From the Field
Tactical perspectives on enterprise security sales, compliance procurement, and building pipeline in regulated industries.
105 articles
I'll be working the Feitian booth at RSAC 2026 (Apr 28–May 1, Moscone Center). Here's what I'm showing, who I want to meet, and what I'm hoping to learn about the future of phishing-resistant authentication.
Read articleI'm speaking at Cisco Live 2026 in San Diego (May 31–Jun 4). The session is about enterprise IAM strategy — specifically how security and procurement teams can align on a phishing-resistant roadmap without a multi-year rip-and-replace. Here's a preview.
Read articleFedRAMP authorization is table stakes for selling to federal agencies. But the procurement process itself is a labyrinth. Here is what I have learned from closing seven-figure federal deals.
Read articleHealthcare orgs face unique authentication challenges — HIPAA mandates, clinical workflow disruption, and legacy EHR integrations. Here is the playbook I use to position passwordless in that world.
Read articleThe best AEs I know do not just close deals — they architect outcomes. Borrowing frameworks from CS changed how I sell, expand, and retain enterprise accounts.
Read articleA comprehensive account management transformation grew a $3M portfolio to $7M over two years through retention improvement, strategic expansion, and team development.
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