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- 03-03-20 - We're Market Leaders in Confusing Customers
03-03-20 - We're Market Leaders in Confusing Customers
We're Market Leaders in Confusing Customers
This week's episode of CISO/Security Vendor Relationship Podcast
We're Market Leaders in Confusing Customers
was recorded in front of a live audience at BsidesSF, the day before the RSA conference in San Francisco. This episode features me, David Spark, co-host Mike Johnson, and guest Olivia Rose, CISO, Mailchimp. The three of us discussed:
Are vendors going out of their way to confuse buyers?
It appears so, according to a survey by Valimail. Close to half of security leaders can't seem to make sense of vendors' technology nor know if the technology is even working once they have it installed. Should you bypass the marketing department as you try to explain your technology? Or should the marketing department do a better job trying to understand what it is they're selling?
Look at that screen! We were in a movie theater. Those small people in the lower right are me, David Spark, producer, CISO Series, Mike Johnson, co-host,
CISO/Security Vendor Relationship Podcast
, and Olivia Rose, CISO, Mailchimp.
Work relationships. Stop sending cold emails.
While salespeople say it's a numbers game, the numbers you have to put on the board to make a cold email successful are extraordinary. Relationships and building trust is what works in this business. Work your friendly CISOs and also start attending and participating in local meetups.
If you want to be a CISO, start making friends with everyone.
This seems like a rehash of often repeated advice, but a wannabe CISO not only needs to have some technical chops, but they're going to need to speak the business. Understand how each business division operates. Your goal is to understand their challenges and figure out how to better secure their efforts.
Special thanks to this week's podcast sponsors, CyberArk and Vulcan Cyber.
At
, we believe that sharing insights and guidance across the CISO community will help strengthen security strategies and lead to better-protected organizations. CyberArk is committed to the continued exploration of topics that matter most to CISOs related to improving and integrating privileged access controls.
Vulcan is a vulnerability management platform built for remediation. By orchestrating the entire remediation process, Vulcan ensures that vulnerabilities aren’t just found, they’re fixed. Pioneering a remediation orchestration approach, the platform enables security, operational and business teams to effectively remediate cyber risks at scale.Stop managing, start fixing.
TONIGHT! Live Audience Recording in NYC (3/3) and Boston on Thursday (3/5)
Get your tickets now. We have a last minute discount code CISOSERIES for $10 off which means the ticket is only $5, but we only have a few left so get them now.Peter Liebert, former CISO, state of California at our Santa Clara, CA recording.TONIGHT! Tuesday, 3/3/20 in New York City at Rise-NYC - 5:30 PMJoining me will be guest co-host JJ Agha, vp, head of InfoSec, WeWork along with a special guest. This will be done in conjunction with NY Information Security Meetup Group that has over 5,000+ members. Small fee to attend since space is limited. GET TICKETS.Thursday, 3/5/20 in Boston at athenahealth - 6:00 PMMy special guest cohost will be Taylor Lehmann, CISO, athenahealth, and our guest will be Marnie Wilking, global head of security & technology risk management at Wayfair. REGISTER.
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