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    How to Get a Prospect to Test Your Security Product

    02/21/2018

    I’ve never met a harder sale than cybersecurity to the IT team,” admitted a security vendor. The challenges are unique at each firm and they are reluctant to even take a call let alone share real concerns. ”In the security products market, cybersecurity vendors simply want to be co...

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    How to Uncover Security Concerns When Customers Won’t Tell You

    02/06/2018

    “What are your security concerns?” It’s the one question all security vendors want to know from potential customers. It’s also the one question potential customers don’t want to divulge for obvious security, privacy, and “I don’t have the time” reasons...

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    30 Security Vendor Behaviors That Set Off a CISO’s BS Detector

    02/19/2019

    I had never seen such disdain and aggravation from a CISO. Richard Rushing (@SecRich), CISO of Motorola Mobility, sent me an email with a litany of vendor pitches. Each one punctuated with vitriolic commentary and frustration. It appears a lot of companies will fully protect his network and automati...

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