I had a call w/ @WeldPond early in Distancing RE: how security spending would change. We should have written it down… Has anyone?

E.g. Lots of cash flow sensitive start-ups will wither

Primary split: Compliance Mandated Spend vs Discretionary (all else)

E.g. Direct Sales heavy models will stumble… Self-Service Consumption will thrive….

(aka: no steak dinner shmoosing for a while)

E.g. more likely to cancel any Net-New projects… but will be harder to “eliminate” things baked into Contracts or SOC II

E.g. Flexible re-contracting will serve vendors well… heavily discount “now" for committed extension/expansion “later"

E.g. Staffs have been (& will be) cut - so talent heavy tech isn’t super likely right now. Talent scaling on the other hand…

E.g. Orgs who WERE allergic to work-from-home will struggle - a lot // those who embraced it will fare better.