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The noise is incredibly annoying. There's no industry-accepted way to distinguish between a security expert and the guy with the A+ cert. We really need to ra
by jjguy 15y ago
The noise is incredibly annoying. There's no industry-accepted way to distinguish between a security expert and the guy with the A+ cert. We really need to raise the bar and instuitionalize better standards.
Your points re: difficulty of enterprise sales are hard-learned, I assume. My intuition says there's an opportunity to exploit there, given the disconnect between users and industry. Of course, the same is true of cell providers, but no one has managed that one yet either.
- tptacek 15y agoThe one disruptive approach I've seen work over the last 10 years is open source. There are early adopters and there are influencers. But in enterprise sales, they're rarely the same people. Among 2000 billion dollar enterprises, there are perhaps 20-30 with strong security teams with the bandwidth to truly engage with new technology (as opposed to simply running a bakeoff and deploying a product in a category that a trade press magazine says is important). Those are influencer early adopters. Open source allows you to release something early and maybe catch the attention of those influencer early adopters. A scrappy sales team that can take a meeting with a new customer and put a couple F-500 deployments on the logo slide because they've got Github followers has a shot at getting pilot deployments. Open source is also "free", in the sense that enterprises can't not spend money on software; deployment decisions follow purchasing decisions, not the other way around, so the drumbeat of technology at an enterprise is purchase orders. Try hard to give your software away at an enterprise; nothing will happen until you give them a way to pay you money.