The Real Reasons CISOs Don’t Buy

In the crowded cybersecurity marketplace, even products with strong, qualified functionality can struggle to win over decision-makers.

Why?

Because failing to address core concerns—platform operability, data relevance, ease of use, and cost efficiencies—jeopardizes the purchase of a new security product, regardless of its technical merits.

This blunt perspective captures the essence of what really matters to CISOs when evaluating new solutions.

It’s not just about a shiny new feature or a sleek interface—it’s about seamless integration, tangible results, and justifiable costs.

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Let’s break down these four critical factors to understand how vendors can better align their offerings with:

4 CISO Decision Criteria to Look Out For in the Evaluation Process

1. Platform Operability

CISOs need assurance that your solution will seamlessly integrate into their existing technology stacks.

Platforms need to play nice with what’s already there. If integration issues arise, the new tool can create more problems than it solves.

Operability also goes beyond technical integration; it’s about ensuring the solution aligns with existing workflows and processes.

For instance, is the platform API-driven?

Does it enable the customer to easily pull and use data across other systems?

Solutions that enhance operability and remove friction from the implementation process win over decision-makers who prioritize efficiency.

2. Data Relevance

Security solutions are often data-driven, but not all data is created equal.

CISOs need to know the type of data your solution generates and how it will help them address their specific concerns, like Key Risk Indicators (KRIs) or regulatory compliance.

Ask yourself:

• Does your solution produce the right kind of data to inform the customer’s decision-making?

• Is it handling sensitive data in a way that avoids regulatory issues?

• Is the data stored in a proprietary format that could hinder its usability?

Addressing data relevance isn’t just about volume—it’s about providing meaningful data that directly impacts a CISO’s strategic objectives.

If your product can generate new metrics that offer unexpected value, make this clear. It could be a game-changer.

3. Ease of Use

Even the most feature-rich platform is worthless if it’s too complex for the customer’s team to use.

CISOs are cautious about introducing tools that require extensive training or disrupt daily workflows.

The easier your solution is to adopt and use, the more likely it is to gain buy-in from security teams.

Ease of use also extends to reporting capabilities.

Can users easily pull the necessary reports? Are the dashboards intuitive?

Solutions that make reporting simple help CISOs deliver on their commitments to operating committees and boards, which is critical for securing internal support.

4. Cost Efficiencies

Cost is always a major factor, but it’s not just about being the cheapest option—it’s about being cost-effective.

CISOs look for solutions that not only deliver like-for-like replacements of existing services but also provide additional value for a similar or slightly higher cost.

Vendors should be prepared to demonstrate how their solution reduces costs in other areas (e.g., fewer resources needed, reduced time for manual tasks) or how it delivers ROI by minimizing risks.

Questions to Guide Your Customer Conversations

When working with prospects, keep these decision criteria questions in mind.

They help you understand what’s truly important to the customer and position your solution more effectively:

1. Does our solution integrate into the current technology stack the customer has?

2. Is our solution API-driven so the customer can pull data?

3. What type of data does our solution generate?

4. Is our solution handling sensitive data where the customer has to worry about regulatory issues?

5. Is the data that is running inside the solution running in a proprietary format?

6. How easy is it for the customer’s team to use?

7. How easy is it for the customer’s team to pull reports?

8. Can we help them answer any of their KRIs that the operating committee expects?

9. Does our solution generate new metrics that have value the customer wasn't aware of?

These questions are practical tools to have in your back pocket the next time you speak with prospects.

They not only guide your conversation but also demonstrate your genuine commitment to understanding their needs and constraints.

Final Thoughts

Winning over CISOs requires more than a flashy demo or a long list of features.

It’s about addressing fundamental concerns around operability, data, ease of use, and cost in a way that resonates with their strategic priorities.

By focusing on these decision criteria, vendors can shift the conversation from “what can our product do?” to “how can our product solve your problems effectively?”

This approach not only strengthens trust but also increases your chances of securing the sale.

Take these insights to heart, and you’ll be well on your way to building more meaningful relationships with CISOs and their teams—ultimately driving better outcomes for both sides.

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