Thriving Through Volatility: Insights for CISOs - Jeff Pollard, Pejman (Pej) Roshan, Deepen Desai - BSW #401

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Jun 25, 2025

Guest

Deepen Desai

Jeff Pollard, an analyst specializing in security at Forrester, discusses strategies for CISOs to navigate volatility and effectively manage budgets. Pej Roshan, CMO of Menlo Security, emphasizes the importance of AI-driven threat detection and browser security. Deepen Desai, CSO at Zscaler, highlights the risks of AI-assisted attacks and advocates for Zero Trust strategies. The conversation covers the critical need for improved communication of security requirements and the importance of automation in enhancing operational efficiency.

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INSIGHT

Navigating Security Budget Volatility

Volatility in security budgets requires flexible strategies as downturns are not guaranteed.
CISOs must adapt to unpredictability and navigate different possible economic outcomes effectively.

ADVICE

Build Relationships to Protect Budgets

Build strong relationships with CFOs and revenue leaders to protect and grow your security budget.
Position security as revenue enabler, not a cost center, using customer-driven compliance requirements.

ADVICE

Justify Security Spend with ROI

Use the 80-20 rule: focus on top customers driving most revenue to justify security spend.
Present security cost as pennies earned per dollar of revenue to demonstrate ROI.

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In this episode, Mandy Logan, Summer Craze Fowler, Jason Albuquerque, and Jeff Pollard of Forrester discuss the challenges and strategies for CISOs in navigating volatility in the security landscape. They emphasize the importance of building relationships within the organization, particularly with the CFO, to manage budgets effectively. The conversation also covers the significance of communicating security needs in terms of compliance and customer requirements, maximizing budget through flex spending, and the role of automation and AI in enhancing security operations. Additionally, they highlight the need for effective data management to reduce costs and improve efficiency.

In pre-recorded interviews from RSAC, learn the following!

With the power of zero trust and AI, Zscaler help organizations strengthen and automate IT and security, reduce costs, and minimize complexity. Zscaler helps reduce the attack surface, block threats via full TLS inspection, and eliminate lateral threat movement.

This segment is sponsored by Zscaler. Visit https://securityweekly.com/zscalerrsac to learn more about them!

The modern workspace, increasingly reliant on cloud-based applications, browser-first access, and AI integration, faces significant security challenges that outpace the capabilities of traditional tools.

Legacy solutions, including VPNs and even early ZTNA implementations, are proving vulnerable to sophisticated attacks leading to data breaches and operational disruptions. The fundamental shift in how we work demands a new approach, one that closes the gaps left by the platform approach.

We need the ability to 'trust nothing and click on anything with zero risk.' We need to take zero trust beyond the network that we operate and control.

Future of Browser Security Webinar with Google: https://www.menlosecurity.com/resources/2025-prediction-the-future-of-browser-security-lessons-from-the-pioneers

Browser security report: https://www.menlosecurity.com/resources/state-of-browser-security-report

Global Cyber Gangs report: https://www.menlosecurity.com/resources/global-cyber-gangs-supported-and-sheltered-by-state-sponsors-and-getting-smarter-every-day-report

Everywhere Access White Paper: https://www.menlosecurity.com/resources/everywhere-access-the-zero-trust-revolution-for-hybrid-work-white-paper

This segment is sponsored by Menlo Security. Visit https://securityweekly.com/menlorsac to learn more about them!

Visit https://www.securityweekly.com/bsw for all the latest episodes!

Show Notes: https://securityweekly.com/bsw-401