, they would actually seek you out.
Sounds improbable, right?
But consider the trend of vendors hiring industry analysts to be “field CTOs.”
It’s happened a bunch of times. But the best example in security was when Palo Alto Networks hired John Kindervag (aka “the creator of Zero Trust”) away from Forrester Research some years back.
Field CTO is basically another way of saying “really knowledgeable person who prospects and customers want to talk to.” Security startups can sometimes create this star power organically. Think about the charismatic CEO who is engaging on social media and quoted frequently when security industry news breaks.
But there are two problems with selling with star power:
It’s hard to scale.
It doesn’t help much at the top of the funnel (home of our broken SDR model).
But I think both of these problems may be solvable.
Let’s explore this more tomorrow.
-Doug
I’ve been thinking about what it would take for a buyer to want to talk to your company.
Like, instead of you needing to hammer them into submission with increasingly desperate emails and phone calls, they would actually seek you out.
Sounds improbable, right?
But consider the trend of vendors hiring industry analysts to be “field CTOs.”
It’s happened a bunch of times. But the best example in security was when Palo Alto Networks hired John Kindervag (aka “the creator of Zero Trust”) away from Forrester Research some years back.
Field CTO is basically another way of saying “really knowledgeable person who prospects and customers want to talk to.” Security startups can sometimes create this star power organically. Think about the charismatic CEO who is engaging on social media and quoted frequently when security industry news breaks.
But there are two problems with selling with star power:
It’s hard to scale.
It doesn’t help much at the top of the funnel (home of our broken SDR model).
But I think both of these problems may be solvable.
Let’s explore this more tomorrow.
-Doug
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