This is my feedback to your feedback to my article “12 Specific Techniques to Build Relationships with CISOs.” Each time I write an article readers leave awesome comments. I pull out my favorite ones and make a video. If you’re…
CISOs (chief information security officers) are a prime target for security sales and marketing because they are usually the point person who controls a company’s security budget. Given the overflow of traditional marketing and sales techniques, CISOs often cringe or…
This is my feedback, to your feedback, to my article, “How to Make a Huge Impact in the Security Community with Zero Marketing.” This is the story of Jeff Williams, co-founder and CTO of Contrast Security who chose to eschew…
This is the story of Allan Alford, CISO of Mitel, who publicly announced on LinkedIn that he was going to reserve two hours each week to meet with security vendors. The security community went ablaze with such a shocking announcement.…
Again and again I hear from CISOs and security buyers that they want to trust security vendors first. But at the same time they say they don’t trust easily. How does a security buyer form that trust? What are the…
Last week, Allan Alford, CISO of Mitel, announced on LinkedIn that he was going to set aside two hours each week to have meetings with vendors. He expects that will result in about 3-4 meetings each week. “I expect that…
In my reporting for the CISO/Security Vendor Relationship Series and the companion podcast, the one theme I hear over and over is that buyers of security products need to trust the vendor. Unfortunately, that response of “I need trust” provides more questions…
I think it might be safe to say that the majority of a security vendor’s time is trying to avoid being a roadblock or running into roadblocks. As part of the CISO/Security Vendor Relationship Series, I called out to security…
CISOs universally agree that relationship selling is more effective than traditional marketing. How then do you form that initial relationship with a CISO? Here are the best responses to “15 Ways to Make ‘First Contact’ with a CISO” Join the conversation…
“Relationship selling is 1000x more effective than direct marketing,” argued Eric Cowperthwaite, a former CISO and now a director, information security at Esterline (from LinkedIn). “I couldn’t agree more that relationship selling is the best way to sell to security leaders,” added Robb…
