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Volume 341, Issue 1 · 2026-08-03 – 2026-08-09 · Popular →

Friday’s Briefing · August 14

Upcoming Event · Tue, Aug 18 · 12:00pm

Own Your Pipeline: Personal Marketing for IT Sales

Most reps depend on company marketing for the top of their funnel — lead flow, campaigns, and content built to priorities they didn't set and can't influence. When that engine stutters, they have no lever to pull. A personal newsletter is the most accessible independent channel a rep can build: your voice, your audience, your cadence, aimed precisely at your territory rather than the company's broad market. It complements marketing rather than competing with it, and self-sourced pipeline carries real internal credibility — the reputation of someone who makes their own weather. more →

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Own Your Pipeline: Personal Marketing for IT Sales

Upcoming Event · Tue, Aug 18 · 12:00pm

The Warmest Cold Open in Sales

Cold outreach fails because the recipient has no reason to believe you're worth their time, and no amount of subject-line optimization fixes a missing relationship. The durable answer is to stop being cold: "you may have seen my weekly newsletter" reframes you from stranger to known quantity, even for prospects who never read an issue. A visible, ongoing body of work answers the buyer's instinctive credibility check before you've said anything. Because the newsletter reaches your whole network continuously, that warming is ambient rather than engineered one prospect at a time. more →

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The Warmest Cold Open in Sales

Upcoming Event · Tue, Aug 18 · 12:00pm

Everyone Shows Up to Pitch. Almost No One Shows Up to Help

Reps like to differentiate on product, but buyers rarely experience that differentiation - features blur, and every platform claims to be AI-powered and enterprise-grade. What buyers remember is behavior: who was useful when there was nothing in it for them. In a market where every rep appears only to extract, consistently showing up to contribute is a contrast play that captures disproportionate attention. It stays effective precisely because it's rare - anyone can publish once, almost nobody publishes usefully every week for a year. more →

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Everyone Shows Up to Pitch. Almost No One Shows Up to Help

Upcoming Event · Tue, Aug 18 · 12:00pm

When AI Becomes an Insider: Rethinking Risk in Critical Infrastructure

In this 60-minute fireside chat, Dawn Haley, Senior Manager of Threat Intelligence & Investigations at Duke Energy, joins Scott Hooper, Enterprise Sales Director at DTEX, to share practical perspectives on how critical infrastructure organizations are adapting insider risk strategies as AI becomes more embedded into everyday work, security operations, and business workflows. more →

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When AI Becomes an Insider: Rethinking Risk in Critical Infrastructure (Aug. 18th)

Upcoming Event · Wed, Aug 26 · 12:00pm

A New Approach to Performance-Based Storage TCO

Join us as we introduce a new performance-based approach to storage TCO. Learn how factors such as workload completion time, CPU utilization, energy consumption, and effective capacity influence the true cost of storage. The session will include a demonstration of SNIA's new TCO tool and show how it can help organizations make more informed storage decisions. more →

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A New Approach to Performance-Based Storage TCO (Aug. 26th)

Upcoming Event · Wed, Sep 9 · 11:00am

Give Your AI Investigator a Complete Case File

This session reframes the classic cost-versus-fidelity trade-off for the agentic era. When an AI investigator hits a sampled-out span, a rolled-up metric that no longer holds the dimension it needs, or a retention wall just short of the pattern it's chasing, it doesn't error out. It reaches a confident, wrong conclusion and you find out one incident at a time. We'll unpack that quiet failure mode and give you a vendor-neutral way to audit your own pipeline before you hand an agent the case. more →

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Give Your AI Investigator a Complete Case File (Sept. 9th)