Dani Woolf (She/Her)

User Experience Specialist

Founder & CEO @ Audience 1st | Content @ Nucleus Security | Customer Research Certified

Five years ago, I pissed off a CISO so badly in front of my CMO, he helped me build a $1M+ cybersecurity buyer intelligence business. That humiliating moment during a website messaging feedback session? Best career move I ever made. Here's the uncomfortable truth about B2B tech marketing most won't tell you:

Most marketers create buyer personas in echo chambers instead of interviewing real buyers to get direct buyer insights. They're selling to fictional characters while their actual prospects choose competitors.

I learned this the hard way when a CISO, my customer, publicly destroyed me for using a buzzword out of context. At that time, I'd never actually talked to a single security leader about their real problems.

Instead of defending my approach, I asked him for coffee to learn why I upset him. That conversation led to thousands of conversations with CISOs, security architects, and IT leaders who taught me what B2B marketers get dangerously wrong about technical and business buyers.

What I discovered:
→ IT buyers don't trust marketing because marketers don't understand them and their environments
→ The best "research" comes from actual conversations, not survey data
→ Skeptical IT buyers will tell you exactly what they need - if you ask the right questions
→ Authentic relationships beat aggressive outreach every time

Today I help B2B cybersecurity companies understand their skeptical buyers through:

🎯 CyberSynapse - Direct access to vetted IT decision-makers for buyer intelligence that actually drives revenue

🍳 Cooking with CISOs - A TV show that builds real relationships with technical leaders (yes, over actual food)

📺 YouTube/Content - Sharing what 1000+ technical buyers taught me about effective B2B marketing

Some of the most skeptical and hard-to-reach cybersecurity buyers have dubbed me the marketer they actually trust - and I teach other B2B marketers how to earn that same trust and credibility.

Ready to stop operating in the dark and start growing with confidence?

Visit the links in my Featured section to see how I can help.

Founder and CEO

I'm removing the barrier to customer insights for go-to-market teams in growth-stage cybersecurity companies so they can scale growth and retain loyal customers.

Dani Woolf

Chris Roberts

Strategist, Researcher, Hacker, Speaker, CISO, Advisor, PITA, and now hunkered down as a Principal Architect and Field CTO at World Wide Technology.

Approach CAREFULLY with tea, biscuits, or Islay Whisky, do NOT connect to try and sell me something, I WILL flambé you.

Currently working as a strategist within the AI, Quantum, and Deepfake realms at World Wide Technology, and doing some advisory work for a couple of companies, having previously served as a CISO/vCISO/Advisor for a number of entities and organizations around the globe. Some of the more recent projects are focused within the Artificial Intelligence, Threat Intelligence, Identity, GRC, Cryptography, and Aviation/Transportation spaces.

I’ve been fortunate to be elbow deep in technology for more years than I care to remember, and these days am involved in both tactical and strategic discussions with clients across the spectrum of industries talking maturity, risk, and how to effect change.

Oh, and I've been called a Scottish Security Warlock....I’m kinda digging it.

Happy to connect, to talk and discuss what we can ALL do to effect change in this world, to collaborate and to communicate in a way that benefits all….I’d prefer folks didn’t use this forum to sell me certs, software or anything that has a hooded matrix theme (I DO come with a warning label...)

PS:  Please remember rule No. 1 “Do not act incautiously when confronting small bald wrinkly smiling men.

CISO Advisory Board Member

Providing strategic product development and go-to-market guidance for Onyxia, an AI-powered Cybersecurity Management Platform that enables CISOs and security leaders to continuously strengthen and gain a complete view of their cybersecurity programs. Onyxia's real-time security assessment and benchmarking, full visibility into program performance, and streamlined board reporting give CISOs a simplified way to convey the value of the security programs and align their security initiatives with their organizational goals.

Claude's going to take over!

..not quite yet.

There's a LOT to unpack, and a LOT to work out. 
- Is it going to change things? Yes
- Do we now have "better" eyes? Yes
- Do WE know what to do? No
- Does AI know what to do? No
- Do WE together know what to do? No
- Do we have a path? Yes
- Is it likely to be a hybrid approach? Yes
- Can I sell my Clownstrike subscription? No!
- Can I look at this as consolidation? Yes
- Is it going to change things? Yes
- Faster than before? Yes
- Do the adversaries have the same idea? Yes
- Do WE now have better insights? Yes
- Do WE know what to do with them? No
- Can AI/Agents/Intelligence help us? Yes
- Do we have a path forward? Ish
- Is this going to help or hinder us? Help (IF we can collaborate)
- Is this all about attacks and vulnerabilities? No
- Can Claude help remediate? Yes
- Are WE set up for that? No

Now, can we please stop with the madd/mass sell off and get back TO understanding OR trying to ALL collaborate together to please keep at least one hand on the tail of this particular tiger we've unleashed on the world.

We've been given the equivalent of an electron microscope to look at our world and are now discovering ALL the things we didn't know, missed, or forgot. A LOT of which needs TLC, patching, resolutions, and fixes that even WE aren't set up to remediate.

OR at least enough time to breathe

'all for now

Chris
#anthropic #ai #agentic #agent #lamborghini #thoughts #mondaymadness #Infosec #cybersecurity

Researcher, hacker, advisor, CTO, recovering CISO, AI & quantum architect, etc.

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Dani Woolf

Chris Roberts

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