Selling data security to the CEO
In this Security technology workshop designed specially for senior IT and business line executives, we will show you how to navigate the “valley of death” of the complex sale of enterprise information protection and make or break the business justification with your management board. Through specific Business Threat Modeling(TM) tactical methods we will show you how to discover current data loss violations, quantify threats and valuate your risk in order to select the most cost-effective security technologies to protect your enterprise information.
Participation is free – click here to REGISTER FOR THE EVENT
1 comment1 Comment so far
To those who are “selling” security to organizations, need to frame the pitch in a value proposition context.
The easiest way is to be able to answer the following questions:
1. How will this project / initiative increase the income of the organization?
2. How will this project / initiative decrease costs to the organization?
3. How will the risk be reduced to the organization?
It takes a solid answer to either 1 or 2 along with demonstration of the answer to number 3 for a project to be sold. If you can show value to all 3, it becomes a “no brainer” for executives to approve and support.
Using the threat modeling is the appropriate way to develop a response the third question. The sales team of an organization would be the source of how much additional revenue could / would be generated with the IT department being the source for how costs will be cut.
Past experience has shown that if you do not have a simple, understandable, value proposition for what you are selling, you are just setting yourself up for failure.
I would love to hear from others their perspective on this point of view.