Episode10

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Startup Security Weekly - Technical Debt

Episode Audio

Recorded September 19m 2016

Listener Feedback

Paul and Michael also dive into listener feedback this week.

Topics

Applying the STF to your startup For now, this is just a tease. But another of our listeners reached out for help applying the 5 questions of the Straight Talk Framework to his startup. We had a brief conversation - and I think we both learned a lot in the process. We’ll work on how to help others… but if you give it a go, let me know how it turns out. Or maybe we can even find a way to feature some of our “Straight Talking Security Startups” from time to time.

  • Exploring the business of security
  • Advancing the security of business
  • Startup is a mindset
  • Remind people of the perspectives: Startup, Buyer (consumer, business), Investor
  • Opening Discussion

Guests

n/a Sponsors n/a


Stories

1. How to Make Freemium Work for You:

Key points:

  • I like this concept, and exploring the model
  • Note the element of changing the sales process
  • I’m following something similar, but not really freemium, per se. Instead, I’m offering a lot of what I do out to everyone. This benefits early adopters. But it also benefits the organizations and industry
  • In the process, I learn a lot, too.
  • Does freemium mean no or little security?

Discussion on the security considerations from each of the perspective(s):

  • Startup
  • Buyer
  • Investor

2. Marketing Plan: 7 Common Mistakes Entrepreneurs Make:

Key Points:

  • Number 1 is common -> especially in security and technical startups. We believe a superior product naturally gets attention. It doesn’t.
  • I think agility is good
  • It left off ‘measuring’ and using that to drive adaptations
  • Ends with ‘not knowing your customer’ - which is why I like getting in and having conversations with people

Discussion on the security considerations from each of the perspective(s):

  • Startup
  • Buyer
  • Investor

3. The 7 (Pitching) Habits of Highly Effective Founders:

Key Points:

  • Pitching to the right investors is an element of know your audience; it means if you know who your IDEAL audience is, seek them out instead of trying to contort to meet a new audience
  • Brilliant insight on the 5 characteristics
  • Prep, use emotion, keep refining until it’s right; note: this takes time. This also makes the difference, so invest wisely.
  • Habit 4 - “pitch like a professional” → 11 things to cover. Solid, solid, solid list.
  • I love habit 6; when I teach effective communication, I generally explain that delivery is less than 10%; and once you’ve delivered, you’re not done. You need to follow up and deliver on your promises. You won’t believe how often people fail to do this when pitching me.

Discussion on the security considerations from each of the perspective(s):

  • Startup
  • Buyer
  • Investor

4. How the startup economy is replacing the traditional resume:

Discussion on the security considerations from each of the perspective(s):

  • Startup
  • Buyer
  • Investor

5. Cyber-security VCs are holding onto their cash – but that’s OK:

  • $3.8b invested in 2015… up from $2.6b in 2014; but 2016 is only projected to hit $3.0b (based on an assessment in July)
  • Points out VC, M&A… and lots of nifty stats and such,,, but then suggests it could be slowing down, too
  • “Recent figures suggest that while funding does continue to flow to more established vendors, and promising start-ups, deals now take longer to piece together. Market consolidation is on its way and VCs, it appears, are not parting with their cash as easily they once were.”
    • We’ve touched on this a lot already in this program, but it bears examination, again
    • This is a good thing; and it’s something we need to embrace as an industry
    • While the investors are learning…
  • Let’s explore the role buyers play here
  • And as a startup - how do you capture the right attention?
    • Watch our show
    • Engage with buyers and offer proof
    • Learn to explain what you do without jargon

Discussion on the security considerations from each of the perspective(s):

  • Startup
  • Buyer
  • Investor

Updates on our Journeys

-Michael

  • Giving away the Framework
  • Building 2 programs - online and in-person