Storytelling, Messaging, and Category Creation

Go To Market Advisory and Mentoring

CyberSecurity Go To Market Services

Client Success Stories

FireEye – Modern Malware Exposed

Challenge: Ken engaged with FireEye in late 2009. At the time, they had revenues in the low millions of dollars, primarily in the .EDU market. FireEye came to Ken to help them better explain their value to buyers who could not fit them into a current category in the...

FastSpring – Sell More Compete Big

Challenge: FastSpring, an e-commerce platform for software companies, was having a challenging time positioning itself and its value in the marketplace. While many companies offer point solutions that software companies can piecemeal together, FastSpring’s real value...

Jumio – Trusted Identity as a Service

Challenge: Ken engaged with Jumio in late 2016. Jumio, a provider of real-world identification technology and services, had a differentiated offering, but was challenged in communicating why this mattered to prospective customers. They too often found themselves...

ForgeRock – Access the Future

Challenge: ForgeRock is a leader in the Identity and Access Management space. Having been founded in 2010, ForgeRock has broad platform capabilities and an amazing global customer base. ForgeRock's platform provides solutions across both employee, customer and IOT...

DeepFactor – Launching Into A Developer Blind Spot

Challenge: DeepFactor was founded by two industry veterans who deeply understood some of the challenges across security, performance, and compliance that face today's software development teams. Having built an initial product, DeepFactor needed to translate the...

Reproducing the #CategoryMeme – Simplify, Enable and Reward Your Marketplace

In order for a #CategoryMeme to spread, the third step of our Penetrate, Replicate, Spread framework, first, it must replicate itself, and do so as Brodie says, "faithfully". What does this mean? Our prospects and other market participants must be able to easily...

Name It, Frame It and Spike It ! #CategoryMeme Penetration – Entering the Market’s Mind

In my last post, I discussed the 3 steps to Category Success, borrowing from the work of Richard Brodie. These steps were: Penetration – The Category must enter the mind of market participantsFaithful Replication – The participants must be able to mirror and replicate...

Launching to Leading; Five Years Later and Still More Relevant Than Ever

When you write a business book, especially one where you set up the problem with market trends, you always worry that the trends you have identified are temporary or will end soon, making your books relevance plummet. To combat this, you really need to try to pick...

« Older Entries

Marketing InSecurity Podcast

Episode 17: Marketing in the Time of COVID, Part 3: Assessing a Changing Future

On this episode of The Marketing InSecurity Podcast, Ken talks with Atri Chattejee of Forge Rock about how they helped their customers navigate the changes brought on by COVID19.