Making Money with Security in Boston

June 4, 2009 — Leave a comment

Here are just a few notes, personal observations, regrets, and improvement points from participants that attended the Making Money with Security level one workshop in Boston this week:

  • A great sound bite on 40,000 websites infected this week with malware that spreads to PCs with key loggers, changing its form to avoid detection – http://www.theregister.co.uk/2009/06/02/beladen_mass_website_infection/.  This just sent in by one of my clients in the mid-Atlantic region.  Stay tuned for more current sound bites.
  • Leading with product makes price my primary differentiator – not good.
  • Security is a discipline – not a product.  I’m going to make this part of every sale.
  • I need to work on my value proposition before meeting with executives – we only have one shot and it has to be perfect.
  • The most important point – how to keep an executive engaged long term – not get delegated down to IT.
  • I need to learn how to sell to people who are not in IT.
  • I wish I could get our entire sales team to understand these concepts!
Advertisements

No Comments

Be the first to start the conversation!

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s