How Can Cybersecurity Vendors Understand Their Customer More?

In a recent Soulful CXO podcast, Cyber Security Tribe’s Co-Founder, Dorene Rettas, explores with the host Dr. Rebecca Wynn what the biggest challenges for cybersecurity vendors are. 

Dr. Wynn starts the conversation by confirming her biggest challenge is how vendors don’t know anything about her and they are not listening to what her needs are. 

Expertise and Trust to be Built Up First

Dorene adds to the discussion explaining how the CISO community have spoken out against how they dislike being sold to, despite the potential need for the solution. The community clearly confirmed they want expertise and trust to be built up between parties instead first. 

Dorene continues to highlight how trust and expertise can be achieved through regular conversations between the CISO community and the vendor’s subject matter experts. Then when the time arises for the need for their solution the vendor is a natural selection for them as a conversion point.

Additionally the vendor will have a much better understanding of the CISOs needs and would have already built up trust to serve their needs beyond the technology they offer.

Dr Wynn concludes by stating its not about the product but also the relationship they have with those CISOs that will make the difference in when selecting cybersecurity solutions. Something our Chief Cybersecurity columnist has highlighted in shifting from InfoSec-as-Service to Trust-as-Product. 

The Cyber Security Tribe’s own community platform also confirmed the importance for trust between parties and the Cyber Security Tribe facilitates conversations between vendor and community to great effect. These meetings have helped our CISO community find the relevant vendors through subject matter conversations and gave the vendors the right information so they can understand their customers needs to a much greater extent. 

The full video podcast can be found within the Cyber Security Tribe’s community platform, only accessible to cybersecurity practitioners (sorry no sales, no marketing, no vendors). Apply here to join the community to watch the full podcast.  

You can listen to the audio podcast on any of your preferred platforms and hear more from Rettas, including fears around ChatGPT and authenticity in relationship building.

Apple Podcasts
Spotify
Google Podcasts