Black Hat USA is one of the hardest floors in the business. The attendees are security professionals, which is to say they are paid to be skeptical, and they have spent the whole week being pitched.

This is the long version: Gentry working the Akamai booth, what he did, why it worked, and what it produced in conversations rather than badge scans.

Worth watching if you exhibit at technical conferences and suspect your booth is being walked past by exactly the people you flew there to meet.

Gentry has also worked booths at Gartner Security & Risk for Sygnia, and at ONUG for Lightyear, and for Port.io.