Adam On…

So last week I commented on Alan Shimel’s post about the “security sales conundrum“. Alan responded in a comment asking me what my thoughts were on fixing this problem. I’ve been thinking about this problem. After all, what is the best way to pitch new and existing customers or at least make them aware of new products that might meet their needs?

While I’ve been thinking this over, I received an interesting sales pitch last night. I received a package at home (even though the package was addressed to my office). Inside was a t-shirt and coffee cup from Lancope. Accompanying the swag was a letter inviting me to participate in a free webinar detailing how Lancope was able to help a university gain better visibility into their network. The package also included some marketing material that was targeted at universities.

While it was odd to receive a 3 pound package I was not expecting (I kept wondering if I had made any enemies lately that might wish me harm), I am happy to see this type of marketing my Lancope. No, I’m not talking about the t-shirt and cup. I’m talking about knowing the industry in which I work. While I may not be interested in the product, I guarantee I will at least look over the material if you show me you understand the issues that I am dealing with.

A few other thoughts on sales pitches:

• Please don’t pitch me a product my organization already purchases from your company (this happens more then you would think)
• Engage me on the phone, ask about any current projects where your product might help. If there are not any, don’t keep pitching me.
• I don’t mind phone calls, but I would prefer e-mail. I don’t mind reading over sales material, but I want to do it on my time.
• Understand the limitations that I am under. Public institutions have purchasing regulations. Be aware before you contact me.
• I’ll talk to you but I’d prefer to talk to another educational institution. Personally, I’m a sucker for case studies.

That’s about it for today I think… now back to my regularly scheduled morning coffee.

Alan Shimel over at (big, big breath here) Still Secure, After All These Years (and exhale) has a post about a particular annoyance of mine, overeager, overzealous security sales individuals. While I’ve only been with my current company for a year, it didn’t take the sales calls to start rolling in. And roll in they have.

It is getting to the point where, like many security pros out there, I allow telephone calls from odd area codes/external numbers to go to voice mail. Alas, this doesn’t always save me. There are some vendors that call the main office and ask to be transferred. There are some vendors that call the main switchboard and ask to be put through.

There is even one vendor (I’m assuming since I never answer) that calls at least twice a day. Now the calls, while a bit excessive, can be understood. However, what is inexcusable is that the caller doesn’t hang up during my voice mail greeting. Instead the caller leaves 1-2 second blank voice mails causing my VM light to turn on and the message waiting sound to start chiming away happily… Oh to get a few moments alone with this thoughtful and persistent caller.

However, none of this compairs to the extreme annoyance of companies not returning phone calls or e-mail messages inquiring after products. We’ve all dealt with it. A company you were not interested in won’t leave you alone yet a bit later that same company ignores your inquiries when you are interested. It leads one to believe that there is something horribly wrong with the world when companies you will not give money never leave you alone, while companies you want to give money don’t seem to care.

Or perhaps it is something a bit worse. Perhaps these sales individuals are told to pitch X number of individuals per day/hour/month/week/etc. Perhaps the individuals you want to give money are too busy pitching others. Not because there is a better chance for a sale with these other potential customers, but because the company has outdated or, at the very least, broken sales procedures. Perhaps I have no idea what I am talking about.

One thing that I do know is that it is heartening to see companies like StillSecure reaching out to their customers and see how the company can attempt to address the problem many of us have with sales calls.

Okay so after a very long period being down I am happy to report that Adam On is back up and running. I want to assure all of my 2 loyal viewers (Hi Mom and Dad!) that the problem was very involved and in no way was as simple as forgetting to properly set the permissions to the new theme… You buying that?

Anyway to celebrate the return of the blog I wanted to point out a new post I have over at the Security Catalyst blog. I am fortunate enough to have Micheal Santarcangelo take some pity on me and agree to post some of my more coherent dilusions. I should post over at Security Catlayst on a monthly basis and I will get back to updating this site on a much more frequent basis.

If you’ll now excuse me I think I’m going to go hide from the shame of how easy the fix was and how looooooooong it took me to figure out.

It’s no secret that I love technology. Yet, this obsession has lessened over the past few years. For some reason I just couldn’t make myself get excited over minor improvements in power consumption or the inevitable increase in processing power. This has all changed, however, thanks to a couple of new pieces of technology that are in the pipeline.

What are these wondrous creations that have me all atwitter?

The first is OCZ’s Neural Impulse Actuator. The ability to control my computer using only my brain, eyes and facial muscles? Hell yes! Even if the NIA only works half as well as advertised I’m going to be picking one up.

The second piece of technology that has reduced me to fanboy mentality is Brother Industries Head-mountable Retinal Scanning Technology. I have been a fan of head-mounted displays for years and I can barely contain my joy over the possibility of using this product.
I can’t wait to pick up either of these devices and give them a whirl.