As has been reported many times previously (here and here), selling fear to CISOs is far from welcome. Prior to May’s looming EU deadline of GDPR, or General Data Protection Regulation, there were many companies that played the fear card across all C-level positions,…
When InfoSec vendors sell FUD (fear, uncertainty and doubt) they’re causing far more problems than they’re aware of and it’s starting to hurt the industry as a whole. Here are the best responses to “9 Reasons Why Selling Fear Does Not…
Historically, fear has been a good sales tactic to sell security products. “Security is a fear sell. It’s a choice between a small sure loss – the cost of the security product – and a large risky loss – the…
Security vendors are eager, aggressive, and sometimes make requests of their PR firms that aren’t in line with community behavior in the security marketplace. I wrote a list of eight behaviors security vendors have historically requested that they should avoid.…
People like to dump on PR for what is seen as “pushy” behavior: issuing unnecessary press releases, cold calling journalists, or following up weekly to see if you got the email that was sent. Oftentimes, it’s not PR’s fault. It’s…
CISOs are repeatedly saying that they don’t respond to traditional marketing ploys. The way to get to them is through relationships. If that’s true, why even bother with traditional security marketing? Here are the Best Responses to “Is Traditional InfoSec Marketing…
Since starting the CISO/security vendor relationship series, all the CISOs I’ve spoken to have repeatedly said they are far more responsive to relationship making efforts than they are to any traditional marketing, email marketing, or sales calls. If that’s the case, why don’t…
I asked cybersecurity professionals what works to get them to be aware and ultimately test a security vendor’s product. Here are the best responses to “How to Get a Prospect to Test Your Security Product” Join the conversation on LinkedIn
“I’ve never met a harder sale than cybersecurity to the IT team,” admitted a security vendor. “The challenges are unique at each firm and they are reluctant to even take a call let alone share real concerns.” In the security…
Most often a CISO won’t tell you their security concerns, but here are seven techniques you can use to figure out what they are. Here are the best responses to “How to Uncover Security Concerns When a CISO Won’t Tell…
