About this session
“Buyer fatigue” is widespread and sales techniques can be aggressive, persistent and intrusive (and therefore counter-productive). But products and services are vital to the CISO’s security strategy, and vendors are an essential element of the solution.
Clearly, the best relationship between vendor and customer is one of trust and understanding built up over time, and SASIG has always provided the place where vendors and users can come together as equals. At this meeting we will consider:
- What makes a CISO buy? What puts a CISO off? Which sales styles work, and which don’t?
- How do CISOs draw up their wish-lists, and then how do they prioritise? CISOs are inundated with sales and marketing material, so how do they filter through all the noise? How do CISOs view vendor meetings and what are they looking for?
- Suppliers are frequently viewed by the CISO community as the enemy. How has this happened and what can we do to reverse this trend?
We’ll finish with an exclusive guided behind-the-scenes tour of the BFBS studios with Q&A opportunities. All SASIG events operate under the Chatham House Rule, and there is no charge to attend. Our hosts will kindly provide lunch and refreshments.
If you missed the in‑person event, you can watch the full session here.
Have a question on this talk?
Send it to the presenter. The team passes it on and the reply comes to you by email.
