How to Solve a Priority Problem

Vendors should ask themselves, why are we better than all of our competition in this product category? See, even if you've convinced the CISO that you are an AI virus company and your tool solves an urgent priority, why would they want to add your solution to their existing environment or spend the time to rep and replace existing solutions. Per question, what differentiation do you have in the market that helps you make that decision? And by the way, that's a purpose of marketing is differentiation. When you meet a cybersecurity leader, you should show them one or two money shots of your tool or service. That would be pretty spectacular.

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