post-quantum
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Free Lead Magnet Tools: The Real Cost
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1 min read
“Free” tools for lead gen sound like a growth hack, until they start eating your team’s time. You ship a calculator, quiz, or scanner. Leads pour in. But then: – 90% aren’t ICP – Support gets flooded – Sales wastes hours qualifying junk – Your infra bill creeps up The build was cheap. The follow…
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Static demos are the default. Pre-recorded clicks, perfect flows, zero risk. But in security sales, perfection isn’t convincing—it’s suspicious. CISOs don’t want to be shown how it should work. They want to see what breaks. Where it slows. How it handles edge cases. That’s where interactive labs win. Instead of a polished video, you give prospects a…
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Most partner marketing reports are fluff. Logo placement, webinar attendance, some “brand awareness” language no one’s checking. Meanwhile, you’ve got partners burning MDF (Market Development Funds) on campaigns that feel good but don’t move pipeline. If you want partner marketing to be a growth channel, not a checkbox, you need better metrics. The kind that…
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Elastic is edging toward US $1 billion in ARR while spending barely a third of CrowdStrike’s marketing outlay. The secret is in the title: community. CrowdStrike, with its $3 billion ARR, leans heavily on channel sales, accounting for 80% of its growth. Scroll through Elastic’s forums and you’ll find threads where users aren’t just troubleshooting—they’re…
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Six-figure cybersecurity deals don’t close on features. They close when you understand who needs to say yes and who could say no. Stakeholder mapping isn’t a spreadsheet task. It’s the operating system behind any GTM strategy that works in enterprise. And yet, most teams treat it as a late-stage sales activity. That’s a mistake. At…
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If you’re responding to a cold RFP, you’ve already lost. Most security vendors know this. The real game isn’t responding, it’s shaping the ask before it goes public. That’s how you get specs that match your strengths, not someone else’s. Here’s how to hack your way upstream and write the RFP without writing the RFP.…
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Before Series A, your budget isn’t strategy—it’s survival. Every line item is a bet. The question is whether you’re betting on activity, or outcomes. The best GTM teams don’t start with the spreadsheet. They start with the funnel. Here’s how to budget with data before you have much of it—and cut the fluff before it…
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The Best Whitepapers don’t Sell Products – They Make Buyers Question Their Current Vendors
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2 min read
Yet, many vendor white papers still read like feature brochures. Here’s how to fix yours. Why White Papers Still Win Deals CISOs are busy. But they would allocate 90 minutes to a well researched white paper, if it helps them: Section 1: Structure That Builds Trust Forrester says tech buyers discard content that lacks clear…
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As AI-generated content becomes ubiquitous in B2B communications, businesses must grapple with the risks of “AI hallucinations”—false or misleading outputs that can damage credibility. This article explores the challenges of synthetic content and offers strategies to mitigate these risks while maintaining trust and accuracy in professional communications. It was a harmless update. Or so we…
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In cybersecurity, timing isn’t everything—it’s the only thing. A major breach hits the news. Zero-day in the wild. Everyone scrambles. CISOs want answers. Boards want updates. Prospects want to know: Are we exposed? This is your two-hour window. Miss it, and you’re just another vendor chiming in on day three, when the panic’s passed and inboxes…