Template:BSW182NewsMattAlderman

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  • 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.