How and When Do You Trust a Security Vendor?

How and When Do You Trust a Security Vendor?

September 04, 2018

CISO | Security Vendor Relationship Series

This week's article for the CISO/Security Vendor Relationship Series

How and When Do You Trust a Security Vendor?

In all my interviews for this series, one topic keeps coming up again and again, and that's the need for trust.How do buyers make trust judgments and how does that add up to a final purchase?Read the article for additional questions on these issues on how buyers are building trust with a security vendor:

  • The importance of the first engagement: Is it do or die, or are you more willing to accept an initial failed attempt? 

  • Aggressive vs. passive sales techniques: Aggressive doesn't necessarily mean annoying, it just means they're doing everything they can to make the sale. And passive doesn't necessarily mean they're doing nothing, it's just their pitch isn't always directed at the potential buyer.

  • Where do you seek validation: Are you OK with your own judgement or do you seek outside verification for vendors to consider, and they one you ultimately choose?

  • Are security products interchangeable? Assuming the exit and entry costs were negligible, would you follow a salesperson if they moved to a competitive vendor?

  • Are you quantifying trust or is it a gut response? Do you take in these variables and many more into account, or is your trust purely a "feeling?"

Programming note:

CISO/Security Vendor Relationship Podcast is off this week for the holiday. We'll return next week.

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This week's video:

Best Responses to "4 Effective Targeted Techniques to Marketing GDPR"

Best Responses to "4 Effective Targeted Techniques to Marketing GDPR"

When the audience responds, I respond back, with a video. Here's a short video highlighting my favorite comments to the article "4 Effective Targeted Techniques to Marketing GDPR."

APPEAR IN THE NEXT VIDEO

I'm very fortunate to have a wise and passionate audience that provides tons of insight for the articles I write. Have some advice or opinions regarding my most recent article, "How and When Do You Trust a Security Vendor?" If so, please leave your thoughts on the LinkedIn post. Like you see in the above video, best comments make it to the featured video.

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