Why Cybersecurity Vendors Struggle to Sell to CISOs
Cybersecurity vendors are struggling to get the attention of CISOs, and having a good product isn't necessarily enough.
In this Razorwire Raw, James Rees looks at why traditional cybersecurity sales and marketing tactics are increasingly ineffective, particularly for newer vendors building products for AI security, and what vendors need to understand about the people they're trying to reach.
As cybersecurity priorities shift towards AI agents, shadow AI, deepfakes and new forms of cyber risk, the market is changing too. Vendors that understand where security is heading have an opportunity, but first they need to understand how the security community actually thinks.
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