The Benefits of Finding a Security Vendor Who Can Act as a Trusted Advisor

Improving the Sales Process    In this episode, we discuss how and why it’s so difficult for a security team leader to discover new trends in technologies in a safe and effective way. Damien points out that it can be challenging to discern who and what to rely on when broaching new systems. Listen to the episode to hear more about how to find the right balance of someone who understands the company and the importance of building a long term, trusted relationship.     Advice for the New Salesperson    One of the first points that Damien brings up is that the best way to increase your sales isn’t always trying to sell everything new. Rather, he encourages the salesperson to focus on building sustainable and genuine relationships with clients, that will then result in introductions to others in the field. We delve into why CISOs tend to shy away from salespeople and what to do about it.    Reaching Executives You Don’t Know     If you are in sales and struggles to cut through the hesitation and cynicism to reach executives you personally don’t know, how can you do your job? Damien suggests several strategies including referrals and what that requires, as well as attending conferences and how to properly go about starting conversations with new people.       Two Types of CISOs    In examining the culture around CISOs, Damien identifies the two personas that frequently crop up and the problems with each. First, there is the traditional CISOs that are aggressive in order to reach the top of that particular environment, and as a result, can have a superiority complex—even towards other CISOs. Unfortunately, these people are hard to change when it comes to sales relationships. Then, there are the steady and calm leaders, who have consistently delivered. However, sometimes they feel overwhelmed and when they get cold sales calls, they can be dismissive.  Damien reminds everyone is human and to give everyone a chance.     Social Hierarchy of CISOs    In this episode, we talk about what good-natured CISOs can fall prey to, and what we mean by a “Hollywood” CISO. Damien identifies real leaders as those who want to learn, but also want to pay it forward through education, experience and introductions. He believes this is what makes a good CISO with a longstanding reputation in the industry.       The Problems with the Award Systems     The idea of “Hollywood” CISOs brings up the point that there are some companies that   have better marketing and PR, and therefore result in the same individuals winning awards. We discuss how unfortunately, this creates a boy’s club, so to speak, that ends up shutting out those of different backgrounds, cultures, experiences. Listen on to hear about the consequences of generating a myopic view of leadership.     Factions in the Industry and Shifting Positions    Particularly in Australia, Damien delves into how the CISO is starting to morph into the CSO and the factions that are forming in the industry. While some people believe the position is all about the tech and data, others believe it incorporates consideration about the work culture and organization. Although there are different theories, one thing remains clear: one person can’t do all the responsibilities anymore. Listen on to discover why this fragmentation occurs and how leadership backgrounds provide different lens through which to view the role of a CISO.     Misaligned Incentive and How Capitalism Affects the Technology     We delve deep into how and why politics and business now seep into technology decisions. Capitalism pushes companies to look for growth from year to year, which incentivizes employees but can also have many negative...