IMG_6236Your Client’s Data Value Demands a Response

Last week I spoke at the Oklahoma Technology Symposium at The Cox Convention Center downtown, and then again to business leaders at the Gailaria Country Club north of the city. (Thanks to AnchorPoint Security and Check Point Software.)

The value of your client’s data is rapidly growing, and this was central to both of my presentations.

The Proof is in the Ransomware

People are paying the ransom. They can’t afford not to. Just this morning the WSJ reported another incident, this one related to the Leavine family NASCAR race team. They only paid $500, but $500 for what? The true cost of a breach like this is much greater. The FBI estimates the total cost per incident to be around $333,000! And the incidents of ransomware now four times what they were last year.

If you’re not talking to your clients about ransomware, now is the time. But more than talk is needed. They need answers.

Start by assessing their exposure to this type of attack. Can your client detect it coming in with their current security set up? My guess is that most can’t. That’s a managed services offering right there. Few companies will have the expertise to do this internally. They also need user awareness training. One place to start might be my latest book, Digital Money. It will be out by the end of this month!

The fact is, more data is being created, and just about every business is down when their computers are down. Data defines just about everything, including all of their clients, R&D, projects, finances, etc. Without their data, they’re out of business. What’s that worth?

How Expensive Is Your Prospecting Strategy?

Time is expensive. How many calls can you afford the make to people who don’t care, won’t call back, or who might ask for more time consuming information just to get you off their back?

Earlier in the week I wrote about the number’s game. This is the poor advice many are getting that says, make 60 to 100 calls per day and you’ll get one deal per month. 60 calls per day is 1200 calls per month. All to get one deal? That’s like 40 hours, or one fourth of your month! How much does that cost you or your business? This is the mentality of sales activity based management. It’s wrong thinking.

Conversion Is What Matters

When you start looking at conversion numbers rather than number of calls per day, you come up with telling metrics. That one deal represents a .08% conversion. Does that sound good to you?

There are three components of outbound marketing to consider. Your market, your message, and the media you use to deliver that message. If your conversion is .08% to a deal, there’s a disconnect in one or all three of these components.$1 HC Book Ad

Start with Market

The first place to look is not media, yet that’s where people go first. Make calls, have an event, or send an email blast. If you do any of these things before looking at your market, you’re shooting in the dark. The more closely you define your market, the better.

Yesterday, on a coaching call with a rep going through the Security Sales Mastery Program, we took about 15 minutes to define his target market…individuals he is targeting with his calls. In just a few minutes we had a diagram of that person. When he stepped back to consider it, he said to me,”In 30 years no one has ever given me this perspective of the person I call on.” Suddenly he was able to see what that target person is thinking about, what they’re worried about, what they are trying to accomplish, and so much more. It completely changed his understanding.

This is the first step to moving away from the 60 calls per day program. It will save you time and an incredible amount of money. And it will lead to more sales.

PS. You may be qualified for sponsorship through one of our many distributor or vendor partners…Check out the Security Sales Mastery Program <<< Click, and look for the link to see if you qualify for a seat today!

numbersHow Many Meetings Are You Getting Per Month?

How Many New Clients Have You Picked Up Over the Past 12 Months?

I hear this all the time, “It’s a number’s game.” If you make 60 calls, or some say 100, then you should get 4 – 6 meetings each month, and 1 will close. That’s the silliest thing I’ve hear in a long time. It’s like saying, if I put enough quarters in the slot machine, I’ll eventually win. Odds are odds. It doesn’t matter how many times you flip a coin, the odds of landing on heads are always 50%.

Not Numbers, Think Strategy and Value

Here’s the hard truth. If you have something people really need, know who to communicate to and how to communicate, you’ll connect. If they really need it, they’ll buy it. If you sell them something they really don’t need, they’ll figure it out. If your offering isn’t great, they’ll leave you shortly after signing.$1 HC Book Ad

In my newest book – Digital Money, due out in a couple of weeks, I explain to business leaders exactly why they need to rethink security. I show them what’s going on inside their organization that is destined to lead to disaster. And then I tell them why they can’t fix this internally, and what to look for in an IT service provider.

If you want to know what that service provider looks like, I explain the whole thing in my book, The House & The Cloud.

Don’t Be Fooled

The number’s game leads to business failure. Gartner, The WSJ, and many others are telling us, “The cloud is here, adapt or lose.” Margins on MSP business are shrinking. And don’t expect the data center business to come back next year. I heard that from someone yesterday. It’s not going to happen any time soon.

© 2016, David Stelzl

hackerDo You Understand The Power Hacker’s Have?

And Most of Us Are Helping Them On a Daily Basis

This October I will be delivering a keynote at the Celaes conference, put on by Florida’s International Banker’s Association (FIBA). In this month’s FIBA newsletter you’ll find an article discussing The Hacker’s Most Powerful Tool – one you won’t detect with scans or traffic analysis…I’ve provided a link here for you’re convenience.$1 HC Book Ad

The big take away here is how all of us are involved in strengthening this attack tool – simply because we underestimate it. Read and discover one of the things your clients really do need to understand if they are going to regain control of their data.

© 2016, David Stelzl

Digital Money

July 29, 2016 — Leave a comment

2016-07-26_16-21-40Digital Money

The Book Cover…And More

Where making headway…a few things you’ll want to know.

First, the target audience – business leadership. This is not a technical read. Instead, it answers the question, who’s at risk and how much risk do they have.

If you provide security solutions, especially assessments and managed security solutions, you’ll want every one of your customers to read this. Without beating around the bush, I clearly tell business leaders, they need your help! Not only can they NOT afford to maintain the right level of security people, they can’t afford the ongoing detection technology. Except with very large F500 accounts, they’ll want to outsource to you.

But I also provide insight into the kinds of things service providers must provide to small and mid-market companies.  Study what I say in this book and begin equipping your company to meet the core needs outlined in this book.

Due out in August!

© 2016, David Stelzl

 

2016-07-25_13-25-41Digital Money, The Book

David Stelzl’s Latest Book

 

It’s been a busy summer. Some traveling, lots of work, and lots of writing. It’s all in preparation for the fall. Most of my fall will be spent in front of business leaders talking about security. Central to these presentations is my new book, Digital Money. I have conferences booked with CPA associations, banker’s associations, distributor conferences, and several exclusive executive lunch meetings hosted by resellers and technology manufactures. It’s all in an effort to create awareness – getting business leaders involved in their data security programs.

What is Digital Money?

You’ve heard of fintech and cybercurrencies – these are all related. But the data itself if worth a lot of money too…it’s all digital money. From bitcoin and blockchain to intellectual capital and trade secrets. Even your personal data – actually, that’s where it all starts.

I’ve been furiously writing since the start of the summer – the Digitalization Megatrend affectively changes everything we know about security, other than the fact that companies all around us are failing to keep their data secure. We should all know that. It’s in the paper every day.

The book should be out next month (August 2016)! I have my editors and internal team reviewing it now, and the artwork is in motion! What is this book about? Here are a few teasers…

  • Don’t like the word, Profiling? – Making decisions about someone based on what they look like is nothing compared to the data aggregation effort going on in the Net – Did you know that everything you do, including driving newer cars, is being recorded digitally? Everything from cookie syncing to fingerprint canvasing, all designed to understand everything there is to understand about you. You are absolutely being profiled.
  • Data aggregators know far more than your spouse will ever know about you. They know what you believe, how you think, what moves you, what convinces you, and how to get the most out of your bank account.  What’s worse, they will sell that information – and some of it is extremely private.
  • They know about your health, your morals, your politics, your fears, your finances, and how to manipulate you. If you’re wondering who you will vote for in November, there’s a computer out there that probably already knows…and the Russians just hacked the Democratic National Convention computers to get some of that intel. (Note: the GOP systems were hacked not long ago). Will there be voter fraud this year? Yes – you can count on it.  No doubt the winner will be determined by hackers…
  • Social engineering is bigger than ever.  If Mitnik had the kind of data available on individuals today, his hacking efforts would he netted millions more.

Data is Essentially Digital money – A Look at Business Security

Social Media is growing because of data aggregation. Facebook is worth about 75 Billion simply because of the intelligence they have on you. The more social media grows, the more promiscuous end-users become with data that used to be secret. And the more data that get’s aggregated, the more hackers can convince users to open doors.

In this book I take a hard look at the  trends – what hackers are up to, how the latest technology trends are opening doors, and how big data and deep machine learning are eating away at companies that don’t take the right steps.

This is not an IT book – it’s not technical. It’s about data, business, and leadership.  If businesses are going to be secure, the leaders must lead. The alternative is to delegate it to the government, letting them impose millions of expensive, ineffective regulations that will ultimately cost small businesses to the point of bankruptcy.

It’s time to get serious about security.

© 2016, David Stelzl