Article | July 20, 2021
People dealing in cybersecurity knows that it is a challenging market. A specifically designed business model is not there in cybersecurity on which you can market products and services. Over the past years, the B2B Cyber Security industry has witnessed immense growth and will continue in the future. The growth can be attributed to many aspects, including growing instances of cybercrime and the emergence of interconnected devices in the IoT revolution.
New security solutions are coming into the market every day. As a result, the demand for B2B digital marketersis also on the rise to keep with the unexpected growth in products, services, and competitors. To stand out from the competition, you need a sound cybersecurity product marketing strategy leveraging all digital channels.
You have to focus on various productive marketing tactics to reach, engage, and nurture all your potential clients as an ongoing process with all the relevant information about business and products. For example, the B2B cloud-security service provider,IBM Security, uses paid ad campaigns and webinars, which are excellent cybersecurity product marketing strategies. They could maketheir expertise and solutions stand out from the rest of the crowd with this excellent strategy.
Reading further will give you insights on how to market your cybersecurity products effectively to generate leads and boost profit.
Make your Marketing Effective with Unique Content
To demonstrate the effectiveness of your solutions and the significance of your cybersecurity, your company should ensure your content has real-world examples. This will make your content more influential. Apart from being data-driven and comprehensive, your content also should be unique. Credibility can be surly built up by revamping your content strategy.
You can create educational content that clearly shows how your product can help solve a real-life cybersecurity attack. Then, you may back it up with independent industry reviews,case studies, etc. Instead of reusing the same content, experiment with new content that describes and solves different cyber threats and relates it with your products and solutions.
The following types of content can be a practical part of your cybersecurity product marketing strategyat different points in the buyer’s journey:
In every stage of the cybersecurity buyer’s journey, blogs are great for attracting prospects. Developing some evergreen and universally relevant content will be highly useful. Describing topics about cybersecurity in your blogs, such as phishing, DNS encryption, will be a great thing for clients who have just started their research and want to learn more, starting from basics.
As CNI says, the mostcritical tactic for B2B companies iscase studies. These are exemplary and the best to engage leads who are already aware of their problems and know what solutions can solve them.
According to HubSpot, at least once a week, 75% of executives watch work-related videos on business websites. Additionally, 59% of executives prefer watching a video over reading text. So, it’s the best strategy to include videos in your cybersecurity product marketing efforts.
Explanatory videos will work the best to tell your potential cybersecurity product clients what your cybersecurity offerings are and why they could be the most valuable solution for their situations. Additionally, when you’re trying to target C-level executives, this can be a beneficial tactic. This is because they need more education regarding this.
You may also utilize various statistics on cyber-attacks, loss due to cyber-attacks, recovery expenses, and the value of cybersecurity solutions. Additionally, again, providing practical and real-life examples in your video will help you make the statistics more relevant and inject a sense of urgency into the minds of your potential clients.
Effective Email Marketing Strategy
Education and awareness are significant barriers to selling your solutions. Due to these barriers, it can often take a reasonable amount of time for a potential lead to reach the point where they can contact a B2B sales representative or request a demo. Meanwhile, it is your time to have a tactic to nurture these leads to move them to the next level of the sales funnel. It can be an effective email marketing strategy. It is a strategic and effective way to connectto those potential leads who have not decided to purchase your products.
However, with many emails in your potential client's inboxes, they may unsubscribe or delete your email if they don’t find your email content valuable and worthwhile. So make sure to analyze often and monitor your email marketing campaigns. Content, subject lines, images, and copy in your email should be practical and attractive regarding open and click-through rates. Flooding your prospects’ inbox with emails about various cyber threats they face may result in losing their interest in your emails as they may have desensitization towards your emails.
Staying connected with your prospects through email marketing is an effective cybersecurityproduct marketing strategy. First, however, be mindful of how many emails you are sending to your prospects.
The tremendous interactive session you can have online today with your potential client is webinars. It is an excellent way for you in the cybersecurity domain to connect with your potential leads.
The interactive element is a vital part of a webinar. Q&A session at the end of each webinar makes it more interactive where the participants can ask you questions and raise queries about the topic and your services. Accumulating all those questions asked by the attendees can be an excellent starting point for creating new content to address your audience's challenges.
These attendees now are interested in learning more about your products and services and the threats it protects against. They also might have engaged in some research. This means they will do further in-depth research and be more engaged with your presentation topics.
Thus, it is a valuable opportunity to demonstrate other helpful content or have a CTA for demo sign-ups. You can respond to the queries of the participants in a follow-up, even if your webinar is a pre-recorded one. This effective cybersecurity product marketing tactic will help you accumulate many potential clients and take them to the next stage of the salesfunnel.
Two significant goals can be accomplished through B2B paid campaigns:
• They help you get prospects to arrive at your demo request landing page
• They amplify your content marketing efforts
Content marketing amplification is possible through paid campaigns. Most cybersecurity marketers think that you do not mix inbound marketing and paid campaigns. But the truth is when you combine both, you end up with a very effective and powerful campaign. Once you start a paid campaign with your content, you will notice more excellent and quick results and get the best out of your developed content.
Getting prospects to request a demo is a major goal for any B2B cybersecurity marketer. Cybersecuirty paid marketing campaigns, as a successful cybersecurity product marketing strategy, help the marketer to accelerate the process.
The cybersecurity landscape has recently undergone many changes. Over the next five years, global demand for cybersecurity products and solutions will reach $167.7 billion. So, it calls for a remodeling of your cybersecurity product marketing strategynow more than ever to target and attracts more prospects to your business.
Frequently asked questions
How to start with cybersecurity marketing?
The best way to start your cybersecurity marketing is by educating your prospects about the potential cyber threats they may face in their business. In addition, you can educate them about the latest news in the industry regarding cybersecurity.
Why is cybersecurity essential for marketers?
Neglecting cybersecurity or taking it for granted may cause privacy risks for you and your clients. In addition, cyber threats can be detrimental for businesses.
How can marketing help to improve cybersecurity products?
While marketing, you may understand the quality of your product, competing with your counterparts in the market. Also, you may get feedback from potential customers. It calls for the necessity of product improvement.
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Article | June 18, 2021
In this modern world of technology, ensuring information security is very important for the smooth running of any organization. Unfortunately, there are many information/cyber security threats, including malware, ransom ware, emotet, denial of service, man in the middle, phishing, SQL injection, and password attacks. Whatever your business is, no doubt, it can collapse your business and your dreams. However, the severity of its after-effects depends upon the type of business you do.
As information security threat has become a hurdle for all organizations, companies must implement an effective information security management system. In 2019 alone, the total number of breaches was 1473. It is increasing every year as businesses are doing digital transformation widely. Phishing is the most damaging and widespread threat to businesses, accounting for 90% of organizations' breaches.
This article lets you understand what ISMS is and how it can be effectively implemented in your organization.
Information Security Management System (ISMS)
According to ISO/IEC 27001, Information Security Management System (ISMS) refers to various procedures, policies, and guidelines to manage and protect organizations' information assets. In addition, the system also comprises various other associated resources and activities frameworks for information security management.
Organizations are jointly responsible for maintaining information security. People responsible for security in an organization ensure that all employees diligently meet all policies, guidelines, and other objectives regarding protecting information. Also, they safeguard all assets of the organization from external cyber threats and attacks.
The goal and objective of the system are to protect the confidentiality, integrity, and availability of assets from all threats and vulnerabilities. Effectively implementing an information security management system in your organization avoids the possibility of leaking personal, sensitive, and confidential data and getting exposed to harmful hands. The step-by-step implementation of ISMS includes the process of designing, implementing, managing, and maintaining it.
Implementing ISMS in Organizations
The standard for establishing and maintaining an information security management system in any organization is ISO 27001. However, as the standard has broad building blocks in designing and implementing ISMS, organizations can shape it according to their requirements.
Effectively implementing ISMS in organizations in compliance with ISO 27001 lets you enjoy significant benefits. However, an in-depth implementation and training process has to be ensured to realize these benefits comprehensively. Therefore, let us look into how an information security management system can be successfully implemented in your organization.
The first step in implementing ISMS is identifying the assets vulnerable to security threats and determining their value to your organization. In this process, devices and various types of data are listed according to their relative importance. Assets can be divided across three dimensions: confidentiality, integrity, and availability. It will allow you to give a rating to your assets according to their sensitivity and importance to the company.
Confidentiality is ensuring that the assets are accessed by authorized persons only.
Integrity means ensuring that the data and information to be secured are complete, correct, and safeguarded thoroughly.
Availability is ensuring that the protected information is available to the authorized persons when they require it.
Policies and Procedures and Approval from the Management
In this step, you will have to create policies and procedures based on the insights you got from the first step. It is said to be the riskiest step as it will enforce new behaviors in your organization. Rules and regulations will be set for all the employees in this step. Therefore, it becomes the riskiest step as people always resist accepting and following the changes. You also should get the management approval once the policies are written.
Risk assessment is an integral part of implementing an Information Security Management System. Risk assessment allows you to provide values to your assets and realize which asset needs utmost care. For example, a competitor, an insider, or a cybercriminal group may want to compromise your information and steal your information. With a simple brainstorming session, you can realize and identify various potential sources of risk and potential damage. A well-documented risk assessment plan and methodology will make the process error-free.
In this step, you will have to implement the risk assessment plan you defined in the previous step. It is a time-consuming process, especially for larger organizations. This process is to get a clear picture of both internal and external dangers that can happen to the information in your organization.
The process of risk treatment also will help you to reduce the risks, which are not acceptable. Additionally, you may have to create a detailed report comprising all the steps you took during the risk assessment and treatment phase in this step.
If you want effectively implement all the policies and procedures, providing training to employees is necessary. To make people perform as expected, educating your personnel about the necessity of implementing an information security management system is crucial. The most common reason for the failure of security management failure is the absence of this program.
Once policies and procedures are written, and necessary training is provided to all employees, you can get into the actual process of implementing it in your organization. Then, as all the employees follow the new set of rules and regulations, you can start evaluating the system's effectiveness.
Monitoring and Auditing
Here you check whether the objectives set were being met or not. If not, you may take corrective and preventive actions. In addition, as part of auditing, you also ensure all employees are following what was being implemented in the information security management system. This is because people may likely follow wrong things without the awareness that they are doing something wrong. In that case, disciplinary actions have to be taken to prevent and correct it. Here you make sure and ensure all the controls are working as you expected.
The final step in the process of implementing an information security management system is management review. In this step, you work with the senior management to understand your ISMS is achieving the goals. You also utilize this step to set future goals in terms of your security strategy.
Once the implementation and review are completed successfully, the organization can apply for certification to ensure the best information security management practices.
Organizations benefit from implementing and certifying their information security management system. The organization has defined and implemented a management system by building awareness, training employees, applying the proper security measures, and executing a systematic approach to information security management. Thus implementation has the following benefits:
Minimized risk of information loss.
The increased trust of customers in the company as the company is ISO/IEC 27001 certified.
Developed competencies and awareness about information security among all employees
The organization meets various regulatory requirements.
Frequently Asked questions
What are the three principles of information security?
Confidentiality, integrity, and availability (CIA) are the three main principles and objectives of information security. These are the fundamental principles and the heart of information security.
How does information security management work?
Information security management works on five pillars. The five pillars are assessment, detection, reaction, documentation, and prevention. Effective implementation of these pillars determines the success of the information security management in your company.
What are the challenges in information security management?
Challenges in information security management in your company can be the following:
You can’t identify your most critical data
Policies aren’t in place for protecting sensitive information.
Employees aren’t trained in company policies.
Technology isn’t implemented for your policies.
You can’t limit vendor access to sensitive information.
Article | March 19, 2020
Measures to mitigate the outbreak of COVID-19 have led to an unprecedented increase in remote working across the board. Our guest author Philip Blake, European Regional Director at EC-Council and cybersecurity expert, outlines key challenges and tips for staying secure while away from the office. As governments and businesses work on mitigating the impact of the ongoing COVID-19 outbreak, social distancing measures are leading to an increase in remote working across all sectors. The reasoning behind the measures is best left to health authorities, and are discussed at length elsewhere. The purpose of this article is to shed light on some of the key cybersecurity challenges around the sudden spike in remote work arrangements, and propose potential measures to keep networks as secure as possible during these times.
Article | September 22, 2021
Cybersecurity is growing as a market, and it has exploded since the pandemic started. This is because the companies incorporated remote work culture like never before. As a result, cyber threats and challenges are increasing. Cyber threats can jeopardize any business. Thus, the demand for cybersecurity products is increasing. However, the providers struggle to meet the increasing demand for cybersecurity services, and the competition is high.
Whatever your business, effective marketing makes you stand out from the crowd. As technology has transformed, various online platforms are being used for effective marketing of all the products. As a result, most leads and sales are coming through online channels today regardless of your business. Thus, having an effective online marketing strategy defines the future of you and your business. So is in the case of cybersecurity products and marketing. Therefore, you should have a clear-cut cybersecurity digital marketing strategy to stand out from the crowd and reach your target audience at the right time with the right message.
Are you a cybersecurity software service provider? Are you struggling with cybersecurity marketing? Read further to know the possible challenges of cybersecurity marketing and how to overcome them proactively.
Cybersecurity Marketing- Challenges
Like every other business, cybersecurity marketing, too, face many challenges. This is because the technology has developed and the competition is high. In addition, educating potential customers about the need for cybersecurity and its effectiveness is a tiresome job.
Some of the significant challenges faced by cybersecurity marketers can be the following:
Educating Potential Clients
Most business people are not aware of the need for cybersecurity today. This is because they are ignorant of it. They will only know its importance when their business is jeopadized due to malware or an incident of phishing. Thus, intense, informative, convincing, and educational content creation is another challenging part of cybersecurity digital marketing.
Building Trust, Credibility, and Trustworthiness
Trust and credibility matter. Whatever cybersecurity products they use, the cybersecurity professionals know that no cybersecurity software is a hundred percentages safe. Therefore, it is a challenge to stand out from the crowd and get the trust of your potential clients as many vendors are claiming they have the best product in the world. Due to these reasons, building up trust, credibility, and trustworthiness is a hard job for cybersecurity marketers.
Finding and Reaching out to your Real Target Audience
‘One-size-fits-all’ policy does not work with cybersecurity businesses. Your product can be applied to particular clients only. Thus, advertising it for the benefit of all is a foolish thing to do in cybersecurity marketing. All cybersecurity professionals know it. Therefore, finding the specific target audience for your product is a challenge.
However, having a proactive cybersecurity marketing strategy and knowing the dos and don’ts will undoubtedly make you stand out from the crowd. In addition, it would enable you to build brand image and sell your products to your actual target audience, who need your products to run their business smoothly.
Cybersecurity Marketing- Tips for 2022
Even if you have all the facilities and tools, cybersecurity product marketing is not that easy. Your success lies where you proactively solve the challenges you face in your marketing process. Let us look into some of the ways and tips to overcome the challenges you may face in the cybersecurity marketing process.
Cybersecurity Customer Testimonials
Nothing matters much more than credibility, trustworthiness, and reliability in the cybersecurity business. Customer experiences and feedback have much value in any business. Customers always want to hear from their fellow customers. Thus, testimonials are crucial in any marketing strategy. You can make use of testimonials in any form, such as written, videos, or podcasts.
You can use these testimonials from your clients as a great resource to display the value of your products. So, get feedback from your clients tactically and even make case studies explaining how your product solved a specific issue faced by one of your clients.
In most cases, customers may not be ready to provide their feedback for public use due to fear of a breach. In that case, you may have to find out creative ways to showcase customers' success stories and feedback without naming the names.
Include Interactive Elements
The modern audience needs interactive sessions and inspiring experiences everywhere. They hate the old school of marketing. Therefore, it is time to shift to virtual tradeshows and webinars. Breaking the traditional rules of marketing and digitally engaging the audience is the need of the hour.
According to Matthew Fisch, a cybersecurity consultant, and SVP sales,
If I want to sell into the banking or financial vertical, for example, I find events that they all go to, and I get to know them, listen to them, and then build a real relationship. “Then, when the topic of security comes up, I act as an advisor to help them build business solutions, whether it is with my company or recommending products and services that I am familiar with from being immersed in the industry. This builds trust, and you can bet when they are ready to buy, I’m on their shortlist.
Apart from webinars and virtual tradeshows, you can also have polls, surveys, games, and breakout sessions as part of your cybersecurity marketing process. Again, this will capture your audience's attention, and you get an excellent opportunity to learn more about those attendees.
Avoid False Information
Remember, as a B2B Cybersecurity marketing professional, you are dealing with cyber professionals. Thus, focus on fact-based marketing. It is very critical that all your content should be fact-based and accurate.
Cyber professionals are aware that bad actors cleverly use misinformation to lure people to get personal information. Therefore, if your collaterals and brand messaging are not accurate, they may think you are one among them. It affects all your efforts and ends up in gathering a total negative brand image.
Along with these, you may have to focus on many other things to be noticed by your targeted audience. However, the tips mentioned above will surely get you clients and build brand image by solving many of the cybersecurity marketing challenges faced by marketers today.
Frequently Asked Questions
What are the major cybersecurity marketing challenges
Cybersecurity marketing faces many challenges today. Some of them can be educating the clients regarding the necessity of cybersecurity, generating relevant content, and reaching out to a specific audience.
What are the effective cybersecurity marketing tactics
Cybersecurity marketers can have unique marketing techniques according to their line products and the nature of the audience. However, webinars, email marketing, content marketing, and social media marketing will quickly help you reach out to your customer.
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