David spent about twenty years as a CIO before moving into the CISO role, and he's now the author of How to Sell to the CIO and CISO. In this cyber GTM conversation with Andrew Monaghan, he explains the one-in, one-out rule most CISOs run, why selling cybersecurity solutions often means helping the CISO win an argument with their CFO, and which cybersecurity sales strategies actually get you a first meeting. If you're a founder, seller or marketer in B2B cybersecurity sales, this is how your buyer is thinking about your product.
In this episode:
- The average CISO stack (85 to 89 products, 29 vendors) and a CFO telling them to stop buying from new vendors
- When a new category is worth the extra procurement work and intensive POCs
- Why some boards are now asking whether AI could replace whole security packages
- The two-sentence intro that beat a cybersecurity sales pitch
- Getting in 12 to 15 months before the budget exists
- The three Cs of trust, and keeping your A team on the account after the contract
David's book: https://www.amazon.com/dp/180730079X
David: https://www.linkedin.com/in/davidjordangee
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