Dan Tentler
speaker
715 appearances
1 recordings
1 series
first heard Mar 2026
last heard 16 Mar
Dan Tentler’s voice in public audio — every appearance, attributed to the second.
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recordings per month · last 12 monthsRecordings per month over the last 12 months — 1 in all, peaking in Mar 2026 with 1.
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Well, I wish a million, but yeah, it's the typical startup feast or famine kind of thing.
You j there are seasons, right?
And so spring for us is what I call tire kicker season.
And the reason I call it that is because
springtime ish, February, March, April, we get this huge influx of demand where suddenly in the course of two weeks I'll have a dozen inbounds.
And as a small business owner, you're like, oh, this is fucking awesome.
I love it.
We're gonna be flush for the year.
But it turns out, and this took several years for me to put my finger on.
Companies tell their staff that they need to go get three quotes.
And Phobos is nine and a half years old and we are old enough now that we are well enough known that people just use us for quotes.
Uh so they'll say, Hey, give me a quote and I'll get on the phone with them, or you know, we'll set up a call, we'll do a meeting, I'll walk them through like our report structure, I'll give them the whole pitch and be like, This is why we're different.
This is why you should give us your money and not some other random org that will dangle your
A really common technique that I've discovered is well maybe not that I've discovered, but that I've observed, is that companies will send their
rock star types, you know, the people that write the exploits, the people that are famous, the ones that you see talking on social media and what have you.
The th they'll send them to conferences to do talks and you'll see them presenting at Black Hat and at DEF CON and all these other big conferences all over the place.
And so the customers will see that person on the stage and be like, Oh, I like what that person has to say.
And they'll contact the company and be like, Hey, I want pen test from your org.
And what that org will do is say, Cool, here you go and hand them a twenty-four year old kid with no previous technical experience to speak of, who's never touched a computer before.
In some cases they like used to work at Jiffy Lube changing people's oil, or they used to be a hairdresser, or they were formerly a carpenter.
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