One program we initiated in 2019 is something called “Topic Takeover” where we delve into one topic, by creating a deluge of articles, videos, podcasts and memes on just that one subject. The editorial is fully controlled by CISO Series,…
Outreach
30 Security Vendor Behaviors That Set Off a CISO’s BS Detector
30 Security Vendor Behaviors That Set Off a CISO’s BS Detector
I had never seen such disdain and aggravation from a CISO. Richard Rushing (@SecRich), CISO of Motorola Mobility, sent me an email with a litany of vendor pitches. Each one punctuated with vitriolic commentary and frustration. It appears a lot…
Best Responses to “12 Specific Techniques to Build Relationships with CISOs”
Best Responses to “12 Specific Techniques to Build Relationships with CISOs”
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…
12 Specific Techniques to Build Relationships with CISOs
12 Specific Techniques to Build Relationships with CISOs
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…
Best Responses to “How to Make a Huge Impact in the Security Community with Zero Marketing”
Best Responses to “How to Make a Huge Impact in the Security Community with Zero Marketing”
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…
Best Responses to “One CISO’s Grand Experiment to Engage with Security Vendors”
Best Responses to “One CISO’s Grand Experiment to Engage with Security Vendors”
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.…
Best Responses to “How and When Do You Trust a Security Vendor?”
Best Responses to “How and When Do You Trust a Security Vendor?”
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…
One CISO’s Grand Experiment to Engage with Security Vendors
One CISO’s Grand Experiment to Engage with Security Vendors
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…
How and When Do You Trust a Security Vendor?
How and When Do You Trust a Security Vendor?
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…
4 Stories of Security Vendors Overcoming Roadblocks
4 Stories of Security Vendors Overcoming Roadblocks
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…