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Watched a vendor at RSA booth pitch a CISO for 4 minutes and never once said the word "platform"
I was walking the floor at RSA in San Francisco in Moscone West and stopped to watch this one booth demo. The rep asked the CISO what broke in his last incident and then just talked about that one thing for 4 minutes. No feature dump, no "platform play", nothing. Our team started doing a single-problem opener at the top of every call after that and our demo requests went up a lot. Curious if other folks have dropped the big platform pitch and gone narrow, or if that only works on the show floor.
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emmaward5d ago
4 minutes on one broken thing beats a 40 slide deck every time.
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