Learning to Say No and Four Other Secrets of a Successful Customer-Centric Startup

Last summer, FireEye Chief Information Security Officer Craig Rosen was bracing himself for yet another pitch from a security startup about how their next-generation, machine-learning, big data, insert-buzz-word-here solution would be a silver bullet for his security woes—the creepiness of shadow IT!—when his ears perked up.  The presenting company, Adallom, acknowledged that shadow IT wasn’t actually a problem and instead framed the challenges of managing shared responsibility between IT and sellers of sanctioned SaaS applications.  Craig quickly realized he wasn’t interacting with an average security startup, so he decided to make things a little more interesting.  He pulled out a stopwatch and dared the team before him to deploy their product within 10 minutes.  To his amazement, the Adallom team finished their deployment and showed him value in eight minutes flat.  …


Link to Full Article: Learning to Say No and Four Other Secrets of a Successful Customer-Centric Startup