Audience 1st

In this podcast, Charles Payne, CISO at Neptune Media, shares insights on maximizing ROI with ancillary events. He discusses aspects of smaller events that attract security buyer attention, common mistakes vendors make, and how ancillary events influence purchasing decisions. Payne also explores the impact of smaller events on a company's brand perception and strategies companies can use. Additionally, he shares insights into the types of technologies security buyers are inclined to explore at smaller events and the follow-up actions that leave a lasting impact.

Your CFP was approved and you’re about to give a public talk. Before giving a getting on stage at a large (or small) event: You've gotta get your entire talk that you want give people down to: What is the core ride or die message? That is your through-line in all of your stuff. Everything must be connected to that. And then do NOT embrace every single of your 40 talking points. Find five. And those five should matter to your person. If you don't know if they'll matter to your person, you haven't done your research. Brutally honest insights from Kirsten Rourke, founder of Rourke Training, Performance and Engagement Coaching for Speakers Who Love the Spotlight and Those Who Have to Survive It. In this episode of Audience 1st Podcast I JUST dropped, Kirsten and I talk about: → Challenges executives face in public speaking, according to an expert perspective. → Top three universal skills or principles everyone should master, regardless of their profession. → The application of 'know your audience' concept when conveying technical or data-heavy information to a non-tech savvy audience, such as in board meetings. → Suggestions for professionals on how to keep their audience engaged during complex or technical presentations, such as in cybersecurity. → Strategies for introverted professionals, especially in fields like cybersecurity, to overcome the fear of public speaking. → The incorporation of body language and non-verbal communication to enhance public speaking abilities. → Common mistakes professionals make in public speaking and methods to avoid them. → Advice for individuals who regularly present complex data and analytics, such as marketing or cybersecurity professionals. → Closing thoughts and key takeaways for listeners, including marketers, salespeople, and cybersecurity professionals, to apply in their roles. → Information on how to contact or enroll in public speaking programs for those interested in advancing their skills. Such critical insights unraveled in less than 45 minutes. Join Audience 1st Newsletter Today Join 1400+ cybersecurity marketers and sellers mastering security buyer research to better understand their audience and turn them into loyal customers: https://www.audience1st.fm/newsletter

There's a massive disconnect between product/solution providers and the people building cybersecurity programs in the industry. The programs are built to standards.  So what if product companies start building products to meet those standards? Product vendors should be able to (but often can’t) tell what type of program they are building to and how they meet the controls inside that framework.  We need to have risk management and to be able to make decisions.  We need to shape people's thinking around and away from this auditor, pure “black and white” view in order to bring positive changes to the industry. Brutally honest insights from Brian Haugli, CEO of SideChannel, Former F500 CISO & CSO and Founder of RealCISO.io. In this episode, Dani Woolf had a conversation with Brian about his challenges, goals, what vendors do that piss him off, and the alternatives. Join Audience 1st Newsletter Today Join 1400+ cybersecurity marketers and sellers mastering security buyer research to better understand their audience and turn them into loyal customers: https://www.audience1st.fm/newsletter

Purple, red, orange, green, blue teams - there's this whole security color wheel. We need to realize that we all play a part in the same cycle and we could all work together a lot more effectively than if we work against each other. So when everyone's collaborating, talking and understanding their part - all the colors combine. This is one big, beautiful security utopia called white teaming. Brutally honest insights from Maril Vernon a.k.a SheWhoHacks, Offensive Security Engineer, Purple Teamer, COO of Teach Kids Tech and Co-founder and Co-host of The Cyber Queens. In this episode of Audience 1st Podcast, Dani Woolf had a conversation with Maril about her challenges as an offensive security engineer and purple teamer, her goals, what vendors do that piss her off, and the alternatives. They uncovered How did Maril get into the cybersecurity industry? Is having a creative background (or even a business background) helpful working in the tech industry? Why is providing diversity so important in the tech industry? What does Maril hate most about the cybersecurity industry? Maril’s bleeding neck challenge as an offensive security engineer and a purple teamer What's Maril’s ultimate goal as an offensive security engineer? How does Maril vet solutions as an offensive security engineer? Questions an offensive security engineer may ask in their buying decision-making process What kind of tools could you pitch to a purple teamer? What kinds of things do they look for to make their job easier? Where does Maril usually look for and find the necessary tools? Cardinal rules security vendors, marketers, sales, what's above, below, in between, are breaking And more! Join Audience 1st Newsletter Today Join 1400+ cybersecurity marketers and sellers mastering security buyer research to better understand their audience and turn them into loyal customers: https://www.audience1st.fm/newsletter

In a world overflowing with buzzwords and sales tactics, Dani Woolf and George Kamide have joined forces to investigate the gaps between cybersecurity vendor marketing strategies and the actual needs and expectations of cybersecurity leaders. Their recent study aims to illuminate how vendors market, position, and message their products and services, and how these strategies align (or don't) with the evaluation and purchasing behaviors of cybersecurity leaders. This candid conversation, hosted by Chris Cochran, promises to challenge the status quo, providing a fresh perspective on cybersecurity marketing and sales. Tune in to learn, engage, and transform the way you approach your marketing and sales strategy. Don't miss this chance to cut through the buzzwords and jargon, and get down to what really matters. Download the 2023 RSA Conference Messaging Analysis and Buyer Research Report: https://www.audience1st.fm/2023-rsa-conference-messaging-analysis-buyer-research-report  

With the accelerating proliferation of cyber threats, a challenge at hand involves addressing the human attack surface - the interaction point where end-users, such as employees or clients, can be targeted by malicious cyber actors. It is the human element, as much as any technology, that often forms the root cause of most compromises. Brutally honest insights from Matt Polak, CEO of Picnic Corporation, and Jeff Farinich, CISO of New American Funding. In this episode of Audience 1st, Jeff, Matt and Dani uncover: How security practitioners are approaching the problem of the root cause of the majority of compromises - the human element The barriers to success when it comes to human attack surface protection How CISOs justify new spend on human attack surface protection solutions in environments where budgets are flat/declining How technologies like human attack surface protection tools change practitioner workflows Join Audience 1st Newsletter Today Join 1400+ cybersecurity marketers and sellers mastering security buyer research to better understand their audience and turn them into loyal customers: https://www.audience1st.fm/newsletter

There's a constant drive in the cybersecurity field to not just sell, but to sell in a way that's attractive or groundbreaking—almost as if companies are compelled to constantly outdo each other in originality to meet their audience's inflated expectations. Evgeniy laments that the industry's focus has strayed too far from fundamental tasks towards more creative, attention-grabbing ones.  The importance of basics needs to be reaffirmed as an antidote to the intoxicating and potentially misleading influence of hype. Evgeniy indicates that practitioners can adopt a more systematic approach to their decision-making processes to avoid succumbing to industry hype.  Brutally honest insights from Evgeniy Kharam, Cybersecurity Zero Trust Architect and a Founder of Cyber Inspiration Podcast. In this episode, Dani Woolf had a conversation with Evgeniy about his challenges, goals, what vendors do that piss him off, and the alternatives. Join Audience 1st Newsletter Today Join 1400+ cybersecurity marketers and sellers mastering security buyer research to better understand their audience and turn them into loyal customers: https://www.audience1st.fm/newsletter

If you’re working your way into a CISO's inbox: Take a more humanizing approach and cultivate trust-based relationships. It’s important to draw the line between an appropriate business outreach and a stalker mode. Be willing to be vulnerable because it's going to really benefit your career and do good Brutally honest insights from George Al-Koura Al Koura, Co-Host of Bare Knuckles & Brass Tacks Podcast and CISO of Ruby. In this episode of Audience 1st, Dani Woolf is had a conversation with George about his challenges, goals, what vendors do that piss him off, and the alternatives. We uncovered: Why are so many people in the military getting into cybersecurity after service? What does George hate most about the cybersecurity industry? What is a humanizing approach to sales outreach and how does it affect CISO? As a CISO, what's George’s one bleeding neck challenge and what's the ultimate goal he’s trying to achieve? Are there any differences or anomalies right now in the market that sales pros and marketers can learn from to take advantage of? What does a valuable, trust-based relationship look like digitally? What are some cardinal rules security vendors, marketers, and sales teams are breaking these days? Join Audience 1st Newsletter Today Join 1300+ cybersecurity marketers and sellers mastering security buyer research to better understand their audience and turn them into loyal customers: https://www.audience1st.fm/newsletter

When a CISO starts evaluating a new product, they start evaluating the people they’re going to work with and only then evaluate the vendor from a technological perspective. Because at the end of the day they do business with people, not just with products. Building brand awareness and trust is very important. Why would you give access to your financial accounts if there’s no trust? Brutally honest insights from May Brooks, CISO, Founder and Chairwoman of the Board of Helena Cybersecurity Awareness. In this episode, Dani Woolf had a conversation with May about her challenges, goals, what vendors do that piss her off, and the alternatives. We also covered: What May does from a day-to-day basis as a cybersecurity expert and what’s her ultimate goal. What is May’s one bleeding neck challenge right now as the deputy CISO? What is the ultimate goal May’s trying to achieve as a security practitioner? What are ways that May evaluates people within a potential vendor? What are differences or anomalies salespeople and marketers can learn from in order to stand out in CISOs’ eyes. How would a salesperson or marketer understand a CISO’s priorities best? What would be the way to extract that data not under an NDA? Why is building brand awareness and trust so important in cybersecurity? Cardinal rules security vendors, marketers, and sales teams are breaking these days.  Join Audience 1st Newsletter Today Join 1300+ cybersecurity marketers and sellers mastering security buyer research to better understand their audience and turn them into loyal customers:https://www.audience1st.fm/newsletter

A marketer, seller, and CISO meet in a LinkedIn Live after RSA Conference You finish the rest. Or join Andres Andreu, Maria Graham, and Dani Woolf to unveil their top insights from this year's 2023 RSA Conference from their lens of the world. Tune into Audience 1st Podcast to: Get a first-hand overview of what it was like at RSAC this year Understand major hits and misses at the expo Explore how to bridge gaps discovered in the industry during the conference Learn how events like these helped progress growth Discover best practices for engaging your audience at large events like RSA and more! Join Audience 1st Newsletter Today Join 1300+ cybersecurity marketers and sellers mastering security buyer research to better understand their audience and turn them into loyal customers: https://www.audience1st.fm/newsletter