Articles by Tal
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External factors are affecting your ROI calculations. How can you ensure accuracy despite the challenges?
In smaller organizations, the path from lead to closed won is often straightforward and easy to track, allowing for clearer attribution of marketing efforts to revenue. However, in larger organizations, lead journey complexity can obscure the direct impact of marketing activities on revenue, leading to questionable ROI calculations. As organizations scale, the emphasis should shift to measuring the impact of marketing on pipeline velocity. Focusing on how marketing accelerates the sales process and reduces the time it takes for leads to convert into revenue can be a more meaningful indicator of marketing effectiveness than ROI calculations.
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Here's how you can enhance your sales strategies by using innovation.
Think like a basketball team. Marketing's your point guard, generating awareness & warming up leads with valuable content. Sales needs to execute on the no-look pass to take a qualified lead into a closed won opportuntiy. To win, we need: - Shared game plan: Who are we targeting? What's a "no-brainer" lead? - Demo sooner: Don't wait for sales to run a demo, show how the tech solves real problems in the MQL process. - Ops moneyball: A shared marketing and rev ops team ensures both teams track what matters. - Lifecycle support: Marketing keeps the 'assist' going post-sale, boosting customer success alongside sales. The no-look pass = collaboration. Collaboration = hitting today's number while maximizing customer lifetime value.
Activity
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Not long ago, we assumed the future application stack would be cloud-based, with distributed locations acting as passive consumers, pulling far more…
Not long ago, we assumed the future application stack would be cloud-based, with distributed locations acting as passive consumers, pulling far more…
Shared by Tal Klein
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Communication service providers have an opportunity use AI to do two things differently, for themselves and for their enterprise customers. 1…
Communication service providers have an opportunity use AI to do two things differently, for themselves and for their enterprise customers. 1…
Shared by Tal Klein
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If you're interested in the future of mental health, the Journal of College Student Mental Health has a special issue that is FREE to access for the…
If you're interested in the future of mental health, the Journal of College Student Mental Health has a special issue that is FREE to access for the…
Liked by Tal Klein
Experience
Publications
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The New Normal: Assume Malicious Back Doors Are Part of Your Infrastructure, Carry on
The New Stack
Breaches are reminders that nobody is immune to risk or being compromised. And that’s okay.
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Why Vulnerability Management Needs a Patch
The New Stack
A CARTA approach to prioritizing vulnerabilities correctly shifts focus on the vulnerabilities which represent an actual threat. Patching or compensating for those vulnerabilities is the upper echelon of vulnerability management. Once this class of vulnerabilities is treated, there is a greater window to implement better hygiene in the CI/CD pipeline by eliminating vulnerable components that serve no operational purpose, as well as remediate and mitigate vulnerabilities with a lower probability…
A CARTA approach to prioritizing vulnerabilities correctly shifts focus on the vulnerabilities which represent an actual threat. Patching or compensating for those vulnerabilities is the upper echelon of vulnerability management. Once this class of vulnerabilities is treated, there is a greater window to implement better hygiene in the CI/CD pipeline by eliminating vulnerable components that serve no operational purpose, as well as remediate and mitigate vulnerabilities with a lower probability of being exploited. Gradual risk reduction can then be executed based on standard vulnerability management processes and policies.
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Putting an end to IT monitoring sprawl
Computerworld
Despite the trend to add new capabilities to these monitoring tools from the other domains via systems-of-record, large IT organizations often struggle to deliver the unified analysis—the “source of truth”—needed to ensure digital business success. As a result, IT leaders find it difficult to combine the “hints” (or “puzzle pieces”) that each domain-specific monitoring tool uncovers into a cohesive understanding of the behavior of the overall service, the root causes of problems and the niche…
Despite the trend to add new capabilities to these monitoring tools from the other domains via systems-of-record, large IT organizations often struggle to deliver the unified analysis—the “source of truth”—needed to ensure digital business success. As a result, IT leaders find it difficult to combine the “hints” (or “puzzle pieces”) that each domain-specific monitoring tool uncovers into a cohesive understanding of the behavior of the overall service, the root causes of problems and the niche views that groups require across the entire IT landscape.
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Is it time to fire your SLAs?
Computerworld
“What to measure” and “How to measure” are well-known dilemmas for IT executives. The reality is that many IT projects are measured by criteria that are more closely aligned with completion rather than success—meaning IT is telling the business, “measure us by our adherence to the project plan rather than the benefits that the project provides to the organization.”
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Four Thoughts on IT, SaaS, and Windows 10
Pulse
End-user analytics is the big support gap in end user computing – how can IT support (and ideally risk manage) end-users that are interacting with privileged data on unmanaged devices using unsanctioned applications? They have to make a compact with the users that benefits the users by providing them with support regardless of device, operating system, applications, and behavior.
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Has Security Ops Outlived Its Purpose?
Dark Reading
CISOs will need more than higher headcounts and better automation tools to solve today's security problems.
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The Case for Naked Risk Management
International Association of Privacy Professionals
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Looking Shadow IT In The Eye, Realizing You’re Staring At Your Own Reflection
Information Security Buzz
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Mind the Cloud Security Gap
WIRED
A piece about the root of existing "defense in depth" limits in protecting SaaS usage.
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Try Thinking Like a User
SC Magazine
Most security solutions are monolithic. They exist to simplify policy enforcement, not to enable users. It seems obtuse to assume there could be a static rule system for all possible user activities, yet this is the status quo. The one-size-fits-all approach does not take into account user security needs that are as varied as the people who rely upon them.
Languages
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English
Native or bilingual proficiency
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Hebrew
Native or bilingual proficiency
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I enjoyed my conversation with Beecham Research CEO Robin Duke-Woolley. AI apps are here, no question, and they're radically changing networks. There…
I enjoyed my conversation with Beecham Research CEO Robin Duke-Woolley. AI apps are here, no question, and they're radically changing networks. There…
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27 years ago, I filed a patent for a technology we called "HumanOnly" at Perfecto Technologies, a startup I co-founded with Eran Reshef in 1997…
27 years ago, I filed a patent for a technology we called "HumanOnly" at Perfecto Technologies, a startup I co-founded with Eran Reshef in 1997…
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On the theme of using AI to optimize AI, check out this conversation between Pascal Menezes, the MEF Executives at the Edge podcast host, and my…
On the theme of using AI to optimize AI, check out this conversation between Pascal Menezes, the MEF Executives at the Edge podcast host, and my…
Shared by Tal Klein
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I love salads, I really do. Salads for breakfast, lunch and dinner if I can help it. And as a techie I also love that this company is using sensors…
I love salads, I really do. Salads for breakfast, lunch and dinner if I can help it. And as a techie I also love that this company is using sensors…
Shared by Tal Klein
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More and better visibility into your network is always a good thing. https://brcm.tech/4evSLJo
More and better visibility into your network is always a good thing. https://brcm.tech/4evSLJo
Shared by Tal Klein
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