The Ledger
Every statement that passed quotation and attribution checks. Mix any filter with any other: certainty 1/5, debate potential 5/5, or both at once.
why aren't all 9 resolved? a statement only gets an assessment when the public record can support or contradict it. opinions and what-ifs never can, and 0 checkable ones are still open, waiting for their date. predictions held up or didn't; assertions are supported or contradicted. on every card: ▮▮▮▮▮ certainty · ▮▮▮▮▮ debate potential. speakers are clickable
Anderson-Copperman: Okta requires CSMs to source four qualified opportunities per quarter
“They have a metric that's around qualified opportunities that get to a certain stage in the sales process. So depending on who their accounts are, the size of their accounts that they're managing, we'll give them a metric that says, hey, if you've got five acc…”
Horowitz: Okta won identity management by switching to top-down sales
“And so they ended up, although they started out with an inside motion, more of a bottoms up motion being much more of a top down motion generally as it went on. And that channel strategy actually is, I think in retrospect, what won them the market against the …”
McKinnon: Winning in cybersecurity means moving forward, not achieving zero breaches
“I think that if you think about, winning is not zero breaches. I think winning is moving your organization forward.”
McKinnon: Forcing inconvenient security protocols on end-users is a losing battle
“I think it's an uphill battle to try to get, especially in the modern era of IT, to try to get users to do something that is inconvenient or out of band. I think that, and what we see in our customer base and the prospect base that Companies in IT departments …”
McKinnon: Unlike CISOs, corporate boards still assume they have not been breached
“What we see is that, that, like earlier, I was talking about the CEO board level and then CIO chief security officer, We see that the CIOs and the chief security officers, they understand that, that they've likely been breached and they're very into monitoring…”
McKinnon: Enterprise IoT security must anchor to individual human identities
“And ultimately, it's going to go back to a person. The person's going to want to consume the data or understand where that asset is, and that's why we think that having that logical map all the way back to the person is very valuable.”
McKinnon: Board cybersecurity focus spiked recently while CISO concern remained consistent
“One of the things that we've seen, it's the people that are chief security officers, or security professionals, or even CIOs, their level of vigilance and their level of concern about this over the last 18 months is pretty consistent. What's clearly changed is…”