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Is Password2 More Secure Than Password1?

Is Password2 More Secure Than Password1?

David Spark -
Are you managing your passwords the same today as you did five years ago? On this episode of the CISO/Security Vendor Relationship podcast, we discuss…
Stop Asking CISOs if They Care about Security

Stop Asking CISOs if They Care about Security

David Spark -
Want to get under a CISO’s skin? Ask them if they have a concern for security in their environment. It’s like asking a chef if…
Katy Perry Recommends Two-Factor Authentication

Katy Perry Recommends Two-Factor Authentication

David Spark -
Did Katy Perry provide sound security advice, or didn’t she? You’ll have to listen to the latest episode of the CISO/Security Vendor Relationship Podcast to…
Your ‘Go-To Source’ for Unnecessary Cyber Terror Alerts

Your ‘Go-To Source’ for Unnecessary Cyber Terror Alerts

David Spark -
On this week’s episode of the CISO/Security Vendor Relationship podcast we ask, “What good is a security alert if there’s no actionable item?” Share your…
CISOs Don’t Care About Your Funny Sales Pitch

CISOs Don’t Care About Your Funny Sales Pitch

David Spark -
Don’t bother trying to craft a potentially clever, funny and adorable email that you hope will tickle a security practitioner; it’s simply not going to…
Security Vendors Buy Their First Pack of Condoms

Security Vendors Buy Their First Pack of Condoms

David Spark -
After tackling some dodgy audio issues, we have released the second episode of the CISO/Security Vendor Relationship podcast with our guest Kip Boyle (@KipBoyle), CEO of Cyber Risk…
A Privacy Policy Written in English (Introducing the CISO/Security Vendor Relationship Podcast with Mike Johnson and David Spark)

A Privacy Policy Written in English (Introducing the CISO/Security Vendor Relationship Podcast with Mike Johnson and David Spark)

David Spark -
I’m proud and excited to announce the launch of the CISO/Security Vendor Relationship Podcast based on the series of articles and videos I produced that examine the…
Testimonials from fans of the CISO/Security Vendor Relationship Series

Testimonials from fans of the CISO/Security Vendor Relationship Series

David Spark -
At RSA, I ran into so many fans and contributors to the series. Here’s what they had to say about the articles, videos, and conversation.…
Best Responses to “9 Reasons Why Selling Fear Does Not Work on a CISO”

Best Responses to “9 Reasons Why Selling Fear Does Not Work on a CISO”

David Spark -
When InfoSec vendors sell FUD (fear, uncertainty and doubt) they’re causing far more problems than they’re aware of and it’s starting to hurt the industry…
9 Reasons Why Selling Fear Does Not Work on a CISO

9 Reasons Why Selling Fear Does Not Work on a CISO

David Spark -
Historically, fear has been a good sales tactic to sell security products. “Security is a fear sell. It’s a choice between a small sure loss…
Best Responses to “Hey Security, It’s Time We Had ‘The Talk’ About PR”

Best Responses to “Hey Security, It’s Time We Had ‘The Talk’ About PR”

David Spark -
Security vendors are eager, aggressive, and sometimes make requests of their PR firms that aren’t in line with community behavior in the security marketplace. I…
Hey Security, It’s Time We Had “The Talk” About PR

Hey Security, It’s Time We Had “The Talk” About PR

David Spark -
People like to dump on PR for what is seen as “pushy” behavior: issuing unnecessary press releases, cold calling journalists, or following up weekly to…
Best Responses to “Is Traditional InfoSec Marketing Even Necessary?”

Best Responses to “Is Traditional InfoSec Marketing Even Necessary?”

David Spark -
CISOs are repeatedly saying that they don’t respond to traditional marketing ploys. The way to get to them is through relationships. If that’s true, why…
Is Traditional InfoSec Marketing Even Necessary?

Is Traditional InfoSec Marketing Even Necessary?

David Spark -
Since starting the CISO/security vendor relationship series, all the CISOs I’ve spoken to have repeatedly said they are far more responsive to relationship making efforts than they are…
Best Responses to “How to Get a Prospect to Test Your Security Product”

Best Responses to “How to Get a Prospect to Test Your Security Product”

David Spark -
I asked cybersecurity professionals what works to get them to be aware and ultimately test a security vendor’s product. Here are the best responses to “How…
How to Get a Prospect to Test Your Security Product

How to Get a Prospect to Test Your Security Product

David Spark -
“I’ve never met a harder sale than cybersecurity to the IT team,” admitted a security vendor. “The challenges are unique at each firm and they…
Best Responses to “15 Ways to Make ‘First Contact’ with a CISO”

Best Responses to “15 Ways to Make ‘First Contact’ with a CISO”

David Spark -
CISOs universally agree that relationship selling is more effective than traditional marketing. How then do you form that initial relationship with a CISO? Here are…
15 Ways to Make ‘First Contact’ with a CISO

15 Ways to Make ‘First Contact’ with a CISO

David Spark -
“Relationship selling is 1000x more effective than direct marketing,” argued Eric Cowperthwaite, a former CISO and now a director, information security at Esterline (from LinkedIn). “I couldn’t agree…
Best Responses to “How to Uncover Security Concerns When Customers Won’t Tell You”

Best Responses to “How to Uncover Security Concerns When Customers Won’t Tell You”

David Spark -
Most often a CISO won’t tell you their security concerns, but here are seven techniques you can use to figure out what they are. Here…
How to Uncover Security Concerns When Customers Won’t Tell You

How to Uncover Security Concerns When Customers Won’t Tell You

David Spark -
“What are your security concerns?” It’s the one question all security vendors want to know from potential customers. It’s also the one question potential customers…
Best Responses to “Should you Market to the CISO’s Direct Reports?”

Best Responses to “Should you Market to the CISO’s Direct Reports?”

David Spark -
Who within an organization should a security firm select to pitch their product? Should they go to the top of the food chain, or start…
Should you Market to the CISO’s Direct Reports?

Should you Market to the CISO’s Direct Reports?

David Spark -
I challenge the argument that the best targets for security marketing are CISOs and CSOs. Sure, CISOs are making business decisions, but are they the…
Best Responses to “The ’15 Minutes of Your Time’ Request”

Best Responses to “The ’15 Minutes of Your Time’ Request”

David Spark -
The request of “15 minutes of your time” is seen as a gamble hoping that the CISO/CSO will be “nice to you.” Maybe that’s not…
The “15 Minutes of Your Time” Request

The “15 Minutes of Your Time” Request

David Spark -
As I mentioned in the first issue of this series on the CISO/security vendor relationship, almost all B2B security vendors want to reach CISOs and CSOs…
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