If security vendors want to be more successful, they have to connect what their product does to the way their customers make money. Steve Zalewski, co-host of Defense in Depth, and former CISO of Levi Straus has repeatedly said to vendors, “How does this help me sell more jeans?”
The question really forces the vendor to think about their customer’s business. And it’s up to them to connect the dots as to how their product can provide true business value.
“Move the conversation from cost center to profit center,” said Zalewski.
Watch the video for more tips on how security professionals can better understand their business so they can better provide security solutions at times of need.
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