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Startup Security Weekly #67

Recorded December 22, 2017 at G-Unit Studios in Rhode Island!


  • Paul Asadoorian
    Embedded device security researcher, security podcaster, and CEO of Active Countermeasures .
  • Michael Santarcangelo
    Founder of Security Catalyst, author of Into the Breach, and creator of the Straight Talk Framework.
  • Announcements

    • Go to and use the code SS30 to try it FREE for 7 days, and receive 30% off your monthly memebership for the lifetime of your active subscription. To learn more about ITPROTV's team solution, sign up for a free demo of their supervisor portal.

    Interview: Rich Walchuck and Rick Olesek, CryptoniteNXT

    Rick Oleszczuk
    Chief Revenue.
    Rick brings nearly 20 years of experience working in both technical and business aspects of Cybersecurity and start-ups. He began his career in cybersecurity as a network security analyst working at NSA. In the mid 90's he joined several early-stage commercial companies to help bring to market. These companies included Network Security Wizards "Dragon IDS", Red SIren "Managed Service", Tenable Network Security and ThreatConnect. Most recently, he has joined Cryptonite who is the revolutionizing the theory of "active defense" by leveraging network Moving Target Defense.

    Rich Walchuck
    VP Technical Operations.
    Rich brings more than two decades of security and leadership experience. He has extensive expertise in driving, managing and mentoring successful teams to bring leading edge products to market. He has served in executive positions at security industry leaders such as Tenable, Enterasys Networks, and USinternetworking where he helped to define and build first-generation products in vulnerability analysis and intrusion detection. Earlier in his career he served as a systems and security engineer in a large private-sector enterprise.

    Article Discussion on Leadership, Innovation, and Startup Success

    Disagree And Commit - A Management Principle For Highly Functioning Teams

    • First - expect and demand colleagues voice their disagreement
    • Second - once a decision is made, everyone commits to its success
    • If you don’t have both, you create toxicity

    The Startups Most Likely to Succeed Have Technical Founders Who Quickly Hire Businesspeople

    • This applies to security teams, too. We can teach security. Or we can teach business. The key is the blend. What problem are you trying to solve?
    • Consider investors (and executives) routinely citing the importance of the team
    • “Technical skills are typically required to implement a new business idea, while business skills are required for conducting market research and finding a promising niche or for securing financing during research and development stages.”
    • “One theory for why technical skills seem to matter more for a founder is simply that the average technical founder has better business skills than the average business-trained founder has technical skills.”
    • “With respect to innovation, it seems desirable for technically-trained founders to augment their firms’ knowledge bases by hiring employees who are trained in business.”
    • This applies to your security team, too.

    5 CTAs Secretly Sabotaging Your Sales Emails (& What to Use Instead)

    • CTA = call to action; what do you want someone to do after reading your email (or listening to your presentation)?
    • Worst is no call to action
    • Also unhelpful is the unfocused CTA with too many options

    How to Pitch Your App to Investors

    • Love the detailed breakdown here
    • Lists 10 essentials - starting with problem and value
    • This works for internal teams, too, when ‘raising funds’ for the team and project
    • Breaks down 3 phases: pitch deck, establishing communication, live presentation

    How to calculate your total addressable market and make a great TAM slide

    • The importance of TAM is to understand if the potential outcome is big enough to invest in
    • Founders need to know this to demonstrate they understand the market, and how they fit
    • Three basic ways to calculate TAM: top-down, bottom-up, and value theory

    Startup & Security News You Need to Know

    Steve Case’s $150M Rise of the Rest seed fund launches with an impressive roster of investors

    • This underscores our common point: build it where you are
    • This backs up the tour and pitch competition
    • Promises funding and mentorship

    Thales (not Atos) acquired Gemalto for $4.8B

    RUMOR: Amazon to acquire Sqrrl for $40M

    Convercent raised $25M in equity/unattributed

    ADT Files for IPO

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