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)
As I mentioned yesterday, I think outsourcing SDRs is the way to go for most startups – at least early on.
But my first couple of experiences with outsourced SDRs were actually kind of disastrous.
It finally clicked with this high-level formula:
Pick a firm that has experience and references in cybersecurity.
Have product marketing own creation of an SDR playbook and messaging (with input from sales as well, of course).
Treat the SDRs like valued members of the team.
Understand and validate the coaching, incentives, and camaraderie that SDRs will experience at their agency.
Task product marketing with doing regular check-ins with the SDRs (2x per week) to understand what’s resonating, where roadblocks are appearing, and where tweaks to the playbook are needed.
Make sure the agency has a reasonable framework for transitioning SDRs to full-time hires if and when it’s desired.
This type of approach gives SDRs the best of both worlds. They’ll benefit from coaching and positive role models within the context of their firm. At the same time, they'll feel like meaningful and valued extensions of the startup team.
And if they crush it, they’ll end up working directly for the startup and benefitting from things like stock options, career path, etc.
As the employer, your time investment is focused on where you can provide the most value: nailing the messaging and sales narrative. You’ll also be able to course correct in a faster and more compassionate manner if things don’t go perfectly out of the gate.
-Doug
As I mentioned yesterday, I think outsourcing SDRs is the way to go for most startups – at least early on.
But my first couple of experiences with outsourced SDRs were actually kind of disastrous.
It finally clicked with this high-level formula:
Pick a firm that has experience and references in cybersecurity.
Have product marketing own creation of an SDR playbook and messaging (with input from sales as well, of course).
Treat the SDRs like valued members of the team.
Understand and validate the coaching, incentives, and camaraderie that SDRs will experience at their agency.
Task product marketing with doing regular check-ins with the SDRs (2x per week) to understand what’s resonating, where roadblocks are appearing, and where tweaks to the playbook are needed.
Make sure the agency has a reasonable framework for transitioning SDRs to full-time hires if and when it’s desired.
This type of approach gives SDRs the best of both worlds. They’ll benefit from coaching and positive role models within the context of their firm. At the same time, they'll feel like meaningful and valued extensions of the startup team.
And if they crush it, they’ll end up working directly for the startup and benefitting from things like stock options, career path, etc.
As the employer, your time investment is focused on where you can provide the most value: nailing the messaging and sales narrative. You’ll also be able to course correct in a faster and more compassionate manner if things don’t go perfectly out of the gate.
-Doug
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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