All Episodes

Pain PointsPain Points
+4+4
How Cybersecurity Buyer and Seller Behaviors Evolved in the Past 5 Years

How Cybersecurity Buyer and Seller Behaviors Evolved in the Past 5 Years

Today as a cybersecurity seller, being a technical and a business person is very relevant. But in order to keep up with the pace of change, the technologies, the dynamic market and aggressive growth goals, you have to be an active listener and to be present.

Dani Woolf
Dani Woolf
Pain PointsPain Points
+4+4
Demystifying Zero Trust Misconceptions as a Buzzword and Strategy

Demystifying Zero Trust Misconceptions as a Buzzword and Strategy

When a concept or strategy gains enough traction, marketing and sales jump in to capitalize on it, and eventually, it becomes a poisoned well from which people draw.

Dani Woolf
Dani Woolf
Pain PointsPain Points
+2+2
How Security Pros Handle Complexities with the Shift to the Cloud

How Security Pros Handle Complexities with the Shift to the Cloud

Security professionals sometimes find it hard to absorb the notion that the cloud was actually by definition designed for developers.

Dani Woolf
Dani Woolf
Pain PointsPain Points
+3+3
How a Developer-First Approach Helps Ensure Effective Cloud Security

How a Developer-First Approach Helps Ensure Effective Cloud Security

Security is an integral part of any software development process, but all too often, developers view it as a hindrance that slows down their work.

Dani Woolf
Dani Woolf
Outreach TipsOutreach Tips
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How to Reframe Your Communication with Cybersecurity Buyers

How to Reframe Your Communication with Cybersecurity Buyers

Coming from completely different backgrounds often helps people find and apply a unique solution to a problem that we are all facing.

Dani Woolf
Dani Woolf
Customer ResearchCustomer Research
+1+1
Marketing is a Customer Experience Function - Be An Active Listener

Marketing is a Customer Experience Function - Be An Active Listener

The marketing playbook for cybersecurity has to be rewritten. It’s not just about pitching products anymore—it's about genuinely serving the people who protect our data and systems every day.

Dani Woolf
Dani Woolf
Pain PointsPain Points
+4+4
The Difference Between a Startup CISO and an Enterprise CISO

The Difference Between a Startup CISO and an Enterprise CISO

Think CISOs are all the same? Think again. Startup CISOs juggle roles, scrape for budget, and demand true partnerships, while enterprise CISOs navigate red tape and legacy systems.

Dani Woolf
Dani Woolf
Pain PointsPain Points
+3+3
The Best of 23 Cybersecurity Buyer Interviews from 2022

The Best of 23 Cybersecurity Buyer Interviews from 2022

To wrap up 2022, I compiled the best nuggets from all 23 interviews I had with cybersecurity buyers from March to date. They did not hold back. And neither did I.

Dani Woolf
Dani Woolf
Pain PointsPain Points
+4+4
Why Developing Training Programs & Community is Essential for Security Buyers

Why Developing Training Programs & Community is Essential for Security Buyers

Vendors need to start learning from the people on the ground building communities, because those communities are going to be filled with potential leaders of the future.

Dani Woolf
Dani Woolf
Pain PointsPain Points
+4+4
Service-Based Mindset: The Missing Link in the Cybersecurity space

Service-Based Mindset: The Missing Link in the Cybersecurity space

The service-based mindset is missing in the cybersecurity industry - and vendors can differentiate by simply adopting it.

Dani Woolf
Dani Woolf
Building Relationship CapitalBuilding Relationship Capital
+3+3
How To Turn a CISO Into a Loyal Advocate

How To Turn a CISO Into a Loyal Advocate

Customer advocacy and loyalty. Lots of people talk about how important it is. Not many talk about how to actually successfully achieve it in the cybersecurity industry.

Dani Woolf
Dani Woolf
Building Relationship CapitalBuilding Relationship Capital
+3+3
How to Retain a Relationship with a CISO

How to Retain a Relationship with a CISO

You’ve established the first connection with a CISO. How do you now build trusted advisor status with them?

Dani Woolf
Dani Woolf
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