Audience 1st Why the Legacy Analyst Model is Misaligned with Cybersecurity Buyer and Vendor Needs
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Mar 14, 2025 Dani Woolf, co-founder of CyberSynapse and CEO of Audience 1st, champions the transition from conventional cybersecurity analyst models to direct buyer engagement. She discusses the pitfalls of traditional reports, highlighting their slow production and inability to provide timely insights. Dani explains how engaging with decision-makers like CISOs can yield real-time, unfiltered feedback. As vendors cut budgets for analyst firms, the conversation emphasizes the importance of hybrid research models to foster deeper connections and improve relevance in the cybersecurity landscape.
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Outdated Analyst Model
- The traditional analyst model hasn't changed much in decades.
- Vendors historically relied on analyst firms for market insights, but this model has limitations.
Flaws of the Analyst Model
- The current analyst model is slow and subject to interpretation, making it unsuitable for today's fast-paced cybersecurity landscape.
- Direct buyer engagement offers faster, more relevant insights.
Analyst Firm Challenges
- Large analyst firms struggle to adapt due to their size, internal alignment needs, and the lengthy research process.
- Bigger vendors often appear more favorably due to greater resources.