Molto.

At Molto, we build content and automation systems that give your business more authority, visibility, and pipeline, without burning time and cash on marketing and branding that doesn’t scale.

Our 3 core pillars are:

Content that sells → founder-led, story-driven, and built to attract clients.
Authority positioning → making you the obvious choice in your market.
Automation workflows → AI-powered systems that free up hours each week and keep growth compounding.

The result = More inbound opportunities. More revenue. More time back to focus on what matters.

Founder

The Blueprint

Founder & Creator

ISTARI

Ambassador

SASIG Events

CISO Support Partner

Intaso

I collaborate closely with senior leadership, Execs, C-Suite & Directors, serving as a trusted advisor & business enabler. Through my expertise and advocacy, I ensure that our organisation remains at the forefront of industry trends and best practices, delivering robust and innovative talent solutions to our clients.

I am a huge CISO advocate, championing the importance of an Exec level position within Cyber Security and working diligently to change the narrative and thought process of business leaders around the world.

Director

At Intaso we are firm believers that not every business has the same Cyber/ Information Security talent shortages and demands a bespoke offering. Having vast expertise of executive search, in-house, team-build, contingent and consultancy experience we are privileged to have the expertise to offer a complete set of innovative talent solutions tailored to every organisation no matter what the maturity.

We pride ourselves on having a deep industry expertise, an honest personal approach, technical training, extensive networks and the softer skills to make intelligent matches on behalf of our loyal client base.

Associate Director

Alliance Media Group (AMG)

Strategic Partner - CISO Alliances UK

CAPSLOCK

Mentor - Career Advisor in Cyber Security

Austin Fraser

Senior Recruitment Consultant

Recruitment Consultant 

Trainee Recruitment Consultant

Most companies don’t have a content problem.

They have a growth problem: no time, no systems, and no visibility.

At Molto, we solve that.

We build growth engines that give businesses authority in their market and a pipeline that compounds over time.

Our approach combines:

Content that sells (not just “engages”).
Authority positioning that makes you the obvious choice.
Automation workflows that create repeatable system.

The result looks something like this: 

More inbound opportunities
More trust in your market
More time back to focus 
More money saved. 

We’ve worked with leaders across cybersecurity, SaaS, and consulting, from early-stage firms to scale-ups all with the same mission: make growth inevitable.

If you’re building something ambitious and don’t want to chase clients, let’s talk.

Email: joe@molto.digital

Joe Head

Cybersecurity Sage | Speaker, Tech <-> Business Translator, Strategy, GTM, Product, Consulting & MSS

I'm technically skilled with a business mindset. Well over 20 years in cybersecurity &amp; IT. Most of that spent in consulting and managed security services (MSSP/MDR). I’ve worked or led most parts of that business from service delivery, product management, operations, technical sales / pre-sales (SA/SE), channel, advisory, product marketing, innovation, GTM, and strategy and held multiple C Level positions. I've worked with Enterprise/F500, Mid-market, small business, across most industries.There is a big picture and I help you see it. You’ll connect the dots from the aspects you’ve thought of to the one’s you haven’t considered yet. I speak multiple languages: the 1’s &amp; 0’s of technology, the structure of compliance and regulations, the dreariness of contracts and PMO, the #’s finance is tracking, the pipeline sales is chasing, the pretty images marketing wants, the fancy words and hooks the SDR uses, the pain of clients and security leaders. I am an interpreter for the key business areas: sales, ops, marketing, product/service. I help them all function and grow together.   I have: • built &amp; ran multiple pre-sales (SE/SA) orgs• managed and grown the channel (including OEM partnerships)• been an advisor to CxOs helping solve their most complex problems• built &amp; executed multiple GTM strategies• owned &amp; delivered sale enablement of direct and channel sellers• created industry recognized content &amp; thought leadership• presented on stages big &amp; small, talking tech, business, career, GTM &amp; more• built new service offerings and practice areas• helped scale businesses to the "next level" • assessed &amp; advised start-ups, MSP/MSSPs to help grow their business• advised AI first companies on GTM• content &amp; thought leadership on AI &amp; cybersecurityReach out if your firm is in need of improving and growing. www.wilklu.me or DM

William Klusovsky

The board won’t fund cyber brilliance.
They fund what they understand.

Because when security works, nothing happens. When it fails, you make headlines.
Security should be boring
But leadership needs to know the value...

🧙🏼‍♂️Here's how you translating cyber-speak into money-speak and win their hearts and minds:

❌ "We blocked 4 million attacks"
✅ "We prevented $2M in revenue disruption"

❌ "We're patching critical CVEs"
✅ "We closed risks to that could stop operations"

❌ "We completed our pentesting"
✅ "We validated our defense against real world scenarios"

❌ "We're adding more to disaster recovery"
✅ "We've improved our ability to recover operations for an outage or breach"

❌ "We added threat intelligence"
✅ "We are focusing our efforts on our mostly likely weaknesses and using data from our industry"

❌ "We completed a risk assessment"
✅ "We identify risks that could cause $2M / day losses and have a plan to reduce that"

❌ "We maintain compliance"
✅ "We're able to work in regulated markets and have advantages to win"

❌ "We deployed MFA"
✅ "We've reduce the chance of someones account being taken impacting operations"

❌ "We need more budget for tools"
✅ "We have $1M / day risk that can be protected from a one time $250k investment"

❌ "We need security monitoring"
✅ "Without visibility we won't know if our operations are impacted until it happens"

❌ "We completed our IR Tabletop"
✅ "We tested out plans for resilience, and found ways to improve our business recovery"

❌ "Phishing fail rates are at 15%"
✅ "Most of our staff are trained to not expose data, we have plans to train the remaining few"

The formula that works:
Technical skills build the defense
Business language gets the budget
🎯 Use both to win

💬 Which translation helped you most?

🔄 Share this to keep cyber budgets going
📲 Follow Wil Klusovsky for wisdom on cyber & tech leadership

Wil Klusovsky

Hire me to level up sales & marketing | Public Speaker | Host of The Keyboard Samurai Podcast

"Cyber is IT's problem"
That's the most expensive phrase in business.

Why? Because every time I hear a CEO say this, I know exactly what's coming next:
→ The urgent board meeting
→ The press release draft
→ The market cap freefall
→ The leadership "restructuring"

I've sat in both chairs:
Security Leader, watching business leaders delegate their survival to IT.
Consulting Leader, seeing how fast "technical issues" become business extinction events.

Here's what every executive needs to understand:
Cybersecurity isn't an IT problem wearing a business hat.
It's a business problem that happens to wear a tech shirt.

Think IT isolation is safe? Consider this:
→ Incidents = 200+ days to find & ~7 mths to recover 
↳ That's a long time to have reduced revenue
→ Compliance fails can keep you from entire markets
↳ Your best prospects are asking harder cyber questions

When cyber lives in an IT silo, business context dies.
Risk decisions get made without revenue impact analysis.
Security budgets compete against "real" business investments.
Your sales team finds out about security gaps when prospects do.

The companies crushing it treat cyber as a business function:

→ CISO reports to CEO, COO, not CIO, CTO
→ Security metrics tied directly to business outcomes
→ Revenue teams understand your risk posture
→ Board conversations focus on business impact, not technical jargon
→ Investment decisions consider both growth and protection

Here's how to get business leaders on board:

1. Translate Tech to Money 💰
→ Don't say "patch management is behind"
→ Say "we have $3.2M in revenue at risk from preventable system vulnerabilities"

2. Connect to Growth Goals 📈
→ Don't say "we need a GRC tool"
→ Say "this will reduce security questionnaire response time from 2 weeks to 2 days, accelerating deal closure"

3. Use Competitor Intelligence 🎯
→ Don't say "our security posture is weak"
→ Say "3 competitors just earned compliance certs we can't win against"

4. Focus on Revenue Protection 💵
→ Don't say "our incident response is immature"
→ Say "average breach costs 24 days of downtime - that's $X in lost revenue for us"

5. Speak Their Language 🤝
→ Skip the tech jargon
→ Use terms from their quarterly earnings calls
→ Frame security as market differentiation

Your CISO should be your secret weapon for growth.
Your security team should be revenue enablers.

Stop treating security as a cost center.
Start using it as your competitive edge.

💬What's the biggest risk to business today? ⤵️

🔄 Repost if if cybersecurity is a business conversation
📲 Follow Wil Klusovsky for wisdom on cyber & tech business

Every vendor increases your chance of a breach.
Most teams write it off as noise.

Don't ignore your biggest threat...

All of them!... partners, vendors, supply chain, whatever you call them, all create risk for your business. 

From your cloud provider to your office cleaning service.
They all have some level of impact to your company.

🧠Third party risk management (TPRM) helps you reduce that risk.

❌ But it's not a one size fits all situation. 
✅ You have to "do it right."

Here's where many programs fail:
→ No clear intake process
→ Living in spreadsheet hell
→ Treating all vendors the same (wasting resources)
→ Missing the creep of "safe" vendors becoming risky ones

Sound familiar? You're not alone. 
61% of organizations experienced a third-party data breach or security incident last year (Prevalent)

❌ Stop using a chainsaw to cut the cake...

Tiering your TPRM reduces the effort on you and the risk.

Here's your 4-step playbook to build a tiered TPRM that wins:

1. Inventory: Build your single source of truth
→ Centralize vendor data
→ Map owners and functions
→ Track renewal dates

2. Classify: Create risk-based tiers
→ Data access levels
→ Operational impact
→ System integration depth

3. Align Controls: Match effort to risk
→ Full review for critical vendors
→ Lightweight for moderate risk
→ Basic intake for low impact

4. Automate: Scale with confidence
→ Set tier-based monitoring
→ Alert on scope changes
→ Track remediation progress

It's fairly simple and will have a big impact. 

Save my cheatsheet below, and go build your program. 

💬 What's your vendor horror story? 👇🏼

🔄 Repost to reduce risk of vendor breaches
📲 Follow Wil Klusovsky for wisdom on cyber & tech business

209 days to patch.
5 days to exploit.

The average time to patch critical vulnerabilities is 209 days, while attackers typically exploit them within 5 days. [Verizon DBIR 2025]

Surprised? I'm not.

🧙🏼‍♂️ Most vulnerability management programs are failing. They're drowning in scan data, "critical" threats, and hemorrhaging resources on low-priority fixes.

Your security teams are exhausted. Your infra team is frustrated. And Ops wants to launch 3 new untested 3rd party integrations tomorrow. 

Here's a strategic framework that builds effective vulnerability management programs 

Start with Governance
→Charter your program with clear scope
→Build a cross-functional steering group
→Define risk-based SLAs (not just CVSS)

Implement Smart Prioritization
→Asset criticality + Exploitability + Threat Context
→Use CISA KEV and EPSS scores
→Factor in business impact

Automate the Boring Stuff
→Centralize findings from all sources
→Auto-enrich with threat intel
→Integration-driven remediation workflows

💾 Save the cheatsheet below and get your VM program moving

🔄 Share if you're ready to level up your vulnerability management
📲 Follow Wil Klusovsky for wisdom on cyber & tech business

Companies waste $11,000 per employee forcing them into offices... 
Here's the behind the scenes details on remote work

🧙🏼‍♂️ With 15+ years of consulting, here's the truth about remote work that most "return to office" people won't admit:

→ Your best talent will quit over commutes
→ Innovation happens in minds, not buildings
→ That $11K? It could be investing in your people

The truth about remote work...

🧠 Mental Health Wins:
• Actually see your family
• No soul-crushing commute
• Work when you're most productive
(Your 10pm genius is still genius)

💼 Business Benefits:
• Talent pool becomes the entire planet
• Lower overhead costs
• Higher retention rates
• More diverse teams, and diverse teams innovate!

🎯 The Secret Sauce:
→ Clear deliverables
→ Trust your people
→ Focus on outcomes
→ Be available when needed

After consulting with Fortune 100s to SMBs for over 15 years here's what I know ⬇️

💣 No one ever said "This failed because Linda worked from home"

But they have said:
➡️ "We lost our best people because of the commute"
➡️ "We are not getting enough qualified applicants"

The future isn't about WHERE you work
It's about the IMPACT you deliver

(And sometimes, that impact comes with a view 😎)

Do you thrive in remote work? 👇

🔄 Share if you believe in results over location
📲 Follow Wil Klusovsky for wisdom on cyber & tech business

Hiring one marketer for everything
is the most expensive shortcut in tech.

Here's why this is a bad idea:

🧙🏼‍♂️Companies treat marketing like it's one job. It's not. 
It's as diverse as engineering, with specialized roles that require different skills, tools, and expertise.

🔥The Reality Check:
→ Product marketing = technical understanding
→ Content marketing = storytelling and design
→ Digital marketing = analytics & paid media skills
→ Event marketing = logistics & relationship building
→ Social media = constant engagement & brand voice

One person trying to do it all? 🤡
That's a recipe for burnout and mediocre results.

🧠 Smart Solutions
1. Start with what moves the needle
→ Focus on channels where your audience actually is
→ Skip trendy tactics if they don't serve your goals

2. Build incrementally
→ Begin with core functions that drive revenue
→ Add specialists as you scale
→ Consider fractional experts for specific needs

3. Leverage internal expertise
→ Your tech teams are content kickstarters
→ Product managers know their market
→ Engineers can validate technical content

4. Choose partners wisely
→ Tech is different, generic agencies often fail
→ Look for those with industry experience
→ They still need management just like an internal team

💡 You wouldn't expect one engineer to build, test, and maintain your entire tech stack. Don't expect one marketer to run your entire marketing function.

💬Tell me your marketing horror story? ⬇️

🔄 Repost to give those 1-person teams a break
📲 Follow Wil Klusovsky for wisdom on cyber & tech GTM

AI’s real danger isn’t power.
It’s the lack of guardrails.

Everyone's talking about the dream:
→ 40% productivity gains
→ Automated everything
→ Innovation at light speed
→ Competitive advantage overnight
→ Cost savings in every department
→ Seamless integration everywhere

The reality nobody mentions:

→ Models trained on your sensitive data
→ Compliance frameworks built for 2005
→ Third-party AI tools with black box algorithms
→ Data residency requirements getting violated daily
→ Risk assessments that don't cover machine learning
→ Audit trails that end at "AI processed this"
→ Vendors who can't explain how their models work

The companies rushing fastest to deploy?
They're creating tomorrow's headlines.

Your AI strategy isn't just about capability.
It's about liability.

Every prompt is a potential compliance violation.
Every model is a new attack surface.
Every integration is an audit waiting to happen.

🧙🏼‍♂️AI the right way:
1. Understand business use
2. Define uses and goverance around them
3. Build & update policy
4. Train on policy and AI use
5. GOVERNANACE!

💬What's the scariest AI blind spot?⤵️

🔄Repost to prevent teach others AI risk
📲Follow Wil Klusovsky for wisdom on cyber & tech business

Follow for content on Cyber & Tech | Public Speaker | Host of The Keyboard Samurai Podcast

Your reputation is shaped by words you’ll never hear.


🧠Reputation has been on my mind a lot lately, 

Your reputation, it defines you
What people see is what is real
Perception is reality

🧙🏼‍♂️So consider it in all that you do. 
Here's a few things that hit me lately, wanted to share: 

1️⃣ Respect Others' Time
→ Show up prepared and on time
→ Value their time as much as your own

Arrive 5 minutes early to every meeting with a clear agenda. Running late? Text and update.

2️⃣ Communicate Honestly
→ Give direct feedback, even when it's uncomfortable
→ People trust those who tell them the truth

When a colleague's presentation isn't great, have the difficult conversation: "This needs work before we can present it. Let's figure out how to get it there."

3️⃣ Show Up When It Counts
→ Be present for the moments that matter most
→ Your presence speaks louder than words

When a team member's overwhelmed with a deadline, you take a working lunch and help them finish on time. 

4️⃣ Give Credit Where It's Due
→ Don't take credit for team wins 
→ Highlight others' contributions publicly

In the board meeting: "This success was driven by Sarah's innovative approach and Mike's execution. They made this possible."

5️⃣ Own Your Mistakes Publicly
→ Take responsibility when things go wrong
→ Don't blame others or make excuses

You miss a deadline. Own the delay, explain what went wrong, and your plan to prevent it happening again. 

6️⃣ Guard Confidential Information
→ Be the person others can trust with information
→ Never repeat what you shouldn't

A colleague shares their job search with you in confidence. That information stays with you, regardless of who asks.

7️⃣ Follow Through on Every Promise
→ If you can't deliver, communicate that quickly
→ Be clear on your commitment, not vague

You promise to introduce two contacts by next week. Make the introductions.

8️⃣ Treat Everyone with Equal Respect
→ Your character shows in how you treat people who can't help you
→ Status shouldn't change your behavior

You're equally genuine with the CEO and the security guard. 

9️⃣ Have People's Backs When It Matters
→ Show the full story to those focused on one chapter
→ Stand up for others when they're not present

Someone criticizes your team member's work in a meeting. You step in and defend.

🔟 Keep Your Word, No Matter How Small
→ When you commit, you follow through
→ Small promises matter as much as big ones

You tell a junior colleague you'll review their proposal by Friday. Do it.

1️⃣1️⃣ Handle Success and Failure with Grace
→ Stay humble in victory
→ Stay professional in defeat

When your proposal wins a big contract, thank the team and competitors. When there is a loss don't start blaming others. 

🧙🏼‍♂️Your reputation takes year to build.
Seconds to destroy.

💬 Which of these hits hardest for you?⤵️

🔄 Repost if reputation matters to you
📲 Follow Wil Klusovsky for wisdom on cyber & tech business

Who am I and why do you care? 

This is a phrase I use a lot... So let's answer it

I'm not new to Linkedin but I may be "new to you." I've been on here "forever" but didn't realize till ~2020 how important it was, and how important it is to build, nurture & engage with your network. 

So I made an effort since then to give as much as I can, help as much as I can for myself and others... 

So I share what I know & think, and try to make actual connections (I really do have lots of "virtual coffees" many of you know that, I like to get to know people. 

So who am I am: 
🧙🏼‍♂️Cyber Sage, The Interpreter, Wil Klu I go by many names

What do I do: 
💻 Cyber & Tech Business Content
🎙️Podcast Host The Keyboard Samurai Podcast 
💰Revenue & Growth Officer for Appalachia Technologies, LLC
🧠 Advisor to tech firms & CxOs, Founders 
🐉 Dungeon Master who mains Rogue when I get to be a player
👨🏼‍🎨 A Creative in a technical field 

I talk about the business of tech, I came up from the 1s & 0s of the industry to become a leader and learned the importance of translating & interpreting across disciplines.  

I speak to the "4 Pillars of Business" 
Tech -> Marketing -> Sales -> Ops. 

Why do you care? my experience spans: 
☑ Go To Market Strategy & Execution
☑ Public Speaking
☑ Cybersecurity & IT consulting 
☑ Content creation
☑ CISO & Field CISO work
☑ Marketing & Product Marketing
☑ Sales Operations
☑ Sales enablement
☑ Innovation/R&D new service offering dev
☑ GRC programs
☑ CISO/CIO/CTO Advisory
☑ Product Management
☑ Project Management Offices teams & process 
☑ Pre-sales / solution architects / solution engineering 
☑ Channel sales programs 
☑ Enterprise -> SMB
probably a few others I didn't list...it's been 26 years so there's a lot there LOL 

I'm a US Marine Veteran (Afghanistan '01), spent some time with retailers before getting into consulting & managed security services (MSSP)... where I spent most of my career... advising & helping leaders manage risk. 

I'm a father, a husband and an English Bulldog 🐶 owner. 
I like memes, and I either don't take things seriously enough or take them too seriously 🤷🏽

📲 Follow me for a balance of cyber & tech business, GTM, sales & marketing, and humor. 

📰 Subscribe to my newsletter for my helpful thoughts direct to your inbox: https://lnkd.in/eke23uZA 

💬Say Hi in the comments, tell a funny story about how we met or whatever⤵️

Appreciate you.

When no one knows how to solve it,
They say one thing: "Go ask Wil."

🧙🏼‍♂️That's how I became the Cyber Sage... I realized I was just the person everyone came to when they needed an answer to something no one else knew.... 

So, Everyone keeps saying they want a 🦄...here I am.... hire me #opentowork. 

🔥It's time for a new full time role! 

For 20+ years I’ve been the person founders, CEOs, CISOs, and CTOs alike call when they need someone who can see across the entire business... not just a single silo.

I’m “The Interpreter.”
I translate between Sales, Marketing, Ops, and Product/Service so the whole machine works better, faster, and with more clarity.

A Sample of what I've done (and can do again):
✔ Built multiple pre-sales organizations from scratch: going from 0 → 10+ consultants and launching one of the first “field CISO” advisory teams.

✔ Created new service offerings (vCISO, GRC, OT/IoT, CMMC, Strategic Advisory) that opened new markets and generated real pipeline.

✔ Led GTM & co-sell motions with major OEMs: Microsoft, Palo Alto, Tanium, Tenable, Sumo Logic, some legacy tech...Telco, Service partners, and more.

✔ Transformed revenue engines from transactional selling to consultative, trust-based selling = better qualification, stronger discovery, cleaner forecasting, and faster deal cycles.

✔ Built & matured teams (Sales, Pre-Sales, GTM, Product, Channel, SE/CS enablement) where none existed before.

✔ Served as trusted advisor in board-level discussions, roadmap planning, architecture decisions, and executive workshops.

When you bring me in, you get someone who can:
→ Accelerate sales
→ Strengthen GTM execution
→ Increase demand & pipeline
→ Build trust with prospects early
→ Create clarity where teams are stuck
→ Turn technical depth into business value
→ Reduce friction across the revenue engine
→ Elevate your brand on stage, in media, and in the market

I’ve led across:
✔ GTM
✔ Pre-Sales / Technical Sales
✔ Revenue / Sales
✔ Cybersecurity 
✔ Consulting
✔ Strategy
✔ Innovation & New Offering Development
✔ Channel & Partnerships
✔ Sales, SE, CS & Partner Enablement
✔ Evangelism & Storytelling
✔ Managed Services

But titles aside… the real value is this:
I make your entire business better, not just one department.
If you need someone who can unify teams, simplify complexity, and drive revenue through clarity, trust, and great storytelling, let's talk.

📍 Remote w/ Travel (15+ years remote), hybrid OK
🤝 Introductions welcome
📩 DM me if you see a fit or know someone who should meet me
🔁 Reposts appreciated, the right leader might see this because of you

Let’s build something worth talking about.
📲 Follow Wil Klusovsky for wisdom on cyber & tech business

Your B2B firm has a talent gap you can’t see. 
Here’s the role that closes it.

🧙🏼‍♂️ Meet "The Interpreter" - the most undervalued position in B2B tech.

This person bridges your four pillars: Sales, Marketing, Product/Service, and Operations.
This isn't just helpful. It's mission critical.

You are the bridge when:
→ Marketing needs details... they extract them from product/delivery
→ Sales can't explain a feature... they translate it to outcomes  
→ Client has a business problem... they break it down for the techies

Here's what most companies miss.

𝗪𝗜𝗧𝗛𝗢𝗨𝗧 𝗮𝗻 𝗜𝗻𝘁𝗲𝗿𝗽𝗿𝗲𝘁𝗲𝗿:
• Sales fumbles, can't translate value
• Marketing creates senseless fluff
• Product misses the real need
• Clients never build trust

𝗪𝗜𝗧𝗛 𝗮𝗻 𝗜𝗻𝘁𝗲𝗿𝗽𝗿𝗲𝘁𝗲𝗿:
• Marketing creates opportunities
• Sales closes faster
• Teams stay aligned while focused
• Everyone looks smarter
• Profitability increases

The "In the Room" Reality:
Marketing: "We need value props"
Product: Gives feature list
Sales: "What magic words do I say?"
Ops: Wants to leave

They: 
→ Listen. 
→ Translate. 
→ Enable.
Now everyone has what they need.

What they actually do:
→ Extract technical details from SMEs
→ Reduce complexity without dumbing down
→ Reframe tech specs to business value
→ See client needs they're missing
→ Support sales enablement and strategy
→ Present complex topics to all audiences
→ Improve cross department efficiency
→ Drive more wins, faster

The brutal math:
• Faster sales cycles
• Higher trust conversion
• Better roadmaps
• Teams can focus on core strengths
• Everyone's life gets easier

Skills to hire for:
→ Hear what isn't said
→ Adapt to technical depth
→ Understand deeply, simplify clearly
→ Know what matters
→ Critical thinking & problem solving
→ Logic + reasoning + business acumen

This isn't soft skills. It's not technical skills.
It's high-value translation and dot-connecting.

They speak technical with product teams.
Position complexity for sales conversations.
Demonstrate business value to clients.
Translate deep tech across every format.

💬 What team do you procrastinate talking with?⤵️

🔄 Repost if you know the value this brings
📲 Follow Wil Klusovsky for wisdom on B2B strategy

Find yourself in these 10 archetypes.
Prepare to be called out.

We all know someone who fits each of these

👀 Scope Scout
→Defender of the SOW. Protects projects from endless rabbit holes.
→“Silent slayer of scope creep, wielding nothing but Phase 2 and polite pushback.”
 
🛡️Templar of Tangents
→Wanders from the point but returns with unexpected insight.
→“Discovers strategy side questing, and brilliance in backstories.
 
🐦‍⬛Pivot Warlock
→Charms stakeholders, conjures new roadmaps mid-project.
→“Whispers of change orders that are strategic upsell preventing like scope drift.”
 
🧘🏽‍♂️Value Monk
→Speaks only when it matters. Every word is met with awe and adoption.
→“Wields silence like a sword, and outcomes like an art form.”
 
📊Metrics Mage
→Casts graphs, conjures KPIs, and predicts health from dashboards.
→“Knows when the data lies, and when it’s calling for help.”
 
🧛🏼‍♀️Retainer Vampire
→Hides in the fine print. Lives on legacy contracts and vague SLAs.
→“Never dies. Always bills. Shows up once a quarter — usually at midnight.”
 
🔮AI Illusionist
→Builds strategic vision for LLMs, Agentic & RAG
→“Promiser of prompt-powered futures and instant transformation, that few understand”
 
🦉Alignment Druid
→Shapeshifts between technical, executive, and end-user worlds.
→“A quiet force of transformation, guiding change in chaos and keeping the peace through progress.”
 
⚙️Arcane Artificer
→Wields logic, skills and experience like unknown magic to build everything the client asks for.
→“An indispensable enigma, explaining nothing and caring not for your feelings or understanding. Their works speaks for them, and it has to, because they won’t attend your meetings.”
 
🧙🏻‍♀️Cloaked Chancellor
→Pulls strings, shapes outcomes, & secures deals. Wields charm, status, and strategic ambiguity like armor.
→“Always present, never responsible. The client likes them, the team tolerates them, and no one’s quite sure what they actually do, but it works.”

Which Archetype are you? ⬇️

🔄 Repost and share your Archetype 
📲 Follow Wil Klusovsky for wisdom on cyber & tech business

Employee Archetypes

Your tech stack isn’t broken.
Your problem-solving is.

I've advised firms for over 20 years 

I've lost count of the number of times the first meeting goes:
"Wil, we have <problem> what tool should we buy to fix it?"

Here's the painful truth:
Most tech solutions solve symptoms, not root causes.

You buy the project management tool, but deadlines still slip.
You implement the collaboration platform, but miscommunication continues.
You upgrade the system, but the bottleneck just moves somewhere else.

Why?

Because you never understood the actual problem.

Most tech professionals jump straight to solutions:
→ What tool can I buy?
→ What software will fix this?
→ Which vendor should I call?

But here's what separates the techy doers from the biz leaders:

The best spend time understanding the problem, not racing to the solution.

Here's a simple framework for your next problem:

1️⃣What’s the real problem, not the symptom?
Is it a workflow? A bottleneck? A people issue? A process gap?
If you can’t name it, you can’t fix it.

2️⃣What business outcome is at risk? Who does this impact
Not "the system is slow"...but "clients are abandoning checkout."
Revenue, efficiency, customer experience, risk, trust...
Problems must tie to real business consequences.

3️⃣What process(es) actually broke down?
Not "we need better communication"... but "product and sales aren't aligned on timelines."

4️⃣What is the cost of doing nothing?
Not "IT is frustrated"... but " we can't close deals without this data." 
If you can’t quantify the pain, you’ll never justify the fix.

This isn't just better problem solving.
This is how you build trust, get promoted, and become a better leader.

When you understand the business impact, executives listen.
When you frame solutions around business outcomes, budgets get approved.
When you think like a business leader, you become one.

Tech is the tool.
Clarity is the strategy.

Spend more time understanding the problem, and you’ll need far fewer tools to solve it.

💬What's a tragic tech solution that didn't solve anything? ⤵️

🔄 Repost to help others think beyond the technical fix
📲 Follow Wil Klusovsky for wisdom on tech & business

Your biggest business risk
Is the piece you haven’t noticed.

I've built many a cybersecurity risk program in my time
I've helped even more cyber & tech leaders do the same

It's never perfect...

You'll always miss something, but the trick is make sure the most critical programs and processes are in place. 

🧙🏼‍♂️Maximize your spend, minimize your risk, here's what you need to complete the puzzle: 

✅ Risk Management Program
↳ Understand what risks actually matter
↳ Keeps you focused on business impact, not noise

✅ GRC Program
↳ Policies, standards, compliance, accountability
↳ Gives structure to how decisions get made

✅ Vulnerability Management Program
↳ Identify, prioritize, validate, and remediate
↳ Reduces the biggest, easiest-to-exploit weaknesses

✅ Security Operations
↳ Ties everything together from alerts to compliance
↳ Everyone has the same information, decisions and reactions are faster

✅ Security Monitoring & Response
↳ Eyes-on-glass visibility across endpoints, network, cloud
↳ You can't respond to what you can’t see

✅ Incident Response Planning
↳ Clear roles, communication paths, playbooks
↳ Preparation makes action faster and less chaotic

✅ Disaster Recovery
↳ Systems, data, and operations recovery plans
↳ Ensures the business survives impact, not just detects it

✅ Data Protection Program
↳ Classify, control, log, encrypt
↳ Keeps your most critical asset from leaking or being misused

✅ Third Party Risk Management
↳ Evaluate vendor security, data access, and practices
↳ Your partners are part of your attack surface

✅ Identity & Access Management
↳ Govern access, enforce least privilege, monitor misuse
↳ Prevents compromised accounts from becoming full breaches

✅ Zero Trust Strategy
↳ Verify everything, trust nothing, segment all
↳ Limits blast radius when (not if) something gets in

✅ Business Impact Analysis
↳ Identify critical systems, processes, and dependencies
↳ You have to know what you have to protect & prioritize  

✅ Security Infrastructure & Architecture
↳ The tech that protects & detects
↳ Creates your walls, guardians and reporting

✅ Data Privacy Program
↳ Manage personal data, retention, and legal requirements
↳ Protects the company from fines, lawsuits, and trust loss

✅ End User Training
↳ Teach people how to avoid threats and risky behavior
↳ Human mistakes still cause most breaches

✅ AppSec / DevSecOps
↳ Secure coding, pipeline scanning, dependency safety
↳ Stops attackers from exploiting your own software supply chain

You need to address risk across the entirety of your business, not just one aspect
Be sure to look at each of these, know your gaps and work to address them

💬Which is the most critical?⤵️

🔄Repost to help others protect their business
📲Follow Wil Klusovsky for wisdom on cyber & tech business

If your content doesn’t teach,
your pipeline will starve.

🧙🏼‍♂️Your GTM dies the moment you try to sell before you educate.

Most lead with features.
"We have this amazing technology..."
"Our platform does X, Y, and Z..."
"Let me show you our stuff..."

Wrong move.

Here's what happens when you pitch before you teach:
→ Prospects tune out (no one cares about your tech specs)
→ You're just another vendor pitching
→ Sales cycles drag on forever
→ You're chasing leads instead of creating demand
→ You fight for every conversion
→ Zero thought leadership position

The shift that changes everything:

🧠Make people smarter before asking them to buy.

✅ Education creates demand
✅ Teaching builds trust and authority
✅ Conversion becomes natural, not forced
✅ Lead with outcomes, not features
✅ Smart buyers = faster sales cycles

Your prospects don't need another pitch.
They need to understand their problem better.

When you don't educate
→ Buyers think surface-level: "I need a pentest"
When you make smarter buyers
→ Buyers know: "I need a vulnerability program"

Start here: Take your next bit of content and rewrite it.
Remove every "we have" and "our product."
Replace with "here's what's happening in your industry" and "here's what you should know."

Watch your response rates change.

💬 What's the worst pitch you've seen?⤵️

🔄 Repost to help create more informed clients
📲 Follow Wil Klusovsky for wisdom on cyber & tech business

Your message gets killed instantly
Here’s what’s stopping technical buyers cold

🧙🏼‍♂️ After watching countless sales teams burn through prospect lists, the problem is crystal clear.

Everyone sends the EXACT same message to every technical leader.

A CIO at a non-profit fighting budget cuts and legacy systems gets the identical pitch as a CISO at a fintech company drowning in compliance requirements.

Here's why this lazy approach is costing you deals:

→ Technical leaders delete generic messages within 3 seconds
→ You're pitching cloud solutions to someone managing on-premise infrastructure
→ Your domain gets flagged as spam after mass ignoring  
→ Quality prospects blacklist you before you ever get a real conversation

The brutal math: Send 600 copy-paste messages, get 1 pity response.

🎯 Here's what actually works:
Stop the spray-and-pray madness.

Send 20 laser-focused messages instead:
→ Research their company's recent tech initiatives
→ Understand their industry-specific compliance challenges  
→ Reference their LinkedIn posts about current projects
→ Connect your solution to their actual pain points, not generic benefits
→ Learn about the human being you want to talk to

Result: 10 meaningful responses from 20 messages.

That's a 50% response rate vs 0.2% failure rate.

The video is a clip from me presenting at a national event (NextGen) on how to improve your marketing & outreach for better conversion. 

💬 What's the worst message sitting in your inbox right now?⤵️

🔄 Repost if quality beats quantity in your book
📲 Follow Wil Klusovsky for wisdom on tech sales strategy

Founders blame platforms when demos don’t show up.
That’s the wrong culprit.

"Our content gets decent impressions, but nobody's booking demos. Are we targeting the wrong platform?" 

I've heard this panic from founders for years.

They build incredible products, then wonder why prospects aren't lining up. They think marketing means posting thought leadership and hoping someone raises their hand.

🧠 That's not marketing. That's content therapy.

🧙🏼‍♂️Marketing done right creates predictable demand before you desperately need it. And most founders wait until their runway is burning to figure this out.

After building revenue systems for dozens of startups, here's what actually fills your pipeline:

🎯 Nail Your Ideal Client Profile First
→ Most founders say "small businesses" or "enterprise"
→ Winners know: company size, budget cycle, buying triggers, decision makers
→ The tighter your ICP, the more your content cuts through noise
→ Vague targeting creates vague results

🏛️ Build Content Pillars That Matter
→ Pick 3-4 topics your ICP loses sleep over
→ Not features. Not industry trends. Their actual problems
→ Each pillar should connect to why they'd need your solution
→ Random content gets random outcomes

📍 Map Your Content Funnel Strategy  
→ Top: Educational content that draws them into your world
→ Middle: Framework content that positions you as the guide
→ Bottom: Solution-focused content that creates urgency
→ Most founders live at the bottom and wonder why nobody trusts them

⚡ Master: Educate, Engage, Convert
→ Teach valuable concepts before you pitch anything
→ Engagement builds relationships. Relationships create opportunities
→ Conversion happens naturally when trust exists first

The Founders I know crushing it?
50%, 60%, 75%+ of their revenue is inbound using these frameworks

The companies scaling fastest aren't the ones with the "best" products.
They're the ones that built marketing infrastructure early, not when they were desperate.

Your runway is burning while you figure this out.
Don't be the founder who builds an incredible product that nobody discovers.

💬What's your content pillars? ⤵️

🔄 Save & Repost for your growth strategy
📲 Follow Wil Klusovsky for wisdom on cyber & tech GTM

Your GTM isn’t underperforming.
It’s actively turning prospects against you.

🧙🏼‍♂️ After consulting with many B2B tech companies, I see the same pattern everywhere. Gated PDFs nobody downloads. Cold email sequences that get blocked. SDRs calling prospects who already hate you.

It's the broken playbook bleeding your budget

💸 The Real Damage:
→ Marketing budgets torched on vanity metrics that don't convert
→ Sales teams waste too much of their time chasing unqualified leads  
→ Sales cycles stretching 8-14 months because prospects don't trust you
→ Zero attribution between your marketing spend and actual revenue
→ Marketing and sales teams at war, each blaming the other
→ Your top performers burning out on tactics that died in 2015

While you're still playing lead generation games, your competitors who educate first are closing deals you should have won.

🎯 The EEC Framework (Educate → Engage → Convert):

Stop selling. Start teaching. Content becomes your competitive moat.

1. 𝗘𝗗𝗨𝗖𝗔𝗧𝗘 → Build trust before you build pipeline
→ Share frameworks, breakdowns, real insights
→ Teach the problem before you mention your solution
→ Give away what you know, this builds authority

2. 𝗘𝗡𝗚𝗔𝗚𝗘 → Turn learners into evaluators
→ Deeper playbooks, case studies, behind-the-scenes content
→ Show them exactly how to solve it
→ Be in your ICP comments, email and convos

3. 𝗖𝗢𝗡𝗩𝗘𝗥𝗧 → Earn the right to have sales conversations
→ Workshops, assessments, consultative discussions
→ Help them succeed with your expertise
→ An educated prospect is a better client who knows what to buy

🚀 What Actually Happens:
→ Inbound leads who already understand your value
→ Sales cycles cut in half (they trust you before they meet you)
→ Consultative conversations replace pushy pitches
→ You become the go-to expert everyone references
→ Marketing drives actual pipeline, not just activity metrics

The companies winning in B2B tech right now? They educate better than they sell.

Start today: Pick one framework you use internally. Teach it publicly. Watch qualified prospects find you.

💬 What's the worst pitch you've heard?⤵️

🔄 Repost if you're ready to stop the money bleed
📲 Follow Wil Klusovsky for wisdom on GTM, sales & marketing

“Wait… are you saying AI is hurting marketing teams more than it’s helping them?”

 (Carolyn didn’t blink. She said yes.)

Because here’s the part nobody wants to admit:
Generative AI isn’t the problem.
Shadow AI, bad policy, and worse messaging are.

That’s when the conversation got real.
Carolyn Healey spent 30 years in tech marketing.
She’s seen every trend, every hype cycle, every “this will change everything” moment.

But GenAI?
It has exposed something deeper:

Most companies don’t have a marketing problem.
They have a clarity problem.
And when AI enters a team with no clarity…
 → everyone uses a different tool
 → messaging fractures
 → content becomes generic
 → and the brand starts sounding like everyone else

So I asked her the question that changed the whole episode:
“If AI is supposed to make marketing better, why is it making so many companies worse?”

Her answer?
You’ll have to hear it.

⏯️ Get to the full conversation here: https://lnkd.in/emETmJgA

💬 Is AI helping or hurting your marketing now?⤵️

🔄 Repost to educate others on AI & Marketing
📲 Follow Wil Klusovsky for wisdom on tech GTM

Open video: Carolyn Healey - Tech Marketing in the Age of AI on youtu.be

Carolyn Healey - Tech Marketing in the Age of AI

Nothing in the history of technology has been adopted faster than AI.
And nothing has been adopted with less security.

We’re in the Wild West right now.
No rules. No guardrails. No real visibility.

So I sat down with Bob Carver on The Keyboard Samurai Podcast

If you work in cybersecurity, you already know why that matters.
If you run any part of a business, you need to learn why this matters.

We talked about:
 → InfoStealers and stolen credentials
 → Why LLMs are becoming an attack surface
 → Hallucinated code and supply chain risk
 → What’s actually breaking first

This isn’t theory.
It’s already happening.

⏯️ Watch the full episode here: https://lnkd.in/eRY74ZNA

🔄Repost if you see AI being adopted faster than it's secured
📲 Follow Wil Klusovsky for wisdom on cyber & tech business

Open video: Bob Carver -  Wild West of AI & Cybersecurity on youtu.be

Bob Carver -  Wild West of AI & Cybersecurity

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