Kathleen Reilly Castaillac

More qualified meetings in 2025? Sounds like a great resolution to add to your list. And it’s possible. In fact, Pure Storage increased their meetings by 4.8x in only a year. Heather Alter and Matthew Yankelovich worked with the Salesloft Professional Services team to optimize their Drift strategy. Ultimately, they saw better inbound engagement and new levels of admin efficiency: > Boosted total conversations by 2.7x YoY > Captured 2.3x more emails YoY > Saw a 3-day average turnaround from conversation to opportunity creation See the full story: https://lnkd.in/exsQDHde

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Let’s have a discussion! In his new blog, Infinidat CMO Eric Herzog brings nearly 40 years of industry experience to bear on key enterprise storage topics. Do you have insights of your own to add? Read what he has to say and tell us what you think with the hashtag #infinidatTalk. https://okt.to/THwSXB

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Join the Proverbial “Water Cooler” discussions 2024: "Key Topics that Drive Enterprise Storage Conversations" (Part 1) - • Cybercrime is getting worse. How can enterprise storage help? • Explosive growth of data by 2025. What does it mean for storage? • Are storage guarantees real? Let us know what you think of these topics, which comprise the first of a two-part series around “water cooler” topics for 2024. If you want your comments to be seen and included to broader visibility, use hashtag #InfinidatTalk. You can either go on Infinidat’s social media channels (LinkedIn or Twitter) or mine: LinkedIn - Eric Herzog or Twitter - @zoginstor - https://bit.ly/3x7HAag Infinidat Karine Haase Patrick Lee Rebecca Kraushaar Charlotte Campbell Bill Basinas Tim Dales Fran Bruno Michael Colby Steve Sullivan Phil Bullinger Donato Ceccomancini Oren Yesharim Mitch Diodato Mitch Mahoney Troy Fortune Lee Sirett Guy Kariv Tom Manganaro Pete Byrne Aviad Offer Anthony DeLisio Bryan Williams Bryan Stover Richard Connolly Hideki Yamada Mike Falco Jason Nichols

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Get the facts about Edgio. Listen here:

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🚀 Is Headless Commerce the Future? With the help of our Salesforce Technology Partner Builder.io, Black Rifle Coffee Company was able to embark on a groundbreaking journey from Shopify to a serverless, headless-first stack with Salesforce Commerce Cloud. 🎧 Hear how headless CMS and Commerce Cloud empower Black Rifle's teams to build and deploy across web and mobile with ease and the game-changing role of AI in coding, testing, and shaping the future of #ecommerce.

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I’ll keep this short and sweet. After 7.5 years, I say goodbye to Okta. 7 different roles spanning everything from Product Marketing to Demand Marketing and everything in between. $100M~ in ARR to $2B+. The creation and re-invention of multiple market categories. From just a few thousand customers to north of 20,000. Truly iconic, and I consider myself lucky to have been a part of it. Todd McKinnon and Frederic Kerrest, it was a heck of a ride. As for what’s next, I’m excited to share that I’m starting my adventure as Chief Marketing Officer for Axonius. A few important considerations in choosing my next gig: (1) the opportunity to partner with fantastic founders in Dean Sysman Ofri Shur and Avidor Bartov who bring unparalleled expertise, integrity and intellectual curiosity. (2) a market opportunity that is massive, pervasive and untapped (CAASM) … and it’s just the beginning. (3) technology that customers love. Axonius delivers on all of this and more. The future is bright and I’m really excited to get started.

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Is your organization looking to utilize modern IT infrastructure on the AWS cloud while using a scalable, secure, and flexible enterprise-grade storage solution? Join NetApp and Red Hat Hat to learn how integrating Red Hat OpenShift Service on AWS with Amazon FSx for NetApp ONTAP can help power your operations. Sign up today! Red Hat Partners

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The successful migration to Akamai Object Storage brought several key benefits to our customer, allowing a smooth transition and setting the stage for future growth. Read the full blog post here. #CloudComputing https://bit.ly/3XwyJZW

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More qualified meetings in 2025? Sounds like a great resolution to add to your list. And it’s possible. In fact, Pure Storage increased their meetings by 4.8x in only a year. Heather Alter and Matthew Yankelovich worked with the Salesloft Professional Services team to optimize their Drift strategy. Ultimately, they saw better inbound engagement and new levels of admin efficiency: > Boosted total conversations by 2.7x YoY > Captured 2.3x more emails YoY > Saw a 3-day average turnaround from conversation to opportunity creation See the full story: https://lnkd.in/g6CeW6W5

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What's the word in the storage industry right now? What topics are driving the big conversations? In his last blog, Infinidat CMO Eric Herzog weighed in on three major ones — cybercrime, storage guarantees, and the ramifications of explosive data growth. Now he's back with his take on three more hot issues in the industry, and we want your input. Sound off on social media with the hashtag #infinidatTalk. https://okt.to/Fsci8x

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“Flat Organization, Access to Founders and Executive Leadership! Come join our Rocketship! 🚀” Sound familiar? Let me explain why this might be the exact company you want to avoid: “Flat Org” is a simple way of saying that there are less layers of leadership between the front lines and the CEO. In theory that means you’ll have a closer working relationship with those leaders. Sounds great right?! Maybe, but probably not… In my experience “flat org” means less individual coaching and investment into your development. If you are early in your career, this could be terrible for you! Those leaders in flat orgs will have significantly more direct reports AKA less time to invest 1on1 with you for coaching opportunities! ⏺ Example 1: “Flat Org” Manager of 12 50 Hour Work Week 12 Hours - 1on1 ’s 12 Hours - 1 Prospect / POC Call with each AE 12 Hours - 1 Customer Call with each AE 5 Hours - Cross Functional Meetings 5 Hours - Training/Meeting Prep 2 Hours - Forecast Calls with AEs 1 Hour - Executive Forecast  1 Hour - Weekly Team Meeting 1 Hour - 1:1 with Boss ❗Total = 51 Hours, 0 Training/Enablement Sessions ⏺ Example #2: Normal Team of 6 50 Hour Work Week 12 Hours - 2 Prospect / POC Call with each AE 12 Hours - 2 Customer Call with each AE 6 Hours - 1on1 ’s 2.5 Hours - Cross Functional Meetings 2.5 Hours - Training/Meeting Prep 1 Hour - Forecast Calls with AEs 1 Hour - Weekly Team Meeting 1 Hour - 1:1 with Boss 0.5 Hour - Executive Forecast  ✅ Total = 38.5 Hours, 2x the amount of time on calls together and still 11.5 Hrs for Training/Enablement Sessions! Sadly with the layoffs in tech over the last couple years, Flat Orgs have been more much more normal… which means not investing into your training and enablement has been much more normal… which is happening at the same time as average attainment is at an all time low… Coincidence? I’ll let you decide. #hiring #jobsearch #careertips #enablement 

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Every generation gets a bad rap. Bob West, ex-CSO of Palo Alto Networks, joined me on Narrow Lanes and pushed back on the “next gen is weaker” trope. It’s not about weakness; it’s about different pressures and environments. Hippies were once written off. Now? Some became CEOs and change-makers. Social media, new norms, evolving values—each generation navigates its own landscape. Leadership means finding greatness in others, not dismissing them. Stop blaming. Start leading. I discussed this and more with Bob West on a recent Narrow Lanes - Podcast episode.

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I had a great conversation with Todd Rotger at our Palo Alto Customer Value Community Meetup. As CRO at Saviynt, Todd shared an insight about how he looks at deal success. He watches for something most of us overlook: genuine co-creation of the value story. Not just customer nodding and words of agreement, but actual collaboration on the business case. 30% of the total user population in Saviynt’s collaborative value platform are prospects. Think about it - the prospect is live-editing the actual value driver names, tweaking specific metrics, targets, and timelines. Todd pointed out that we often forget what happens after we leave the room. Our champions become solo storytellers, trying to align other key stakeholders in the buying group around value. It's like handing someone a script they've never seen and expecting them to deliver a powerful performance to their board. But when customers co-create the value story, they're not reading someone else's script - they're telling their own story, with all the nuance, context, and conviction that comes from being the author. You can't fake that kind of authenticity. Saviynt sees more than a 4x improvement in win rates when prospects engage in their collaborative value platform compared to prospects that don’t. 🔥 Watching Todd share these insights with our community reminded me why we started these meetups. There's something special about getting progressive revenue leaders in a room together, rolling up their sleeves, and openly sharing what's actually working.

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Earlier this month I posted about how August 11 (yesterday!) marked the 25th anniversary of the Red Hat IPO. It was cool to see all of the memories people shared of that time in the comments. Thanks for the impromptu family reunion, everyone 😍 (link in the comments to the original post). One of the things that emerged from that conversation, perhaps somewhat lost to history, is that the Red Hat IPO, despite being eclipsed by many other mind-bending Red Hat innovations and financial milestones over the years, was the first-ever experiment in paying open source maintainers and other community contributors in return for the value they create. Red Hat did this by giving a select group of community contributors the option to buy stock through its IPO. This experiment was years ahead of its time, and I couldn’t find any good articles documenting it, so I decided to give it a try myself! ✍ Thanks to Bob Young and Harish Pillay for sharing their memories to help fill in some of the blanks. After looking back at this interesting time, here’s the conclusion I reached: — Returning to Bob Young’s memory earlier of why Red Hat made the decision to include community contributors in the stock offering, emphasis mine: “We recognized, and needed to communicate this clearly to the world, that if we were going to build a for-profit company using open source software 👉 we had to play by the rules of the community who were producing the open source software our business was dependent on. 👈 ” In 2024, even as many organizations are contributing to projects by writing code or by financially supporting open source projects, many still do not. Some organizations treat open source as a bottomless resource, strip mining without participating in sustaining its long-term health. They do so at their own peril. What Red Hat recognized in 1999, and leading organizations still realize today, is that 👉 contributing back to open source is a business requirement. 👈 It is in any organization’s direct financial interest to ensure the open source projects they depend on, and the open source maintainers behind them, have the resources and support they need to keep their creations healthy, secure, and properly maintained. ❗ By investing in this important work, they protect their own revenue, data, and customers. ❗ But they also follow in the footsteps of pioneering organizations like Red Hat, doing their part to ensure the continued growth and vitality of open source. — If you want to read the whole post on the Tidelift blog, you can find it here:

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Gratitude. 🙏 I love this example from last night’s Emmy winner Richard Gadd. His story of gratitude is revealing of his past failures and manifests with humility. He’s very cognizant of how brief success could be. He’s an evangelist to others. His example got me thinking about gratitude: - gratitude is infectious - gratitude uplifts others - gratitude attracts others to your cause Leading with gratitude is a super power. At CULTURE PARTNERS we are purposeful about gratitude—in fact even our pipeline calls begin each week with a moment of gratitude. What have you see in the workplace to promote gratitude effectively? #gratitude #leadership https://lnkd.in/eZWir7qE

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When IDC researchers analyzed the business value of Sumo Logic for observability, they found improved downtime and MTTI. This latest Sumo Logic blog shows how enhanced organizational efficiency leads to 82% less downtime.

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Love hearing how we make a difference for our customers! In the world of #cybersecurity, time is of the essence to avoid the next big attack. Within a week, we partnered closely with EarnIn to deploy Akamai Technologies's API Security, quickly safeguarding their expansive #API environment. Check out the customer testimonial to learn more about their success story and see how we can help. https://lnkd.in/g3Z9AfVT #akamaisecurity #oneAkamai #apisecurity #customerstories

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