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Andrew Plato

62 Followers

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Cloud Eats Security

The Unwinnable Game Over the past 20 years, cybersecurity has played an unwinnable game. In this game, the attackers make all the rules, score all the points, and can quit anytime without losing. Meanwhile, the defenders are encumbered with a cavalcade of rules, tools, and fools: insidious compliance rules that drag down progress…

7 min read

Cloud Eats Security
Cloud Eats Security

7 min read


Pinned

Selling to Technically Savvy Buyers

I spent twenty-some years selling security technologies and solutions to a wide range of buyers. Without a doubt, technically savvy buyers are the most difficult to close. They know what they want and they expect you to understand their problems. I endured numerous brutal grillings from these kinds of buyers…

Sales

2 min read

Selling to Technically Savvy Buyers
Selling to Technically Savvy Buyers
Sales

2 min read


Jan 2

Cybersecurity Anti-Predictions for 2023

Every December, the annual flood of cybersecurity predictions washes across social media. With each passing year these predictions remain wholly predictable. How many times have you heard some variation of: Attacks against ____ will increase _____ attacks will continue to evolve and become more sophisticated The rise of ____ will…

Cybersecurity

7 min read

Cybersecurity Anti-Predictions for 2023
Cybersecurity Anti-Predictions for 2023
Cybersecurity

7 min read


Dec 12, 2022

Moving Target Defense is Set to Disrupt Endpoint Security

Years ago, a client called me in a panic. Their servers were hacked and spitting out spam. They had to take their production environment offline and the business was hurting. As a CEO with an appreciation for the costs of downtime, I recommended they forgo incident response. I suggested they…

Cloud Security

6 min read

Moving Target Defense is Set to Disrupt Endpoint Security — Zenaciti
Moving Target Defense is Set to Disrupt Endpoint Security — Zenaciti
Cloud Security

6 min read


Nov 9, 2022

Should You “Fake It Until You Make It?”

“Fake it until you make it” is one of those phrases people throw around as if it was an immutable by-law of startups. A quick search of LinkedIn, Reddit, or the dumpster fire that is Twitter are awash in pontificators promoting “fake it until you make it” stories. …

Startup

5 min read

Should You “Fake It Until You Make It?”
Should You “Fake It Until You Make It?”
Startup

5 min read


Oct 11, 2022

Always Be Selling

“Our products sell themselves!” the Founder proudly proclaimed. His words hung in the air above us. We were enjoying lunch at a trendy Portland eatery. I nodded, smiled, and waited for the absurdity of his words to sink in. “Okay, tell me how I am wrong,” he said, after a…

Sales

4 min read

Always Be Selling
Always Be Selling
Sales

4 min read


Sep 27, 2022

Always Get Paid

There are thousands of distractions while running a startup or small business. While founders (like me) are fond of dishing out advice on how to woo investors, wow customers, and win talent, I am going to spotlight something mundane that is absolutely critical to your success: getting paid. If your…

Startup

5 min read

Always Get Paid
Always Get Paid
Startup

5 min read


Sep 21, 2022

Can the Metaverse Make Us Happy?

Not in its current form and not if the Texas Attorney General gets his way Recently, I was on a panel discussion for the United Nation’s AI for Good program about the Metaverse and Artificial Intelligence. At the end of the discussion, the moderator asked an intriguing question: can the…

Metaverse

6 min read

Can the Metaverse Make Us Happy?
Can the Metaverse Make Us Happy?
Metaverse

6 min read


Sep 12, 2022

Car Buying Needs a Reboot

Dealerships are uploading the worst parts of car buying to the cloud For the past few months, I have been shopping for that icon of American industrial might, a new pickup truck. Specifically, a Ford F-150. The F-150 is the most popular pickup truck on the market. …

Car Buying

8 min read

Car Buying Needs a Reboot
Car Buying Needs a Reboot
Car Buying

8 min read


Aug 31, 2022

Sales Engineering Hacks

For twenty-some years, I did most of the sales engineering (SE) at my company. I loved SE work. I got to meet people, hear their problems, and help them. I sold complex security cybersecurity products and services. Most of the prospects I sold to were technically savvy. …

Sales Engineering

4 min read

Sales Engineering Hacks
Sales Engineering Hacks
Sales Engineering

4 min read

Andrew Plato

Andrew Plato

62 Followers

I'd buy that for a dollar.

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