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Proving a Negative
Proving a negative is a tautological impossibility right? That’s the security business. Prove that you haven’t been hacked. Of course, many vendors realize this is impossible. Fact is, it would require the customer to understand everything they do in total detail so they could call out what was bad behavior. Once again, impossible. What else
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Conference Giveaways
Remember going to conferences? When I was a young sales engineer and going to my first conferences, it was clear that an attempt to attract visitors with a freebie or a lottery for a big thing was a strategy. Maybe not a great strategy, but there it is. Notable factors: the thing should be something
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Consulting’s Bad Rap
Naming no names… but there’s a type of management consulting shop with an unsavory reputation among middle managers and individual contributors. Let’s look at how the reputation is earned: by training to a model that produces failure as often as not, but always successfully deflects blame. It’s easy to find problems, and easy to sell
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Licensing Roundup
I’ve written a number of articles now about licensing software: here’s a guide through them. Since I wrote these, usage-based pricing has become an area of interest… I have yet to do my own article, but in the meantime here’s Metronome’s round-up of UBP challenges and opportunities.
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Remote culture
Fully remote is a culture, not a technique — a company that is not already equipped for it can handle individual contributors working from home temporarily but will struggle to let anyone go completely remote. Tellingly, these organizations almost never support home office work for managers or executives, because their decision making processes rely on
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