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Defense in Depth
How Should Security Vendors Engage With CISOs?
May 4, 2023
The podcast discusses the frustrations of a CISO bombarded with marketing emails and sales calls. It explores strategies for vendors to effectively engage with overwhelmed CISOs and the need for changes in targeted marketing. The chapter also emphasizes the benefits of sponsoring security conferences and the role of CISOs in evaluating new products. Efficient ways to gather information on valuable companies are highlighted, along with the hosts' interest in meeting industry professionals and their search for new talent.
37:14
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Quick takeaways
- Engaging with CISOs through community involvement and building relationships is essential for vendors to gain trust and create meaningful connections.
- Vendors should shift their sales strategies to focus on targeting the individuals who directly handle the security problems and provide value through community events, presentations, and transparency in pricing.
Deep dives
Sales targets and frustrations
One CISO expresses frustration with being a sales target and urges vendors to be part of the community instead of selling to him directly. Other CISOs share similar frustrations and highlight the problem with salespeople being measured based on behavior that the target doesn't appreciate. The root of the problem is seen in how salespeople are measured and incentivized. Many CISOs, including Jeff Belknap, the CISO of LinkedIn, feel overwhelmed and frustrated by the high volume of marketing emails and cold calls. Jeff has taken a different approach, setting aside time for focused meetings primarily with early-stage startups. However, he acknowledges the frustration of others who feel over-targeted. Building trust and relationships, as well as rethinking sales approaches, is seen as a better way forward.
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