Writing
GTM strategy, leadership, industry trends, and what two exits taught me about growth.
GTM Strategy
When Leaders Don't Get Marketing
Senior leaders who are skeptical of marketing aren't entirely wrong. Here's what to do about it.
GTM Strategy
Convictions of a 20+ Year Cybersecurity Marketing Leader
After 20+ years in cybersecurity marketing, I have some things I believe too strongly to call opinions.
GTM Strategy
Differentiation: The Macro and the Micro
"We need to work on our differentiation" sounds specific. It's not. Here's the framework I use to figure out what kind of differentiation problem you're actually solving.
AI
Building My Personal Website with AI
I spent 15 years marketing other people's products. Here's what happened when I finally got around to marketing myself.
Events
Last-Minute Tips for Vendor Booth Staff at a Major Conference
Four tips for cybersecurity vendors working a tradeshow booth at a major conference — from giving your marketing team some grace to booking the meeting before the prospect...
Marketing
I'm Glad the Content Mill Is Dead
The days of slop content stuffed with keywords are over. Here's why that's good news for cybersecurity marketers who care about depth, perspective, and the buyer's journey.
GTM Strategy
Pipegen Chicanery Every Cybersecurity GTM Leader Should Avoid
Pipeline generation is the most important leading indicator of GTM success — so why do so many cybersecurity companies get it wrong? Here are the red flags to...