Simplify Your Value Statement
In order to communicate their message quickly, Vendors need to develop a value statement that appeals to a CISO by quickly articulating how your solution reduces risk, minimizes staffing issues,…
Ed Talks: Kicking 3rd-Party Software Risk to the Curb
Panel discussion on third-party risk. Topics included conducting software composition analysis (SCA), assessing threats and impacts, risk-rating your inventory, and selecting the right controls.
Dark Reading Usability Interview
An interview I did with Ericka Chickowski of DarkReading on the importance of useability of security products.
RSA Sales & Marketing Panel on Relationships
For a number of years, I’ve had the honor of participating on the T.E.N. ISE® Sales and Marketing Breakfast panel at RSA. This year’s panel included some of my most…
How to Personalize Your Product Pitch for CISOs
A Q&A with John Masserini, CISO at Millicom Telecommunications This Merritt Group blog is part of an ongoing Q&A series with CISOs on preferred marketing and sales techniques, leading up…
Whitehawk: 10 Rules for Cybersecurity Salespeople
I’m posting this for two reasons. First, it’s a great read for security vendor’s salespeople. You need to memorize these rules. Secondly, and I have to be honest, I’m pretty…
An Open Letter to Security Vendors – Part III
The Good.. The Bad.. The Tech.. In Part I, we discussed the issues around vendors marketing approach and the failed messaging that’s resulted. In Part II, we reviewed the need…
An Open Letter to Security Vendors – Part II
Partner with me… Don’t F.U.D. me In Part I, I gave you some food for thought about getting your message out there in a clean, crisp, and concise way. In…
An Open Letter to Security Vendors – Part I
It’s all about the message.. So tell me – did you hear the news?? Apparently, the rumors are indeed true.. 2015 is the year of the Security Startup. And in…
Booth Babes Banned at RSA – A CSO’s View
While I was unable to attend RSA this year, after reading Chenxi Wang’s LinkedIn post on ‘Booth Babes’, I have to say… It’s about damn time. To briefly recount a…