Misha SobolevYour ABM Playbook + CISO Virtual Executive Briefing = $$$The traditional ABM playbook is intended to orchestrate the plays — actions, content, outreach by various departments of a company in…Mar 21, 2023Mar 21, 2023
Misha SobolevYour Ultimate RSA’23 Survival GuideRSA 2023 is only a few short weeks away and it is time to get ready. Last three RSA conferences felt like “Everything Everywhere All At…Mar 6, 2023Mar 6, 2023
Misha SobolevOne Problem With ABM PlaybooksMost of us believe in ICP and ABM — that in this world there are certain accounts, usually a subset of your Total Addressable Market, that…Mar 1, 2023Mar 1, 2023
Misha SobolevHow to Engage CISOs Who Don’t Return Your Calls?TL;DR — 90% of CISOs who fit your ICP profile are likely upstream in their customer journey and therefore are not actively looking for…Feb 21, 2023Feb 21, 2023
Misha SobolevFinally: A Top of Funnel Demand Generation Program for Cybersecurity Vendors with Clear…For B2B marketers in general and cybersecurity marketers in particular focusing on the bottom of the funnel makes a lot of sense…Feb 13, 2023Feb 13, 2023
Misha SobolevGenerating Intent: How to Engage 90% of CISOs Who Don’t Want to Buy Your Product TodayAfter interviewing dozens of CISOs and dozens of CMOs and VPs of Sales of cybersecurity vendors, here’s what we learned:Feb 8, 2023Feb 8, 2023
Misha SobolevCISOs’ Pet Peeves With Cybersecurity VendorsAphinia (www.aphinia.com) interviewed 100+ CISOs over two years and these are the top 10 vendor-related pet peeves:Feb 3, 2023Feb 3, 2023
Misha SobolevAfter 475+ Virtual Executive Briefings With CISOs Here Are Top 10 Lessons That We LearnedOver the last 2.5 years Aphinia facilitated 475+ one-on-one Virtual Executive Briefings between 1,500+ CISOs in our community and subject…Jan 30, 2023Jan 30, 2023
Misha Sobolev“Virtual Executive Briefings” — the Missing Piece in Your ABM Playbook.=> Fact #1:Jan 21, 2023Jan 21, 2023
Misha SobolevWhy Isn’t Your ABM Playbook Performing?.. Because 90% of Your Prospects Don’t Want to Play (Yet).So your organization adopted an Account Based Marketing strategy.Jan 17, 2023Jan 17, 2023