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Whalebone RFP Series 1: ‍Richard Malovic

Record demand: Why is there a Telco Mass-Market Cybersecurity Hype Now?



  • 3:40 –⁠ End customers: problems and demand
  • 9:48 – Telco evaluation criteria and decision making
  • 18:17 – Positioning
  • 23:10 – What has been confirmed and surprised us in the past 100 telco conversations?
  • 34:00 – Examples: PR guru and cybersecurity opinion leader
  • 36:30 – Invitation to the next webinar of the RFP series
  • 37:40 – Discussion

About Whalebone RFP (Revenue from Protection) Series

While telecommunications operators all over the world are enriching their cybersecurity portfolios and launching mass-market consumer cybersecurity solutions, not all of them actually sell well. We will explore common mistakes as well as the most successful cases. Our RFP Series is looking at security from a business-first perspective to explore what makes all the difference. Make your business case about business.

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