ABM
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Everyone wants a 99.999% SLA—until they see what it costs. Every extra nine comes with real trade-offs: in infra, in people, in cash flow. The goal isn’t to promise the most. It’s to promise what matters. And to do it in a way that helps you win deals without blowing up your ops team. Start
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Security buyers don’t just evaluate your features. They evaluate the time and talent it takes to make them work. If your product needs three sprints and a full-time engineer just to plug into the stack, you’re not selling security, you’re selling friction. That’s why “no-code” integration isn’t fluff. It’s a deal lever. Security teams are
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Cybersecurity buyers do not buy the same way, even when they buy the same product. The fastest way to stall a deal is to speak to the wrong motivation with the wrong language. Personas are not marketing theatre here. They are survival tools. Here are five you will meet again and again, whether you label
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Once your pipeline hits a certain volume, your CRM starts distorting reality. Not on purpose. Just through noise, gaps, and human shortcuts. Win-loss analysis is meant to fix that, but most teams run it too late, too manually, and too shallow to be useful. I’ve built this out before. If you don’t automate the collection
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Everyone’s trying to drop response times and scale support. ChatGPT feels like a cheat code. It writes fast, never sleeps, and can mimic your tone better than half your team. But in security and regulated industries, one wrong use of AI and you’ve got a trust problem. Not a tooling problem. So how do you
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Most churn interviews start with good intent and go nowhere. The customer gives polite feedback. You nod. Nothing changes. Or worse, they get defensive. The real reasons stay buried under phrases like “just not the right fit right now.” If you want to learn something useful, you need to approach it differently. Less like an
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You’re pivoting. Not a tweak, not a new feature, an actual shift. Different persona, tighter ICP, maybe a whole new motion. It’s the right move. But now you’ve got a problem: a user base that signed up for something else. Frame the Pivot, Don’t Apologise Internally, you’re calling it a pivot. Externally, it’s focus. It’s
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Every startup begins with good intentions: transparency, alignment, shared energy. Then the calendar fills up. One hour syncs for everything. Status updates become status theatre. And the signal gets lost in the noise. The fix isn’t another tool. It’s a shorter meeting. The 15 minute stand up isn’t just about brevity. It’s about culture. Speed.
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Most teams treat latency like plumbing. It’s there, it matters, but no one wants to talk about it. That’s a miss. In security, infra, and dev tooling, milliseconds close deals, if you know how to show it. Latency isn’t just a technical stat. It’s user experience. It’s incident response. It’s trust. If your product catches
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ISO/IEC 42001 is the first international spec that tries to wrangle AI management into something repeatable. It’s not a checklist. It’s a signal. That AI isn’t a lab project anymore. It’s infrastructure. And it needs to be managed like it. But here’s the catch, it’s not about compliance. Not yet. It’s about trust. Trust with