Customer Insights

Why Executive Understanding of Risk Defines Cybersecurity Buy-In

Without executive buy-in and understanding of risk, the CISO's hands are tied.

Sep 12, 2025

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10 min read

Black Hat 2025: Why This Year Raised the Bar for Cybersecurity Events

Here are my field notes and findings on what the cybersecurity space got right this year at Black Hat and where the industry can still improve.

Aug 11, 2025

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9 min read

Inside the CISO Mind: 7 Takeaways from Sitting as a Fly on the Wall of a CISO Panel

I’ve sat in too many conversations like these over the last few years. And this one reinforced just how misaligned many security vendors still are with the people they're trying to sell to.

Mar 27, 2025

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6 min read

Why Security Teams Resist Full Tool Replacements—And What Vendors Can Do About It

Security professionals aren’t looking for new vendors to come in and tell them that their current stack is broken. They’re looking for solutions that work with what they already have, not against it.

Feb 7, 2025

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5 min read

Why You Shouldn't Be Engaging with the CISO

For all the time, money, and energy spent crafting campaigns for CISOs, the real decision-making often occurs elsewhere—within the technical teams or lieutenants tasked with evaluating and implementing solutions.

Nov 20, 2024

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5 min read

Why Cybersecurity Maturity Models Matter to GTM Teams and How Use Them Effectively

A maturity model isn’t just an assessment tool; it’s a roadmap that, if applied thoughtfully, can transform how we align solutions with customer needs and drive real business growth.

Nov 11, 2024

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12 min read

"Ghosting" Customers? Why Only Reaching Out at Renewal Time Damages Trust and Limits Growth

Vanishing between renewals kills trust, fuels churn, and makes your brand forgettable. Here’s why reaching out only at renewal time could be the silent killer of your customer relationships—and what to do instead.

Nov 11, 2024

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6 min read

Mastering the Art of Reading the Room: A Guide for Cybersecurity Vendors

Understanding your audience’s non-verbal cues and adapting your message accordingly can make the difference between a winning pitch and a wasted opportunity.

Oct 22, 2024

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7 min read

The Top Cybersecurity Marketing and Sales Do's and Don'ts to Follow

The cybersecurity sales landscape is full of avoidable missteps that just make security practitioners tune out. If you’re a vendor, it's time to stop making these common mistakes and start adopting healthier alternatives.

Oct 22, 2024

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6 min read

The Real Reasons CISOs Don’t Buy

Operability, data relevance, ease of use, and cost efficiency matter more than flashy features when selling to CISOs—let's learn the questions you need to ask to close the deal.

Oct 22, 2024

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6 min read

Customer Insights

Why Executive Understanding of Risk Defines Cybersecurity Buy-In

Black Hat 2025: Why This Year Raised the Bar for Cybersecurity Events

Inside the CISO Mind: 7 Takeaways from Sitting as a Fly on the Wall of a CISO Panel

Why Security Teams Resist Full Tool Replacements—And What Vendors Can Do About It

Why You Shouldn't Be Engaging with the CISO

Why Cybersecurity Maturity Models Matter to GTM Teams and How Use Them Effectively

"Ghosting" Customers? Why Only Reaching Out at Renewal Time Damages Trust and Limits Growth

Mastering the Art of Reading the Room: A Guide for Cybersecurity Vendors

The Top Cybersecurity Marketing and Sales Do's and Don'ts to Follow

The Real Reasons CISOs Don’t Buy

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