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Transformative Go-to-Market Executive with a proven track record of driving exponential growth through strategic partnerships and innovative ecosystem strategies in the cloud security sector.Key Achievements: • Revenue Transformation: Increased partner-fulfilled revenue from 15% to 73% in one year at Orca Security, while growing partner-sourced revenue from <1% to 25% during a period of 300% overall company growth. • Market Expansion: Generated 640+ net-new accounts through AWS partnership, creating $20M pipeline (10.43% of company's total) from a single program over 2 quarters, with $1M converted to sales in the same period. • Operational Efficiency: Reduced deal closure time by 65 days on average for partner-influenced deals, optimizing sales cycles and increasing efficiency. • Innovation Leadership: Founded two new market categories - Breach & Attack Simulation and Risk-Based Vulnerability Management. Authored and granted 4 patents in network security and data analysis. • Strategic Partnerships: Orchestrated partnerships with industry leaders, driving partner revenue to 75% of total company revenue. Achieved 80% CAGR for OEMs and 62% CAGR for MSSPs over three years, positioning the company for successful acquisition.Core Competencies: • Go-To-Market Strategy Execution • Strategic Alliances & Partnerships • Cloud Security Innovation • Cybersecurity Ecosystem Development • Product Strategy & Innovation • Cloud Marketplace Optimization • High-Performing Team Leadership • Partner Enablement & Program DevelopmentIndustry Recognition: • Secured the 2022 AWS Global Security Partner of the Year award • Featured in 'Network Security Assessment: From Vulnerability to Patch' and Snort Intrusion 2.0 and 2.1 for innovative security architecture contributionsPartner Testimonials • Gil Friedrich, CEO Avanan “Brian - you’ve been an amazing partner. We’ve enjoyed working with you personally, and your team as a whole. Your get-s**t-done capabilities are beyond any I’ve seen in my career. I’ll reach out via your personal email to hear your thoughts on your next steps+ would be very proud if I can offer any type of help.” • Jeff Spencer, Founder HYAS “Brian was instrumental with my choice to go with Lastline. We started biased toward another vendor, but work with Brian on our malware network telemetry requirements made us into big fans of Lastline. He was the reason we bought the Lastline solution.”
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Chief Solutions Officer (Cso)AccuknoxSan Carlos, Ca, Us
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Svp Of Partnership And StrategyLab 1 Apr 2024 - PresentLondon, GbLeading Lab 1's strategic initiatives, I drive the development and execution of a comprehensive growth strategy focusing on partnerships, market expansion, and team leadership. My role integrates cross-functional collaboration and keen market insights to steer innovative go-to-market strategies and technology integration, ensuring alignment with our broader company objectives and sustaining competitive advantage. -
Advisory Board MemberLab 1 Jan 2024 - Apr 2024London, GbLab 1’s AI analyses the full corpus of exposed data in near real-time. Providing assurance that you’ll know the unknown and can reduce the risk, cost, and anxiety associated with exposed data across entire supply chains.
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Advisory Board MemberRaven.Io Dec 2024 - PresentPalo Alto, California, Us -
Cloud Gtm Mentor And AdvisorPartner Insight Aug 2024 - PresentPalo Alto, Ca, Us -
Advisory Board MemberBwg Strategy Llc 2017 - PresentNew York Metropolitan Area, UsBWG Strategy is an independent executive network that organizes interactive roundtable discussions and CxO meetings, bringing together industry leaders to discuss key business trends, catalysts, and challenges. We host 1,000+ conference calls and in-person events per year, focused on topics within the Tech, Media, Telecom, Solar, Payments & Automotive ecosystems. BWG is an invite-only network comprised of an Advisory Board and over 75,000 senior professionals. -
Advisory Board MemberPicus Security Mar 2024 - Oct 2024San Francisco, California, Us -
Advisory Board MemberCygnvs Mar 2024 - Aug 2024Los Altos, California, Us -
Vice President Of Strategic AlliancesOrca Security Nov 2021 - Jan 2024Portland, Oregon, UsSpearheaded a dramatic shift towards a partner-driven model at Orca Security, boosting partner revenue from 15% to 73% in a single year. My strategic alliance programs fueled this growth, delivering a 580% CAGR in Cloud Alliance Program inbound opportunities, 542% CAGR in pipeline, and 542% CAGR in marketplace ARR within just three years. This translated to tripple digit net-new accounts, which was 11% of the company's total pipeline generation for 2023. Additionally, closed won deals closed 65 days faster on average. My performance was further validated by securing the coveted 2022 AWS Global Security Partner of the Year award, entry into a prestigious invite-only AWS GTM program, and 9 main stage mentions during re:Inforce and re:Invent. -
Business Development AdvisorCyren Jul 2020 - Nov 2021Mclean, Virginia, Us -
Vice President Of Business DevelopmentConstella Intelligence Jan 2021 - Oct 2021Redwood City, California, UsConstella Intelligence is a leading global Digital Risk Protection business that works in partnership with some of the world’s largest organizations to safeguard what matters most and defeat digital risk. Its solutions are broad, collaborative and scalable, powered by a unique combination of proprietary data, technology and human expertise—including the largest breach data collection on the planet, with over 100 billion attributes and 45 billion curated identity records spanning 125 countries and 53 languages.Handle all aspects of worldwide business development build, looking at developing new paths to market while managing existing OEM relationships. -
Business Development AdvisorAvanan Jul 2020 - Jan 2021New York, Ny, Us -
Svp Of Corporate Development & Strategic AlliancesLastline, Inc. Aug 2013 - Jun 2020San Mateo, California, UsAcquired by VMwareLed Lastline's dramatic transformation to a partner-driven revenue model as SVP of Corp Dev & Strategic Alliances (Aug 2013 - Jun 2020), followed by driving exponential growth as Chief Revenue Officer (Apr 2017 - Jan 2019).Spearheaded the creation and execution of the Technical Alliance Program, building a robust network of 60+ partners spanning OEMs, MSSPs, and SI partners. This strategic move not only shifted Lastline from a direct sales model to a channel-driven one but also propelled partner revenue to 59% of the company's total, achieving an 80% CAGR for OEMs and 62% CAGR for MSSPs in just three years.My leadership and strategic vision were instrumental in driving Lastline's successful shift to a partner-driven business model, delivering sustained and explosive revenue growth through the power of strategic alliances.Delivered exceptional performance as both an individual contributor and leader:• Exceeded all quarterly forecasts 100% of the time, growing OEM/MSSP bookings to 50-75% of overall company revenue.• Achieved top performer status, ranking as the #1 salesperson for seven consecutive years (2014-2020).• Developed impactful partner enablement programs that skyrocketed partner revenue by up to 4x.• Secured and managed contracts with top-tier companies like Agari, Akamai, Avanan, Barracuda, Forcepoint, IBM, Juniper, Mimecast, OpenText, Sophos, SonicWall, SecureWorks, Symantec, Splunk, Demisto, Watchguard, and others.• Nurtured and integrated valuable technology partnerships with Swimlane, Bit9, and Bluecoat (Symantec), significantly expanding Lastline's reach and capabilities. -
Chief Revenue OfficerLastline, Inc. 2017 - Jan 2019San Mateo, California, Us
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AdvisorBig Switch Networks Oct 2019 - Apr 2020Santa Clara, California, Us -
Official MemberForbes Business Development Council Dec 2017 - Jan 2020
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Advisory BoardGamecentric Media 2012 - 2015Focused on translating the addictiveness and methodologies found in hardcore video games into new marketing endeavors and technology solutions.Working with major film studios and networks to create interactive and marketing games for Discovery Networks, Eendemol, The Weinstein Company, Lions Gate, MGM, NBC, CW etc.Currently launching new AI system called Swayr that sorts through the overwhelming amount of metrics delivered from web, mobile and social applications and finds the value, and influential persons in those interactions.Also working on three, soon to be announced social based games. -
AdvisorHighcloud Security 2010 - 2014Company acquired by HyTrust. HighCloud has built a new platform for securing virtual machines wherever they reside - in the data center, in transit, running on remote systems and moving in and out of public and private clouds. We allow organizations to securely move their VMs and data to the public cloud and stay in control of them.
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Vp Marketing & Business DevelopmentAhnlab, Inc. Sep 2012 - Jun 2013Seongnam-Si, Gyeonggi-Do/Bundang-Gu, KrAhnLab Inc. (www.ahnlab.com) was founded in 1995. The company offers industry-leading security solutions and professional services. AhnLab secures and protects information from Internet-borne threats. AhnLab’s products and services support the most stringent security requirements of both businesses and consumers. I was brought on board to open the US Entity and lead the rest of world efforts. -
Transmedia ProducerThe Institute 2010 - 2012Los Angeles, Ca, UsFounded in 2001 by Partners Scott Gardenhour and Michael Bay, The Institute boasts an interdisciplinary team of creative thinkers who develop engaging and entertaining content for film, television, commercials, the web, apps, games, and beyond. Gardenhour and Bay’s extensive and award-winning experience has guided The Institute's creation of effective marketing & multi-media productions for brand leaders such as Audi, Nike, Hallmark, Burger King, Wal-Mart, Toshiba, Chase Bank, LG, AT&T. Our creative teams have produced and/or directed big screen blockbusters such as "Pearl Harbor," "Armageddon," "Coyote Ugly," "Jumper," "Transformers," and "Transformers: Revenge of the Fallen." In 2006, The Institute earned the coveted Emmy Award for "Required Reading," a groundbreaking long-format commercial produced for Hallmark.Leveraged my expertise in transmedia to drive creative innovation and secure funding at The Institute, a renowned content incubator (founded by Scott Gardenhour and Michael Bay) known for its interdisciplinary approach. I played a pivotal role in developing proposals, marketing plans, and game designs for film, television, and retail projects, igniting consumer engagement and fueling project success.Landmark achievement: Crafted a comprehensive social transmedia marketing program for film projects, which effectively resonated with audiences and played a key role in securing funding and distribution for the projects. These projects exemplify my ability to translate creative vision into actionable strategies that deliver impactful results. -
FounderAnzen Networks 2008 - 2012Despite heavy investments in multiple security technologies businesses of all sizes struggle to meet today’s complex set of operational and regulatory compliance requirements. Working with security product companies to increase their products time to value through strategic feature design and usability review.
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CeoHive Media Inc. 2008 - 2012UsFounded Hive Media to unlock the untapped potential of branded social games. Hive's innovative approach leveraged the existing fanbases and ardent loyalty of popular TV shows, films, and characters, unlike traditional social games that started from scratch. This strategic advantage provided immediate traction and a foundation for viral growth, revolutionizing the industry.Spearheaded the development of Hive's top project: a mobile social game for the hit TV show Deadliest Catch. This game harnessed the show's passionate fanbase, achieving notable success and showcasing the power of Hive's unique model. -
Founder / CsoRedseal Systems 2002 - 2008Menlo Park, California, Us#240 in Cybersecurity 500http://cybersecurityventures.com/cybersecurity-500-q22015/I founded and led RedSeal Systems as CEO/CSO (2004 - 2008), securing $31M in funding and driving the creation of a disruptive security software company.Prior to RedSeal: While exploring funding for my own product vision, I met Alain Mayer and Scot Malloy who shared a complementary focus on application security. Recognizing a powerful synergy, we merged our expertise and secured seed funding from Leapfrog Ventures to launch RedSeal.At RedSeal, I spearheaded:• Product Strategy & Design: Defined innovative features like adaptive risk algorithms, threat reference library, and intuitive data visualization, later lauded in industry publications.• Business Development: Built a robust customer base including marquee users like Cisco, Stanford Hospital, and Barclays, and established key partnerships with consultants like KPMG and Protiviti.• Fundraising: Secured two additional rounds of funding from renowned VCs like Venrock and Sutter Hill Ventures, totaling $17.5M, enabling sustained growth.• Technical Expertise: Authored multiple patents on security analytics and data visualization, showcasing my deep technical understanding.Impact:• Market disruption: Established RedSeal as a pioneer in application security, influencing industry standards and shaping the evolving landscape.• Customer success: Delivered tangible value to leading organizations, earning their trust and driving widespread adoption.• Investor confidence: Successfully navigated multiple funding rounds, securing backing from top-tier VCs through compelling vision and proven execution. -
Founder & CeoBlade Software 2002 - 2004Bootstrapped First Breach & Attack Simulation Product as CEO of Blade Software (2002-2004)In 2002, I established Blade Software, pioneering the revolutionary concept of breach & attack simulation. With no VC funding and a lean team of four, I achieved remarkable success, exceeding $1 million in sales within the first year.As CEO, I wore many hats, leading all aspects of the business from product design and attack development to sales and cash flow management. This unique experience honed my skills in:• Product Vision and Execution: Developed and delivered the industry's first breach & attack simulation solution, earning recognition in publications like Snort Intrusion 2.0 and 2.1.• Business Development and Sales: Secured partnerships with vendors like Cisco and NSS Labs, and landed marquee end users like the US Air Force, Goldman Sachs, and Reuters.• Resourcefulness and Agility: Built and delivered value with a small team, navigating limited resources to maximize impact.My leadership at Blade Software not only established the company as a trailblazer in the market but also ignited the entire breach & attack simulation industry, which today boasts numerous well-funded players.
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Product ManagementInternet Security Systems (Iss) 1998 - 2002Armonk, New York, Ny, Us
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Frequently Asked Questions about Brian Laing
What company does Brian Laing work for?
Brian Laing works for Accuknox
What is Brian Laing's role at the current company?
Brian Laing's current role is Chief Solutions Officer (CSO).
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Brian Laing has interest in Cooking, Collecting Antiques, Investing, Outdoors, Electronics, Home Improvement, Reading, Crafts, Gourmet Cooking, Music.
What skills is Brian Laing known for?
Brian Laing has skills like Start Ups, Cloud Computing, Network Security, Entrepreneurship, Security, Computer Security, Product Management, Social Games, Information Security, Saas, Strategy, Mobile Devices.
Who are Brian Laing's colleagues?
Brian Laing's colleagues are Aditya Gupta, Rakesh T, Ved Priya, Mrinal Thakur, Ashok M, Sree Priyadharshini, Dinesh Kumar.
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