Friday 21st August, 2-3pm (BST)

‘Buyer fatigue’ is widespread and sales techniques are often 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:

• What makes a CISO buy? What puts a CISO off? Which styles of salesmanship work and don’t work?
• 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?
• How is the current health crisis affecting vendor strategies and operations? What’s changed and what’s stayed the same?

Suppliers are often viewed by the CISO community as the enemy. How has this happened and what can we do to reverse this trend? Clearly the best relationship between vendor and customer is one of trust and understanding built up over time. Business will then naturally follow.”

Facilitated by

Martin Smith MBE (info), Chairman & Founder, The SASIG

Chaired by

Helen Rabe (info), Global CSO, Abcam

Panellists: 

Allan Alford (info), CISO Delivery Services, NTT Data Services

John Dyson (info), VP UK&I, Cybereason

Stuart Frost BEM (info), Head of Enterprise Security & Risk Management, DWP

Gaynor Rich (info) Global Director of Cyber Security Strategy & Transformation, Unilever