The Enterprise GTM Podcast
How to Sell to a CISO
Apr 10, 2025
Pavi Ramamurthy, the Global CIO and CSO of Blackhawk Network, shares over 20 years of security expertise. He discusses balancing security risks with business goals, urging startup founders to foster genuine conversations with CISOs. Insights on the true costs of vendor switching reveal that perception is crucial, while the rise of shadow AI mimics earlier IT trends. Ramamurthy emphasizes the power of CISO communities, challenges of vendor selection, and why 'best-of-suite' often prevails in decision-making. His mantra? "Know your CISO!"
48:49
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Quick takeaways
- Pavi emphasizes the necessity for startup founders to engage in genuine conversations with CISOs about security needs rather than relying on traditional sales pitches.
- The podcast explores the balance between innovation and security, highlighting the challenges posed by emerging technologies like AI and shadow AI in enterprise environments.
Deep dives
Understanding the Role of Blackhawk Network
Blackhawk Network operates as a critical facilitator in the gift card and digital payment industry, connecting consumers with businesses through various products, including gift and prepaid cards. It engages in commerce and incentives, providing businesses with the ability to monetize engagement and reward programs. For instance, it partners with businesses to enable customers to convert points into gift cards or products, like a blender, enhancing customer engagement. Additionally, Blackhawk's infrastructure plays a vital role in state-run programs, offering incentives such as gift cards for vaccinations, showcasing its diverse application.
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