How To Generate 1:1 Meetings With CISOs At Your Target Client Accounts" features a panel of distinguished cybersecurity executives sharing insights on how vendors can effectively engage with Chief Information Security Officers (CISOs). The discussion is led by Val, the founder and CEO of Execweb, and includes notable speakers such as Steve Zalewski (former CISO at Levi Strauss & Co.), Vipin Gautam (Director of IT Security at Centene Corporation), Shawn M Mininger (Channel CISO at Ingram Micro), Bradley Schaufenbuel (CISO at Paychex), and Jim Rutt (CISO at The Dana Foundation).
The panel emphasizes the importance of building genuine relationships rather than pushing sales pitches. CISOs prefer authentic conversations that focus on outcomes rather than products.
Attendees are encouraged to think beyond immediate sales goals and focus on cultivating long-term relationships with CISOs. This approach is more effective in the dynamic cybersecurity landscape, where professionals frequently change roles.
A significant portion of new vendor engagements comes through referrals. The executives highlight that personal recommendations carry weight in decision-making processes within organizations.
Each CISO has unique needs based on their industry and organizational context. Understanding these nuances is crucial for vendors aiming to secure meetings and foster productive discussions.
The panel warns against aggressive sales tactics, which can backfire and damage relationships. Instead, they advocate for a respectful approach that prioritizes understanding the CISO's challenges and providing relevant solutions.
This webinar serves as a valuable resource for cybersecurity vendors looking to enhance their engagement strategies with key decision-makers in their target accounts.
Cybersecurity Advisor at S3 Consulting, Inc
CIO/CISO at The Dana Foundation
Chief Technology Officer at BlueZone Cyber Solutions
VP and CISO at Paychex
Director of IT Security at Centene Corporation