Patrick Flanagan

Cybersecurity, enterprise AI

[Patrick Flanagan @PatrickDTYS]

@thedealdirector Arctic Wolf's swag game is top notch.

[The Deal Director @thedealdirector]

Whatever you want to say, cybersec swag is a lot more creative than the rest of SaaS.

[Patrick Flanagan @PatrickDTYS]

@thedealdirector Forget MEDDPIC and BANT.

The only thing I need to know to forecast a deal is whether you've got a meme texting relationship with the buyer.

[Patrick Flanagan @PatrickDTYS]

@sammarelich People are on LinkedIn specifically for career growth. They want to hear about opportunities.

Approximately zero people want LinkedIn messages selling SaaS products to their company. I'm surprised more sellers don't position LI outreach as "GET PROMOTED by implementing us"

[Jen Abel @jjen_abel]

still cracks me up …

[Patrick Flanagan @PatrickDTYS]

Couldn’t agree more with this, especially regarding the commoditization of knowledge.

Huge opportunity for second/third order thinkers to win big. Huge downfall for those who dwell only in cliches and best practices.

[signüll @signulll]

deep research the kind of product that quietly rewires entire industries overnight. analysts, researchers, consultants—suddenly a lot of them are either redundant or scrambling to redefine their value. if something like this can be democratized for $200/month, the current knowledge work hierarchy collapses.

if anyone can access highly sophisticated insights & analysis instantly, then traditional notions of authority or credentialism in fields like finance or academia erode fast. gatekeepers lose relevance, & knowledge itself becomes hyper-commoditized.

[Patrick Flanagan @PatrickDTYS]

@thedealdirector Only one way: bring in the sales engineer and have him cleverly solve a problem while bonding over how they cut their teeth troubleshooting packet captures back in the day.

[Patrick Flanagan @PatrickDTYS]

@thedealdirector You need a short memory in this business. Review the tape like a football coach and consciously correct errors, but don’t dwell. Low confidence almost always = low performer in sales.

Top performers can self-review dispassionately.

[Patrick Flanagan @PatrickDTYS]

@roy_is_living @BowTiedCocoon Started a new role a few months ago and heads down… I will return to regular posting at some point!

[Patrick Flanagan @PatrickDTYS]

@sammarelich Elite sellers always outgrow the role. I've known a handful of these guys and they either start their own company or go the executive route.

[Patrick Flanagan @PatrickDTYS]

@BowTiedBull Private pilot here. Airlines are way cheaper when you factor in training, plane rental/ownership (maintenance), and keeping your skills current. Absolutely money pit.

But it’s a hell of a lot of fun.

[Patrick Flanagan @PatrickDTYS]

@thedealdirector Best thing about trade shows is meeting all your competitors’ account teams in one place. Size them up, get to know them, become friends with them. See who they’re talking to.

[Patrick Flanagan @PatrickDTYS]

@thedealdirector Will do that for sure. I think it’ll ultimately shake out to be a pool of highly technical overlay SE’s supporting a large number of reps.

Most standard deals will be able to be worked by reps alone with the support of AI for scoping/specs/answering tech questions.

[Patrick Flanagan @PatrickDTYS]

@WillieWheeler @BritishHodl This is absolutely great. I understand them a LOT better now. Thank you!

[Patrick Flanagan @PatrickDTYS]

@CryptoYGK @WillieWheeler @BritishHodl @saylor I listened to that live, and also to his interview with PBD. I either didn't understand his answer or I missed it. I'm sure there is a simple explanation but I haven't seen it in writing, which is slightly strange.