Listening deeply to the market before you even put pen to paper and draw your first paper prototype is very important.

In terms of the buying process, in order to be more productive and efficient as an industry you have to build relationship capital with your customers. 

Don’t treat your buyer as a potential target, an account, or as a number; treat them as a person.

Not every big name vendor fits every single buyer out there. “One size fits all” doesn't work in the cyberspace anymore. 

We should all be more gutsy about changing the script and changing how things are done.

Brutally honest insights from Victoria Germanova, Founder & CEO of Callity. 

In this episode, Dani Woolf had a conversation with Victoria about:

• Tactics and strategies to successfully reach buyers and get them to open up.
• Why buyers are feeling like things are rushed from renewals or an expansion standpoint. 
• Challenges that vendors are experiencing in terms of the buying process with cybersecurity buyers.
• How  both buyers and vendors can be more productive and efficient as an industry in terms of the buying process.
• What Callity is and what solutions they are providing to the industry.
• How to bridge the gap that occurs between the human element and automation when trying to build relationship capital.
• Feedback points from buyers that are helping Victoria formulate next steps for Callity and the cybersecurity industry.

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