The racket of rushed #Renewals has gone on too long. It sits with sales LEADERS to build with #RelationshipCapital at the heart of their sales process, becoming meaningful flagbearers of the change that has to happen in the market before vendor-buyer trust is finally reestablishedĢ.
It's NOT the SDRs' fault that cold outreach is where it is. So happy to have got the chance to dive into the pains at the heart of #cybersecuritybuying & #cybersecurityselling with Dani Woolf (She/Her) last month at #CyberTechIsrael. #cybersecurity #infosec #datasecurity #SecureWorld As if they don't have enough on their plates. In the current state of affairs, the onus falls on CISOs to ask vendors the right questions & stress-test their every claim.
And using his keynote floor to drive home the problem we've been throwing everything at over at Callity since Day 1: vendor-buyer trust is truly broken. As always, Chris Roberts of Boom Supersonic proving he's a born orator by captivating a room of 600+ practitioners despite an almost-total technical AV failure (see example event display 😂). Begs the question: how much easier would those processes be if vendor selection & procurement decisions could be data-driven & clearly benchmarked vs next-best alternatives? 😇ģ. Some practitioners, like Bill Bowman, CISSP of Emburse, do an excellent job quantifying the tangible impact of cybersecurity spend on company OKRs & priorities. Getting deep insight into how CISOs think about and allocate their security spend, & (almost as importantly!) articulate that allocation to various enterprise stakeholders.
Thank you Eric Anderson for the insightful talk illuminating just how much CISOs have to depend on services-based models delivered by rare true-value-add partners like Atlantic Data Security, LLC to decipher exactly which cybersecurity solutions are best-in-breed (vs duplicative / unnecessary / plain B.S.) for their unique needsĢ. Time & time again, hearing that the issue of cybersecurity vendor noise & smarter spend allocation is TOP of CISOs' minds. Highlights from SecureWorld Boston 2023 so far ✨ġ.
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