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* [https://f.hubspotusercontent30.net/hubfs/448185/MG_CISO-Report_V2_7.13.20-1.pdf?__hssc=211906123.1.1595613005720&__hstc=211906123.66c3a644565b56af282b58691c5a1d21.1595613005720.1595613005720.1595613005720.1&__hsfp=2859492949&hsCtaTracking=6ee29960-5860-4a55-9e65-de4e96e8cf28%7Ccec642a8-58d5-4e60-9d27-6878a63f8348 Marketing and Selling to the CISO] - Merritt Group partnered with T.E.N.to survey a select group of leading CISOs to find out how to most effectively get their attention and trigger a sale. The results might surprise some:
** CISOs VALUE PEER INPUT MOST
*** Around 64 percent of surveyed CISOs say they rely on peer communications and word of mouth to learn about new security products and vendors.
*** Only 13 percent of CISOs rely on events for product information.
** CISOs PREFER OBJECTIVE THIRD-PARTY MATERIAL
*** 13 percent depend on videos and webinars.
*** 28 percent look to research reports.
*** 43 percent of CISOs rely on peers to connect on cyber trends.
** CISOs EVALUATE FACE-TO-FACE AND HANDS-ON
*** the most popular settings for evaluating cybersecurity vendor solutions were roundtable events and dinners, which 38 percent of respondents ranked as their top choice.
*** Webinars, which 15 percent of CISOs named as preferred ways of evaluating vendor solutions, have also become more widespread.
*** Less than 4 percent depend on marketing collateral and/or vendor website content to evaluate a solution.
** CISOs EXPECT VENDORS TO DO THEIR RESEARCH
*** Around 34 percent of survey respondents say that vendors have a better chance of success if they understand the CISO’s problems.
*** About 34 percent of CISOs much prefer product demos to any other form of follow-up.
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