Upgrade to Pro
— share decks privately, control downloads, hide ads and more …
Speaker Deck
Features
Speaker Deck
PRO
Sign in
Sign up for free
Search
Search
MACH37 Dinner Series: Engaging industry analyst...
Search
Rick Holland
March 25, 2016
Technology
4
1.6k
MACH37 Dinner Series: Engaging industry analysts for fun and profit
Rick Holland
March 25, 2016
Tweet
Share
More Decks by Rick Holland
See All by Rick Holland
DFW CTI Pros: Inglorious Threat Intelligence
rick_holland
1
200
SANS CTI Summit Inglorious Threat Intelligence
rick_holland
1
130
UNITED Security Summit: Fantastic Threat Intelligence and Where to Find it
rick_holland
1
100
Tactical threat intelligence gotcha down? There is a better way.
rick_holland
1
160
Archc0n 2016 - Doctor's Orders: Cybersecurity programs need an intervention
rick_holland
1
140
University of Dallas Threat Intelligence
rick_holland
1
110
Threat Intelligence Awakens
rick_holland
2
1.1k
Threat Intelligence is Like Three Day Potty Training
rick_holland
1
270
State of Cyber Threat Intelligence Address
rick_holland
2
160
Other Decks in Technology
See All in Technology
エンジニアリングマネージャーの成長の道筋とキャリア / Developers Summit 2025 KANSAI
daiksy
3
1.1k
機械学習を扱うプラットフォーム開発と運用事例
lycorptech_jp
PRO
0
670
S3アクセス制御の設計ポイント
tommy0124
3
210
「何となくテストする」を卒業するためにプロダクトが動く仕組みを理解しよう
kawabeaver
0
440
複数サービスを支えるマルチテナント型Batch MLプラットフォーム
lycorptech_jp
PRO
1
970
企業の生成AIガバナンスにおけるエージェントとセキュリティ
lycorptech_jp
PRO
3
200
AIがコード書きすぎ問題にはAIで立ち向かえ
jyoshise
1
280
AWSを利用する上で知っておきたい名前解決のはなし(10分版)
nagisa53
10
3.2k
バイブスに「型」を!Kent Beckに学ぶ、AI時代のテスト駆動開発
amixedcolor
3
590
IoT x エッジAI - リアルタイ ムAI活用のPoCを今すぐ始め る方法 -
niizawat
0
120
品質視点から考える組織デザイン/Organizational Design from Quality
mii3king
0
210
Evolución del razonamiento matemático de GPT-4.1 a GPT-5 - Data Aventura Summit 2025 & VSCode DevDays
lauchacarro
0
210
Featured
See All Featured
Designing Dashboards & Data Visualisations in Web Apps
destraynor
231
53k
Learning to Love Humans: Emotional Interface Design
aarron
273
40k
Helping Users Find Their Own Way: Creating Modern Search Experiences
danielanewman
29
2.9k
Making Projects Easy
brettharned
117
6.4k
Mobile First: as difficult as doing things right
swwweet
224
9.9k
How to Create Impact in a Changing Tech Landscape [PerfNow 2023]
tammyeverts
53
3k
The Web Performance Landscape in 2024 [PerfNow 2024]
tammyeverts
9
810
Fight the Zombie Pattern Library - RWD Summit 2016
marcelosomers
234
17k
10 Git Anti Patterns You Should be Aware of
lemiorhan
PRO
656
61k
YesSQL, Process and Tooling at Scale
rocio
173
14k
CSS Pre-Processors: Stylus, Less & Sass
bermonpainter
358
30k
Designing for humans not robots
tammielis
253
25k
Transcript
1 Engaging industry analysts for fun and profit MACH37 Security
Leaders Dinner Series 24 March 2016 Rick Holland @rickhholland
2 VP Strategy for 2 months
3 Cyber situational awareness
4 VP Principal Analyst for 4 ½ years
5 I know kung fu @rickhholland
6 ‣ “Platform” ‣ Threat research team ‣ Annual threat
report Vendor cliché requirements @rickhholland
7 ‣ Flag officer on leadership team ‣ Intelligence Community
founder Vendor cliché requirements @rickhholland
8 How NOT to talk to industry analysts @rickhholland
9 One chance to make a first impression @rickhholland
10 Anyone, anyone @rickhholland
11 Know your team’s strengths & weaknesses @rickhholland
12 @rickhholland
13 Avoid military jargon: military grade @rickhholland
14 Defense background won’t make it rain purchase orders @rickhholland
15 Focus on your solution, not the problem space @rickhholland
16 ‣ Number of paying customers ‣ Pricing model ‣
Revenue ‣ Forecasted revenue ‣ Burn rate Don’t avoid the tough questions @rickhholland
17 “We don’t have competitors” @rickhholland
18
19 ‣ Setup Google Alerts ‣ Get their licensed vendor
content ‣ Join their webinars Know their research @rickhholland
20 Social engineering analysts @rickhholland
21 ‣ Social media engagement ‣ Comment on their blogs
‣ Attend their local events ‣ Offer up research interviews Build relationships with analysts @rickhholland
22 Inception – make your ideas theirs @rickhholland
23 Align your conversations to their research @rickhholland
24 Help your prospects be more strategic @rickhholland
25 Avoid Expense in Depth @rickhholland
26 “Well what would you say you do here?” @rickhholland
27 What can you measure before and after implementation? How
does your prospect win with you? @rickhholland
28 Demonstrate how you improve employee utilization. How does your
prospect win with you? @rickhholland
29 Reduce the time to detect/ contain/recover from intrusions. How
does your prospect win with you? @rickhholland
30
31 “We have big data and stuff” @rickhholland
32 @rickhholland Death by powerpoint
33 @rickhholland Demo instead
34 “I thought we had a hour briefing” @rickhholland
35 Next generation vendor FAIL @rickhholland
36 Very important: Share Application @rickhholland
37 Declining to participate in research @rickhholland
38 Thank you! @rickhholland https://speakerdeck.com/rick_holland