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- 10-22-19 - I'll See Your Gated Whitepaper and Raise You One Fake Email Address
10-22-19 - I'll See Your Gated Whitepaper and Raise You One Fake Email Address
I'll See Your Gated Whitepaper and Raise You One Fake Email Address
This week's episode of CISO/Security Vendor Relationship Podcast
I'll See Your Gated Whitepaper and Raise You One Fake Email Address
On
, Mike Johnson and our guest, Ian Amit, CSO, Cimpress, discussed:
If you don't gate content you'll probably draw in more qualified leads.
Many potentially qualified prospects will bail on a piece of content if it's gated. They're not interested in sharing contact information to receive more marketing materials. But if your content really delivers, then a potential prospect will follow up with you, and that's exactly the type of lead you want.
Stop glorifying the KPI.
A sign of success is not how many names you've added to your mailing list. Qualified leads take time, and cost. Spend your effort driving that metric. Start by narrowing your list to only those who have expressed strong desire.
Impress a prospect by doing some basic OSINT.
If you want a prospect to spend time with you, spend some time understanding them before you even make first contact. Some basic research and open source tools can help. If they gave a testimonial on another site, and you see it, that's a great way to show you're really investigating their world.
Use a risk framework everyone can understand... money.
Factor Analysis of Information Risk or FAIR is a framework that simply calculates risk in terms of dollars. Create a series of potential situations that you would normally label as low, medium, and high risk and attach a dollar loss amount should one of those scenarios actually play out.
When you describe risk as high, medium, and low you've closed the conversation.
Those levels are determined by you and only you understand them. You're not giving anyone room to create their definition of the breadth of risk.
Special thanks to this week's CISO/Security Vendor Relationship Podcast sponsor, Trend Micro.
Trend Micro Incorporated, a global leader in cybersecurity solutions, helps to make the world safe for exchanging digital information. Our innovative solutions for consumers, businesses, and governments provide layered security for data centers, cloud environments, networks, and endpoints. For more information, visit
.
REGISTER 10-25-19 open video chat Hiring young cybersecurity talent
There is an eagerness to draw in more cybersecurity talent, but heck, to do what? What are those jobs that vendors and CISOs should be dangling out there to attract talent? What can the industry as a whole do to make the job of cybersecurity look more attractive? What can the industry, cybersecurity leaders, and each individual do to be more welcoming?Join us for a very fun and engaging open video chat on this very topic with:
Taylor Lehmann, vp, CISO, athenahealth
Michael Piacente, managing partner, Hitch Partners
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