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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When you’re positioning a startup, the voices you should listen to most are the early customers who love your product. This seems obvious, but startup leadership teams often look in many other directions first.
The original vision of the founders. The “whale” prospects on the pipeline that you want to sell to. The things you think your next set of investors want to see. These should all certainly be inputs to your positioning discussions. But it’s easy to turn your startup sideways if you spend too much time in the world of aspirations.
Reality, even if imperfect, is what you can really build on.
That doesn’t mean letting your existing customers dictate your positioning. Or letting them steer your product roadmap towards every tactical problem they need help with.
But if you ask the right questions and look for the common threads that caused your earliest customers to see something different in your product and team, it will teach you more about your company’s identity – and its ideal positioning – than anything else.
-Doug
When you’re positioning a startup, the voices you should listen to most are the early customers who love your product. This seems obvious, but startup leadership teams often look in many other directions first.
The original vision of the founders. The “whale” prospects on the pipeline that you want to sell to. The things you think your next set of investors want to see. These should all certainly be inputs to your positioning discussions. But it’s easy to turn your startup sideways if you spend too much time in the world of aspirations.
Reality, even if imperfect, is what you can really build on.
That doesn’t mean letting your existing customers dictate your positioning. Or letting them steer your product roadmap towards every tactical problem they need help with.
But if you ask the right questions and look for the common threads that caused your earliest customers to see something different in your product and team, it will teach you more about your company’s identity – and its ideal positioning – than anything else.
-Doug
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