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Without executive buy-in and understanding of risk, the CISO's hands are tied.
Sep 12, 2025
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10 min read
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 10, 2025
9 min read
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
6 min read
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
5 min read
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
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
12 min read
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.
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
7 min read
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.
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.
