Blog
Notes on cybersecurity and IT go-to-market
Practical thinking on who to target, what to say and how to qualify, for companies selling cybersecurity and IT to SMBs through to enterprise.
SMB / 2 min read
Selling cybersecurity to SMBs: what changes when there is no security team
SMBs are a large and growing market for cybersecurity and IT vendors, but they buy in a very different way from enterprises. Here is what changes.
Read: Selling cybersecurity to SMBs: what changes when there is no security team
Qualification / 2 min read
Booked meetings are the wrong measure of outbound
Meeting counts are easy to report and easy to hit. They say very little about pipeline. Here is what to measure instead.
Read: Booked meetings are the wrong measure of outbound
Start with a pipeline review
A 45-minute call about your ICP, your outbound and how opportunities are qualified. You leave with a clearer view of where to focus, whether or not we work together.