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Ian Schmertzler
President and CFO
Tales From The Submarine
So What? Why Smart Systems Are Not Selling.
Why are we still hearing people on stage huff and puff about "smart systems", and why aren’t people actually selling “smart” systems? The reason, I would posit, is reaction time.
Tales From The Submarine
Seeing The Flowers As Well As The Bull: What is Thought Leadership?
Why do companies pay tens of thousands of dollars to talk on stages at conferences? What you are seeing, when you sit in those sad auditoriums that smell of overcooked chicken and underbrewed coffee, is an arms race in Thought Leadership.
Tales From The Submarine
It is Convenience, Stupid
When you have spent nearly 40 million dollars building a system to solve a network security problem, I guarantee you will find it jarring when you start seeing it purchased for a usability feature you listed as 8th or 9th on the spec sheet.
