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I went out to see one of our customers this week who had their web app pwned a while back. This is the second client since I have been with Accuvant that we were trying to help via our security assessment services who got smacked around before they could make up their mind to spend […] ↓ Read the rest of this entry…
I had a discussion the other day with one of the sales guys I support. His contention is that it is the sales person / account manager that matters most in the customer relationship. Basically, SE’s come and go, but the important thing is if the AM stays the same. They are responsible for the […] ↓ Read the rest of this entry…
I have worked for three consultant / VAR types over my career, but I have never been pure pre-sales until this job. And because of that, I am always working very close to the sales people and even our regional director of sales. So I am getting very familiar with the end-of-month / quarter / […] ↓ Read the rest of this entry…
One of the biggest things I have learned since I have been in IT is that you have to develop the skill of managing customer expectations (to clarify, the term “customer” means the people for whom you are doing your job – clients, users, etc.). If your customer believes you can perform a service that […] ↓ Read the rest of this entry…
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Well, I am back from our annual sales kickoff meeting. The week was rough, but the content was great, especially the last day (we had a three of our top SE’s teaching our processes and how to be a more effective SE – the sales people were in there as well, so they got a […] ↓ Read the rest of this entry…
A while back, when I was in the operations side of security, I wrote a series about how to be a good security admin / manager. It was fairly successful and got some good play out there in the blogosphere, so I figured that I would write something akin to those posts in a blatant attempt […] ↓ Read the rest of this entry…
In my previous stint for a reseller, I was in the trenches doing implementations with very little pre-sales work. But now, in an almost pure pre-sales engineering role, I get the benefit of seeing things from a reseller’s point of view and the manufacturer’s point of view. Instead of having my head down letting all the […] ↓ Read the rest of this entry…
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