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MACH37 Dinner Series: Engaging industry analyst...

MACH37 Dinner Series: Engaging industry analysts for fun and profit

Rick Holland

March 25, 2016
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  1. 1 Engaging industry analysts for fun and profit MACH37 Security

    Leaders Dinner Series 24 March 2016 Rick Holland @rickhholland
  2. 6 ‣  “Platform” ‣  Threat research team ‣  Annual threat

    report Vendor cliché requirements @rickhholland
  3. 7 ‣  Flag officer on leadership team ‣  Intelligence Community

    founder Vendor cliché requirements @rickhholland
  4. 16 ‣  Number of paying customers ‣  Pricing model ‣ 

    Revenue ‣  Forecasted revenue ‣  Burn rate Don’t avoid the tough questions @rickhholland
  5. 18

  6. 19 ‣  Setup Google Alerts ‣  Get their licensed vendor

    content ‣  Join their webinars Know their research @rickhholland
  7. 21 ‣  Social media engagement ‣  Comment on their blogs

    ‣  Attend their local events ‣  Offer up research interviews Build relationships with analysts @rickhholland
  8. 27 What can you measure before and after implementation? How

    does your prospect win with you? @rickhholland
  9. 29 Reduce the time to detect/ contain/recover from intrusions. How

    does your prospect win with you? @rickhholland
  10. 30