Episode6

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Startup Security Weekly - Empathy of Security

Episode 6 Recorded: August 12

Answering the $100 million question, marketing for startups, getting fortune 500 companies to be your customers, and overcoming technical debt with technical wealth?

  • Exploring the business of security; advancing the security of business
  • Startup is a mindset;
  • Remind people of the perspectives

Discussion

Paul’s back from the desert… -I spent 2 days at Blackhat pitching my startup to investors, customers and partners. This is something EVERYONE should do, whether you are ready or not, the lessons learned are invaluable. Maybe not at Blackhat, but don't hide the fact that you are a startup, put yourself out there at some venue, and gauge, learn, take notes, etc…

Michael’s still on the beach. -But I’m working hard on a launch and a whole bunch of other awesome things…

The Viewer Feedback is Awesome -I’ve gotten a few emails and some chats - and it’s really encouraging. Keep it up - and ask some questions. Let us know what you need, what you want, what you think others don’t cover.

Topics

Every Startup's Go-To-Market Strategy Has To Answer The $100 Million Question

[1]

Key Points: -No single plan, but that means what works for you needs to be considered -Michael: the $100 million is the hypothetical; I like the scale is large enough to really allow you to consider how it all works -And then that drives a series of other questions.

This causes us to think of other questions:

-How many companies have at least one person dedicated to security in the organization? and like how do you find this information? It's important to all security startups! -How do you know if your value prop commands the price and demand in the market? -Security is often seen as a cost, how do you command value and ROI and price your product accordingly? -Then my bigger question is, in security, how do you grow your potential customer base? Do you HAVE to break out of the security bucket to do so in order to reach $100 million? ;) Certainly not, but...

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

  • Startup
  • Buyer
  • Investor


Guests

n/a Sponsors n/a


Stories

10 Hightly Practical Startup Marketing Tips


[2]

Key Points:

These are all solid, but #1 is amazing. It plays to what Paul said, and it feeds into an update I’ll share when we talk about our own startup journeys

  1. 4 - I’m learning that now - and you know what? It’s not as simple as it seems
  2. 5 - I think #1 really helps with that; I’d add… clarify quickly, don’t be afraid to niche in the short term (or forever), but be open to the pivot

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

  • Startup
  • Buyer
  • Investor

The Things Any Startup Could Be Doing to Get Fortune 500 Customers [3]

Key Points: -The TLDR; it’s the cloud (and mobility)... large companies were slow to embrace. They are picking up steam. -It flat out calls out security, identity and access management (lots to talk about), compliance -I’ve written before about the forcing function of the cloud -Comes down to feature set + value proposition (which we just talked about); the thing here is I’d focus more on benefits over the features… play more to the value prop -Note that security tops the list -- so even if you aren’t a security startup, how you think about security matters -Reach out with your questions; Paul and I - and those we work with and rely on - are here to help you -Point out the metrics, too - and the changing need for them -- i’ll echo that this is a core question of the Straight Talk Framework - and it’s free to grab, updated with training and a workbook on the questions

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

  • Startup
  • Buyer
  • Investor

Forget Technical Debt — Here's How to Build Technical Wealth [4]

Key Points: -I’ve recently grasped the concept of technical debt -We’ve talked about it on the show already -I like how this flips the concept on it’s head -I’ll add that communication and processes fall into this concept of ‘debt’ too -- which they talk about -I’m betting - and no bias here - that Straight Talk is probably a cure for technical debt; if you want to take me up on testing it out, reach out and we’ll work something out.

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

  • Startup
  • Buyer
  • Investor

Smartphone use eating into IoT’s $3 trillion future [5]

Key Points: -As capabilities (in this case, smart phones) increase, it’s changing the nature of IoT -Suggests to me that placing emphasis on solving problems is a higher priority than the tech and gadgets

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

  • Startup
  • Buyer
  • Investor



Updates on our Journeys:

-Michael I launched my executive course I’m starting to understand the grind part. And the importance of traction. My team of advisors is amazing, and they keep me amped up and moving forward Enjoying some absolutely brilliant conversations with people I can fit a few more people in… if you act now

Also: Talking with people in the last two weeks gave me an idea - Straight Talk Pep Talk. I’ve learned to stay focused on the launch, but this is coming up next… and I’ll chronicle how it goes. Got an opportunity in the end of September for a one-day event in NYC and then thinking one in DC, too.