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30: Hot trends in cybersecurity, heroes in co. stories, and more

30: Hot trends in cybersecurity, heroes in co. stories, and more

Hot trends in cybersecurity, heroes in co. stories, and more

March 18, 2022

Enjoy this week’s email….because who doesn’t want a bluebird every week…

#1 - Hot trends in cybersecurity with Amit Karp, Partner at Bessemer Venture Partners

What are big trends worthy of investment by a legendary VC firm?Why are there so many great Israeli cyber security companies?What's driving the massive cloud security funding rounds?Amit Karp, Partner at Bessemer Venture Partners answers these questions and many more on Episode 109 of the Sales Bluebird podcast.

Listen for more on this week's Sales Bluebird podcast>>>

Time for a dad joke break...

What’s an astronaut’s favorite part of the computer? The Space Bar.

#2 - The hero matters in your company story

Let me share a story he hear all too often...

RocketShip's story (v1)

Jimmy Smartguy was working on the beach in Israel/Costa Rico. And through his amazing amazingness realized that there was a gap in the market that no one saw.So using his amazing amazingness:

he developed this product, started Rocketship Inc.
he raised tens of millions dollars from these super sophisticated investors
he hired a bunch of rock stars
he delivered V1 in an unbelievably short period of time

His goal is to change the world (and make a gazillion).This story immediately opened the door for Jimmy Smartguy to join the unofficial 'Crappy Company Founding Story Club'. (this club doesn't actually exist but perhaps it should so we can get better. Or maybe it does exist. It doesn't matter....)

What is the problem you ask?

Jimmy is the hero of the story. Not your prospect or customer.

Your prospect won't naturally relate to Jimmy Smartguy hearing this story. In fact:

Some may shrug
Some may tune out
Some may resent Jimmy for being super smart and making gazillions
Very few will think, "Very cool, I trust Jimmy to feel my pain and do right by me."

How can you change the story?

Well with a bit of magic pixie dust of course...

RocketShip's story (v2)

CISOs are in a tough spot. The business world is changing so fast that security infrastructure can't keep up. And looking forward 10 years it will likely have sped up, not slowed down.So CISOs are only going to feel more pressure to adapt quicker.In the summer of 2020, Jimmy Smartguy met with a bunch of CISOs (our early design partners) and together they worked on this problem and this has now become Rocketship Inc.The CISOs really helped us understand what needs to change in [this part of security] and they guided us to where we are today.In this story, the CISOs (who are just like your prospect) are the heroes of the story. Jimmy and Rocketship are the guides.

How would you improve on Rocketship's story?(

Remember: be the guide not the hero!)

Join the conversation

#3 One tool to 3x your discovery

Discovery is not a one-time event. Throughout the sales process we should seek to learn more and more about our prospects and the challenges they face.

Using the “what we heard” slide will give you the tool to drive continuous discovery.Be sure to make it natural and a collaboration with your prospects. Learn what this slide is and how to use on the Sales Bluebird podcast.