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Cybersecurity is #Biggest Worry for #Entrepreneurs in 2018

Source: National Cyber Security – Produced By Gregory Evans

The majority of entrepreneurs (47%) are most worried about cybersecurity breaches leading into 2018.

Research by Nodesource found that entrepreneurs agree that, in Q4, the interruptions caused by holiday PTO (43 percent) pose a greater challenge than meeting goals (39 percent), coming up with ideas for the new year (36 percent), or closing the books (35 percent).

Looking ahead to 2018, nearly half (47 percent) of entrepreneurs are most worried about cybersecurity breaches, being able to find talent (37 percent), and decisions that will be made by the Trump administration (36 percent).

More generally, the majority of entrepreneurs agree that their greatest ongoing challenge is finding work-life balance (45 percent). Other top challenges include:

  • Building a good team — 35 percent
  • Fundraising — 30 percent
  • Keeping up with email — 28 percent
  • Market penetration — 28 percent
  • Sales leads — 25 percent

When it comes to team building, entrepreneurs agree that a successful team generates more ideas and inspiration (59 percent) and increases productivity (57 percent).

As for fundraising, entrepreneurs agree that competition (57 percent) and lack of customers (34 percent) pose the greatest obstacles, although Millennial entrepreneurs (38 percent) also view lack of personal connections with VCs as a significant hurdle. When it comes to successful fundraising, Boomer entrepreneurs think patience is key (90 percent), while Gen X (71 percent) and Millennial (53 percent) entrepreneurs feel relationships are more important.

More than three-quarters (76 percent) of entrepreneurs describe themselves as “creative,” and more than two-thirds (66 percent) describe themselves as “goal-oriented.” Other top traits of entrepreneurs include:

  • Always on time — 65 percent
  • Persistent — 65 percent
  • Outgoing — 59 percent
  • Funny — 58 percent
  • Skilled at money management — 52 percent

Generationally, Boomers are most likely to describe themselves as goal-oriented (100 percent), outgoing (90 percent) and “street-smart” (70 percent)—a quality only about a third (35 percent) of Millennials feel they share. Meanwhile, Gen Xers and Millennials are most likely to describe themselves as creative (about 76 percent each).

More than half (52 percent) of entrepreneurs also describe themselves as “middle class,” 17 percent describe themselves as “wealthy,” and a minority—6 percent—describe themselves as “poor.”

Almost half (49 percent) of entrepreneurs are only children or firstborns. The research noted that women entrepreneurs surveyed were much more likely to be middle children (43 percent) than men (20 percent), but far less likely to be only children (2 percent) than their male counterparts (33 percent).

The post Cybersecurity is #Biggest Worry for #Entrepreneurs in 2018 appeared first on National Cyber Security Ventures.

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How to #Solve the 3 Biggest #Challenges in #Cybersecurity Customer Success

Source: National Cyber Security – Produced By Gregory Evans

How to #Solve the 3 Biggest #Challenges in #Cybersecurity Customer Success

If you’re waiting for the next major cybersecurity breach, history has shown us time and again that you just have to give it a minute. Yahoo. Equifax. Target. Home Depot. Chase. Sony. OPM. These high profile breaches happen seemingly every few weeks, but the reality is that thousands of cyberattacks are happening every day. It’s no wonder that security is one of the fastest growing sectors in tech.

Even during my time at Symantec a decade ago, it was clear that security was only going to get more important over time. Now, years later, every single one of us has been personally affected by a breach, hack, or cyberattack of some kind. This isn’t going away and it’s not going to stop.  Because of this, security software is by far one of the fastest growing parts of the enterprise IT market.

You can imagine that it’s therefore a great time to be a cybersecurity vendor.

At the same time, it’s not all smooth sailing in security land. Because customers are buying so many overlapping solutions, adoption of security technology is a huge challenge. And clients, faced with a growing amount of spend, are asking vendors about the outcomes they are achieving.

As such, security is one of the fastest growing sub-sectors in Customer Success. At Gainsight, we’ve been fortunate to partner with several established, leading, and emerging vendors on their Customer Success strategy—including Cisco, Okta and RiskIQ.

My former boss, Enrique Salem (former CEO of Symantec and now partner at Bain Capital Ventures) and I hosted a dinner with Customer Success leaders at top security companies to discuss what’s unique about the convergence between CS and Security:

The way the attendees saw it, there are three main reasons why cybersecurity is an ideal fit for Customer Success principles and practices—and those same reasons make implementing those principles and practices uniquely difficult, though rewarding.

1. Adoption is complex→Make health scores about “currency”

Security tools tend to be different from most softwares in two fundamental ways:

Users don’t “use” the software.
“Success” often involves being invisible
In other words, when your security solution is working optimally, you don’t notice it. These companies go to great lengths to make sure their tools are as lightweight and invisible as possible. When you log off at the end of the day and nothing bad happened, that’s a huge win. But from your perspective, it’s just another day.

From a Customer Success Management perspective, that makes tracking health a conundrum. How do you track usage when your product is constantly running in the background? How do you understand satisfaction when your password management app has 100% adoption at a client?

What I learned at this event is that adoption is largely about “currency,” and I don’t mean money. As cybersecurity is about constantly reacting to and preempting threats, how current your version is (in terms of updates and patches) is a huge indicator of how successful you’ll be with the product. In other words, if your customer isn’t up-to-date, they aren’t secure and therefore aren’t getting value.

Customer Success leaders at top security companies have created dynamic health scores that include version currency, breadth of deployment, and other custom factors.

2. Outcomes are difficult to measure→Design end-to-end success plans

As I mentioned before, the customer’s desired outcome with their security solution is (typically) that nothing bad happens and they aren’t disrupted in their day-to-day workflow. To phrase it differently, their objective is a negative, or an absence. For most software products, the goal is much more concrete—and much more positive. For instance, the goal with Gainsight might be a 5x increase in product adoption, or an 8% increase in gross renewals, etc.

With security, how feasible is it to define success as a 0% increase in data breaches? Or to become 10x “more secure.” How do you define that—and more importantly—how do you benchmark that?

Even more challenging is finding the differential impact. If a breach was blocked, which vendor and technology gets credit? If a threat is missed, who takes the blame?

The leaders I talked to see a huge opportunity to better define their customers’ end-to-end success around things like time to detect, time to respond, and the type of threat detected. Building milestones in the customer journey at each stage from pre-sale to Services to Support and Customer Success is critical.

3. Clients are technical→You need technical resources in CSM

At the end of the dinner, we discussed our teams. In every category of Customer Success, companies struggle with the “unicorn” problem. We’d all love CSMs that can do it all—be technical, understand best practices, have walked in the client’s shoes, be firefighters, be strategic, be excellent communicators—and drop some sick karaoke while they’re at it!

In Security, this problem is turbocharged since security buyers are extremely technical.

In the CSM industry broadly, we have witnessed the emergence of a parallel technical partner to the CSM—CS Architect, CS Engineer, Technical Account Manager, etc. And in Security, many companies are leveraging their existing advanced technical resources (e.g., Premium Support Engineers) in this capacity

There’s more at stake than ARR

At the risk of getting melodramatic, I want to end by underscoring the importance of Customer Success beyond the basic economic value proposition that we (understandably) tend to focus on in B2B software. We know that when customers are successful, vendors are successful—it’s the founding premise of my company. But when it comes to Security, we don’t need that conditional statement to understand just how critical an industry it is.

When Security customers are successful, their data is safe. My data is safe. My kids’ data. That’s a heavy burden for companies that so often tend to themselves “run in the background” in the public consciousness. If you’re reading this and you’re in Security, my deepest thanks for what you do. Here’s to keeping all of us successful—and safe.

The post How to #Solve the 3 Biggest #Challenges in #Cybersecurity Customer Success appeared first on National Cyber Security Ventures.

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WannaCry ransomware was the biggest challenge of the year, says cybersecurity centre

Source: National Cyber Security – Produced By Gregory Evans

The WannaCry ransomware attack was the biggest test of the year for the UK’s new cybersecurity body. The National Cyber Security Centre’s (NCSC) annual review marks a year since it started work, although it was officially opened in February. In those 12 months, the NCSC says 1,131 cyber incidents have…

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Democrats’ Biggest Cybersecurity Upgrade Is Their New Tech Chief

Source: National Cyber Security – Produced By Gregory Evans

The Democratic National Committee is upping its cybersecurity efforts — and it’s getting some help from a former Silicon Valley exec. Back in June, the committee hired Raffi Krikorian — a former top engineer at Uber and Twitter — as chief technology officer. Since his hire, Krikorian has instituted better…

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Is the state the biggest cyber criminal of all?

Source: National Cyber Security – Produced By Gregory Evans

The internet is the first thing humanity has built that humanity doesn’t understand Cyber crime is one of the fastest growing areas of criminal activity in the world and policing it is no longer considered exclusive to law enforcement. INTERPOL Secretary General Jürgen Stock in January 2016 stated “[…] cyber…

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Hackers steal information on 400,000 customers of Italy’s biggest bank

Source: National Cyber Security – Produced By Gregory Evans

Italy’s largest lender, UniCredit, has blamed an unnamed “third-party provider” for two security breaches where hackers have managed to steal information related to the personal loans of some 400,000 customers. UniCredit explained in a statement that the two breaches occurred between September-October of 2016 and June-July of this year. In…

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The biggest cybersecurity threat facing federal agencies is legacy IT

The biggest cybersecurity threat facing federal agencies is legacy ITSource: National Cyber Security – Produced By Gregory Evans Improving our cyber posture is among the top priorities for the Trump administration. However, there are still many questions raised as to how they hope to achieve this goal. As we have seen over the past several years, high-profile hacks are practically the norm. Starting with […]

The post The biggest cybersecurity threat facing federal agencies is legacy IT appeared first on AmIHackerProof.com.

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Child Abuse Is The Biggest Issue Affecting Young People In Crisis

Kids Helpline (KHL) duty of care interventions for children and young people in crisis situations have jumped more than 150 percent over four years, with child abuse overtaking suicide attempts as the number one cause for action for the second year running.

Of 1,907 emergency duty of care interventions launched during 2016 for children and young people who were deemed to be at immediate risk of harming themselves or others, 38 percent were due to abuse according to the 2016 Kids Helpline Insights Report released on April 5. A further 34 percent were caused by suicide attempts and 28 percent caused by other issues

The report also showed that, of the 181,165 contact calls made in 2016 to the KHL, 66,963 were by children and young people seeking access to counselling services.

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Your Cyber Security Tools Might Be Your Biggest Threat

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Source: National Cyber Security – Produced By Gregory Evans

Your Cyber Security Tools Might Be Your Biggest Threat

The Need for Security Tool Integration and Consolidation
Organizations of all sizes face serious security threats
There are more cyber security threats facing US organizations than ever before. These threats come from sophisticated hacker rings, nation-state sponsored attacks, and terrorist

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Survey findings: Biggest cyber security risk for businesses?

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Source: National Cyber Security – Produced By Gregory Evans

Survey findings: Biggest cyber security risk for businesses?

Despite high-profile breaches, constant education campaigns and the obvious risks of data loss, the Gemalto Data Security vs Human Behaviour Survey revealed some surprising results. “People across Asia Pacific look for the quickest and easiest way to do things online, even if it puts systems at risk,” says Graeme Pyper, Regional Director ANZ at Gemalto. […]

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