CISO Conversations
Best Responses to ‘4 Stories of Security Vendors Overcoming Roadblocks’
A roadblock in security sales is assumed, but it doesn’t have to be a negative. Rather, it can be an educational experience on how to do sales better. As part of the ...
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 ...
Best Responses to ‘4 Effective Targeted Techniques to Marketing GDPR’
Now that GDPR’s May deadline has passed, it doesn’t mean the regulation is any less important. In fact, Europe’s introduction of this new privacy law has changed the face of communication. How ...
Security Made the Mess. They Should Clean It Up – CISO/Security Vendor Relationship Podcast
Security is suffering from a serious Rodney Dangerfield “I get no respect” problem. What has often been seen as the department of “no” is struggling under that brand image. That’s probably because ...
4 Stories of Security Vendors Overcoming Roadblocks – CISO/Security Vendor Relationship Series
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 ...
BONUS: What’s So Awesome About Being a CISO? – CISO/Security Vendor Relationship Podcast
This is an extra segment we recorded with Dan Glass, former CISO, American Airlines for our last episode. It didn’t make it into the last episode, but I thought it was still worthwhile to release ...
Job Opportunity: Unqualified AND Underpaid – CISO/Security Vendor Relationship Podcast
We spend a good portion of this episode of the CISO/Security Vendor Relationship Podcast mocking unrealistic job listings that ask for too many unnecessary credentials and on top of it aren’t willing ...
4 Effective Targeted Techniques to Market GDPR – CISO/Security Vendor Relationship Series
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 ...
How CISOs Stay Current When They’re Ignoring Vendor Pitches – CISO/Security Vendor Relationship Podcast
We promise to keep your identity private while we discuss the troubles of two-factor authentication. On this episode of the CISO/Security Vendor Relationship Podcast we discuss: Why don’t more people use two-factor ...
Use Your CRM. CISOs Are Tired of Repeating Themselves. – CISO/Security Vendor Relationship Podcast
Just because you have a new salesperson, doesn’t mean you have to restart the sales process. If you’ve been properly entering information into your CRM, you shouldn’t have to. On this episode ...
