Allan Friedman, PhD

Inquirer
DISC Type : cd

Adjunct Professor of Informatics at Luddy School of Informatics, Computing, and Engineering, Indianapolis

Washington, District of Columbia, United States

Overview

Allan Friedman is a globally recognized expert in technology policy and cybersecurity, celebrated for leading the international Software Bill of Materials (SBOM) movement. With a PhD from Harvard, he has driven significant progress in software supply chain security as a senior advisor at CISA and through his academic work at Indiana University.

Allan is a skilled convener, known for designing and facilitating multistakeholder processes that unite industry, academia, and the hacker community. He directs the Common Ground track at Security BSides Las Vegas, a major track focused on topics of shared interest within the security community, reflecting his passion for finding common ground on complex issues.

He is known as a "cheerful instigator of progress" for his energetic and effective work in advancing cybersecurity transparency.

Personality Overview

ROI Conscious

Upfront

Demanding

They respond well to confident salespeople.  They care equally about the product and its potential impact. They focus on objectivity in a pitch and pay little attention to bells and whistles.

Topics They Care About

SBOM Movement
He is internationally recognized for leading the global Software Bill of Materials (SBOM) movement, driving adoption and implementation to enhance transparency.
Supply Chain Security
His career at CISA and NTIA has centered on improving software supply chain security, advising both government and private sector innovators.
Cybersecurity Policy
With over 20 years of experience, he is a trusted expert on international cybersecurity policy and co-authored the book "Cybersecurity and Cyberwar. "

Media Appearances

Allan has no verified media appearances

Work History

4-2025
Adjunct Professor of Informatics at Luddy School of Informatics, Computing, and Engineering, Indianapolis
8-2017
Director, Common Ground Track at Security BSides Las Vegas
1-2014
Co-author at Cybersecurity and Cyberwar: What Everyone Needs to Know
8-2021 - 8-2025
Senior Advisor and Strategist at Cybersecurity and Infrastructure Security Agency
2-2015 - 7-2021
Director of Cybersecurity Initiatives at US Department of Commerce, NTIA

Education

2002 - 2007
PhD from Harvard University
1998 - 2002
Bachelors from Swarthmore College

More Information

Social Presence :

Prographics :

Exp : 11 Location : Washington, District of Columbia, United States Job Level : Mid-senior Designation : Adjunct Professor of Informatics at Luddy School of Informatics, Computing, and Engineering, Indianapolis
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Insights For Selling To Allan

During A Call Or A Meeting

DO's

  • Ask them questions confidently while doing discovery, don’t be apologetic
  • Get to the point quickly instead of spending too much time on pleasantries
  • Tell them that you are there to help them create visible impact within their organization

DONT's

  • Avoid long winding pitches, stay objective
  • Don’t try to be an alpha salesperson, give them equal space
  • Refrain from asking too many questions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Allan is

  • Belief in the product plays an important role, followed by objective proof and testimonials.
  • Will you ever get a clear answer from Allan

  • They may hesitate slightly, but if they are not convinced, they will say no.

Insights For Deal Planning

    How fast (or slow) will Allan move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Allan take some risk or not?

  • They can take risks only after they have analyzed the advantages and disadvantages.

You And Allan

Personality Compatibility


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