cybersecurity
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Here’s your article—grounded, direct, and focused on making dashboards that don’t just exist, but get used: Building a Metrics Dashboard the Whole Company Actually Checks Most startups have a dashboard. Few have one people actually look at. You know the type—built in a rush, linked once in Slack, never updated. The marketing team has their…
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Most standards land with a thud. This one matters. 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…
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Building a Sales-Engineer Academy on a Budget, Fast
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2 min read
You don’t need a full LMS and six-figure budget to train SEs. You need clarity, consistency, and content that doesn’t waste their time. We had to scale technical sales enablement with no headcount, no platform, and new hires can land easily. Here’s how; Start with the Demo Story What should every SE be able to…
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Most SaaS teams track logins and call it “engagement.” But if you want real expansion revenue, that’s not enough. Upsells don’t come from active users. They come from active use of the right features. That’s where feature adoption scoring comes in. What Is Feature Adoption Scoring? It’s a system that scores accounts based on how deeply they…
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Your style is sharp and lived-in — punchy, with a good sense of rhythm. Here’s a lightly corrected version that keeps your tone intact while tightening the grammar and flow: We once spent £XX,000 sponsoring a virtual cybersecurity summit. The result? A spreadsheet of 400 “leads,” 90% of whom never opened our follow-up emails. That…
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“We lost £1.2 million and six months stuck with a vendor.” – A founder’s bitter lesson. Speed is lifeblood at early-stage ventures. Choose the wrong SaaS stack, and you’re not just stuck, you’re haemorrhaging cash, burning time, and bleeding optionality. Build your own? You’re in the same boat, just rowing slower. Enter: cost-of-delay (CoD). It’s…
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Reference calls close deals. Or kill them. When a buyer asks to speak to a customer, you’re not in the room. Your champion might not be either. The only voice left is someone who’s lived with your product—and they’ll say exactly what they think. You can’t script a happy customer. But you can guide the…
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Hidden Costs of Free Cloud Credits for Startups
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2 min read
Startups love free cloud credits. And why not? $100k in Azure—no invoice, no strings. Or so it seems. But here’s the part no one puts on the landing page: those credits shape your architecture. And once you build on a provider’s stack, moving gets expensive—fast. This isn’t hypothetical. Free credits lead teams to: It’s not…
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Trade shows can feel like a blur. You spend five figures on a booth, fly half your team out, hand out 200 badges. And leave wondering what, if anything, moved the needle. But done right, events like IDC don’t just raise brand awareness. They fill pipeline, build trust, and put your name in deals you…
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We landed meetings. Dozens of them. Mid-market and enterprise CISOs across EMEA. The pitch landed. The calls went well. Everyone nodded. And then, nothing. No follow-ups. No POCs. No feedback. Just silence. We didn’t lose to competitors. We lost to no decision. Here’s what we got wrong. We assumed interest = intent. European buyers listen.…