Security is another area where businesses need to get all employees involved instead of relying entirely on IT departments, according to Murphy. Instead of letting specialized teams handle every security need, the private equity firm is putting greater emphasis on educating its entire workforce and conducting tests to ensure best practices are followed from the outset, he said.
“People give the human side short shrift,” Murphy said. “If everybody just picked a harder password that would do more per dollar spent” than any other security solution. While security is often perceived to be part of a larger bureaucracy it has also been one of the easiest things to get people to buy into because of the well-publicized and devastating security lapses that have tormented some companies of late, he said.
Why startups need to meet and understand enterprise needs
Murphy and Boehme also offered some advice for startups who are trying to win deals in the enterprise. Understanding the customer’s pain points and special requirements is key to any partnership, according to Murphy. Too often startups will foist undue responsibilities on their customers and leave them to make connections between the problems they have and the technology being provided by a third-party vendor, he said.
“You know in the first two minutes of talking to somebody it’s a hit or a miss,” Boehme said. The power of storytelling is hugely important and “that’s an art that startups have to understand and learn,” he added. “Understand my business. Understand who I am and what I do.”
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