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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

Be Seen as an Advisor, Not Just Another Vendor

Ask any enterprise IT buyer how they feel about salespeople and you'll get a tired sigh. It's not personal. It's the accumulated weight of a thousand cold emails, a hundred "quick calls," and an inbox full of reps who all somehow have "a solution that's perfect for your exact challenges" despite never having spoken to them. To the average buyer, the word *vendor* has come to mean *someone who wants my money*. more →

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Be Seen as an Advisor, Not Just Another Vendor

Upcoming Event · Wed, Sep 2 · 9:00am

Mainframe Data Recovery in Uncertain Times

Join experts from BMC and AWS for a one-hour webinar on how to address this risk directly - enabling automated, immutable disaster recovery for mainframe environments on AWS, with the speed, reliability, and security modern DR demands. Because continuity isn't defined by uptime - it's defined by recoverability and usability. more →

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Mainframe Data Recovery in Uncertain Times (Sept. 2nd)

Upcoming Event · Thu, Aug 20 · 1:00pm

0-Day to 10x Discovery: Security at the Speed of Mythos

This session covers why faster discovery alone doesn't solve the problem - your triage, remediation, and deployment capacity haven't scaled to match - and shares a five-step framework (Understand Exposure, Prioritize, Remediate, Protect Production, Verify) for building a security program that can keep pace, including a real-world example of a financial services company that cut patch cycle time from 5 days to under 2 hours. more →

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0-Day to 10x Discovery: Security at the Speed of Mythos (Aug. 20th)

Upcoming Event · Tue, Aug 18 · 1:00pm

Modernizing Manufacturing: How to Move from Legacy Infrastructure to Cloud-Ready Operations

In this session, Softchoice and AWS will share practical strategies for manufacturers looking to modernize at their own pace, connect operational and IT data for smarter decision-making, and build a scalable cloud foundation that drives real business outcomes. Whether you're just beginning your modernization journey or looking to accelerate it, you'll leave with a clear framework for moving forward. more →

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Modernizing Manufacturing: How to Move from Legacy Infrastructure to Cloud-Ready Operations (Aug. 18th)

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

Consistency Is a Sales Skill — and Your Newsletter Proves It

Buyers choosing a vendor are betting on a multi-year relationship, and the trait they most want to verify is reliability — so they read your present behavior as a preview of how you'll act once they've signed. Most of a rep's diligence is invisible, but a newsletter arriving every week is consistency made public and timestamped, demonstrating follow-through rather than claiming it. The trap is symmetrical: a newsletter that launches loudly and fades proves the opposite. The answer is making consistency structural instead of dependent on willpower that a brutal quarter will beat. more →

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Consistency Is a Sales Skill — and Your Newsletter Proves It

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 · 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