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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We’re still in the “training wheels” phase of applying AI to sales and marketing. But it’s already unlocking value in significant ways. One of the biggest for me is learning about buyer pain points and behavior at scale.
As I’m sure many of you know, there is now a whole category of “revenue intelligence” products that record your sales interactions and use AI to derive insights. The one I have the most experience with is Gong. They’re blowing up. Like Super Bowl ad level blowing up.
These services are used mainly by sales leaders to assess execution and coach team members. But they’re absolute GOLD for product marketers who need to understand a company’s buyers and sales process better.
There’s no substitute for direct customer engagement. And I genuinely enjoy it. But it’s a major time investment, and not every call you sit in on is super valuable. Plus, the things you want to talk to prospects about as a marketer aren’t always what will help the salesperson advance the opportunity.
Revenue intelligence platforms record your sales calls and use AI to transcribe and analyze them. Are these services perfect? No. But they’re a game-changer for zeroing in on specific topics or just sitting back and listening to how a typical sales conversation unfolds. You can even listen and learn on your phone while grocery shopping or sitting in traffic.
The number one way to be an effective marketer is to really understand buyers – and what your salespeople go through every day telling them your company’s story.
AI makes this orders of magnitude more accessible, and we’re only scratching the surface today.
-Doug
We’re still in the “training wheels” phase of applying AI to sales and marketing. But it’s already unlocking value in significant ways. One of the biggest for me is learning about buyer pain points and behavior at scale.
As I’m sure many of you know, there is now a whole category of “revenue intelligence” products that record your sales interactions and use AI to derive insights. The one I have the most experience with is Gong. They’re blowing up. Like Super Bowl ad level blowing up.
These services are used mainly by sales leaders to assess execution and coach team members. But they’re absolute GOLD for product marketers who need to understand a company’s buyers and sales process better.
There’s no substitute for direct customer engagement. And I genuinely enjoy it. But it’s a major time investment, and not every call you sit in on is super valuable. Plus, the things you want to talk to prospects about as a marketer aren’t always what will help the salesperson advance the opportunity.
Revenue intelligence platforms record your sales calls and use AI to transcribe and analyze them. Are these services perfect? No. But they’re a game-changer for zeroing in on specific topics or just sitting back and listening to how a typical sales conversation unfolds. You can even listen and learn on your phone while grocery shopping or sitting in traffic.
The number one way to be an effective marketer is to really understand buyers – and what your salespeople go through every day telling them your company’s story.
AI makes this orders of magnitude more accessible, and we’re only scratching the surface today.
-Doug
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