Brian Laing’s Post

🔒 Cyber Incidents: It’s not “if” but “when”... Are you prepared? In today's rapidly evolving threat landscape, being prepared is the difference between a quick recovery and long-term damage. 🛡️ Join Stefan Prinz from KPMG and Robin Brattel as they dive deep into the incident lifecycle — from what could happen, to what is happening, to what did happen. 🎯 In this 40-minute webinar, you’ll learn: - The critical steps CISOs should take to protect their organization before an incident strikes. - Why cyber incidents are a marathon, not a sprint — and how to manage your leadership’s expectations. - Real-world insights into incident volumes and the growing sophistication of cyber attackers, including AI-driven threats. 👨💻 Whether you're managing incident response or strengthening your defense strategy, this session provides actionable insights to help you stay ahead of the next threat. https://lnkd.in/gGwHq3ms #cybersecurity #incidentresponse #CISO #threatintelligence #datasecurity #ransomware #businesscontinuity

Delighted to welcome Brian Laing, SVP of Partnership & Strategy at Lab 1, among incredible 🥇Mentors of our Cloud GTM Leader course. His key advice: leverage Bottom-up Engagement, implement a Shared Responsibility Model, and use Responsiveness as an accelerant. Brian brings over 20 years of VP and C-level experience, during which he’s developed innovative go-to-market strategies across various partnership models, including cloud, tech alliances, VARs, MSSPs, and SI/GSIs. Recently at Orca Security, Brian led a remarkable success in cloud alliances, driving a company-wide shift towards partner-driven GTM. His strategic alliance program boosted partner revenue from 15% to 73% in just one year, achieving >5X #growth CAGR across all KPIs within three years. 3 insights from Brian's journey: 🎯 Bottom-up engagement is the secret weapon for cloud marketplace traction "I'm going to recommend that you actually do the bottom up. That's where I've historically had more success, not just with the #cloud providers, but also partners in general." This approach flips the script on the typical top-down strategy used in cloud #partnerships. By building relationships with individual sales and marketing reps, companies can unlock exponentially greater traction in Cloud GTM. For Alliance leaders who want to build a co-sell motion it's a call to action to get hands-on with your and cloud sales reps. You're probably thinking "this may be reasonable, but our alliance team is small - how do we do that?" 📊 Shared responsibility model: A force multiplier for lean alliance teams "I like to focus on a shared responsibility model. Alliance teams tend to be small. When you're dealing with somebody like Amazon who's massive, you can't possibly touch everybody." - explains Brian Brian emphasizes that successful Cloud GTM requires active involvement from the Alliance team, Exec Sponsors, Sales Leadership, and company AEs. By distributing partnership responsibilities across the organization, alliance leaders can expand their reach and impact without expanding their team. It's about leveraging the entire organization to drive partnership success. Meanwhile, the Alliance team should drive prioritization and division of responsibilities, focusing on formulating strategy, recruiting partners, building relationships, and ensuring partner enablement. 🤝 Responsiveness: The overlooked accelerant in Cloud GTM velocity "I like to tell my team, be responsive. Even if you don't have the answer, at least respond and tell the people the answer you have. I know it seems small, but it can be a big help." In the high-stakes cloud partnerships, responsiveness can be a surprisingly strong differentiator. Quick communication can build trust and momentum, potentially even outweighing more traditional factors like pricing or brand that competitors might have. 👍 Follow for more insights from Brian and our course Cloud GTM Leader course: https://lnkd.in/edUa-qm2