Category Archives: CISO/Security Vendor Relationship Series

This is the story of Allan Alford, CISO of Mitel, who publicly announced on LinkedIn that he was going to reserve two hours each week to meet with security vendors. The security community went ablaze with such a shocking announcement. Did I hear that r… Continue reading Best Responses to ‘One CISO’s Grand Experiment to Engage with Security Vendors’→

Again and again I hear from CISOs and security buyers that they want to trust security vendors first. But at the same time they say they don’t trust easily. How does a security buyer form that trust? What are the elements that make up that decisi… Continue reading Best Responses to ‘How and When Do You Trust a Security Vendor?’ – CISO/Security Vendor Relationship Series→

Last week, Allan Alford, CISO of Mitel, announced on LinkedIn that he was going to set aside two hours each week to have meetings with vendors. He expects that will result in about three to four meetings each week. “I expect that by Q1 of next year I … Continue reading One CISO’s Grand Experiment to Engage with Security Vendors→

A roadblock in security sales is assumed, but it doesn’t have to be a negative. Rather, it can be an educational experience on how to do sales better. As part of the CISO/Security Vendor Relationship Series, I called out to security vendors to t… Continue reading Best Responses to ‘4 Stories of Security Vendors Overcoming Roadblocks’→

In my reporting for the CISO/Security Vendor Relationship Series and the companion podcast, the one theme I hear over and over is that buyers of security products need to trust the vendor. Unfortunately, that response of “I need trust” provides more q… Continue reading How and When Do You Trust a Security Vendor?→

Now that GDPR’s May deadline has passed, it doesn’t mean the regulation is any less important. In fact, Europe’s introduction of this new privacy law has changed the face of communication. How are security vendors supposed to market … Continue reading Best Responses to ‘4 Effective Targeted Techniques to Marketing GDPR’→

I think it might be safe to say that the majority of a security vendor’s time is trying to avoid being a roadblock or running into roadblocks. As part of the CISO/Security Vendor Relationship Series, I called out to security vendors to tell me their t… Continue reading 4 Stories of Security Vendors Overcoming Roadblocks→