Thread by @Gartner_inc

Live from #GartnerSEC | Anticipate How AI Will Change How You Build Security Products with Nat Smith, Sr Director Analyst, Gartner.

Follow along 🧵

#DYK: Your buyers are fascinated with AI, but few really understand how #AI works. #GartnerSEC

"Most vendor presenter do not know how to effectively communicate how #AI works or the value it provides." #GartnerSEC

"Most #AI investment is in 'detection' which means there are opportunities to differentiate with AI investments in operations and other use cases." #GartnerSEC

So which #AI investments are right for you? Target AI innovations with maximum commercial potential and the lowest engineering risk. #GartnerSEC

Vendors: Leverage this #AI use-case prism for #CyberSecurity. #GartnerSEC

"You want to focus on the areas that have the least amount of effort, but the highest amount of demand." #GartnerSEC

Low-hanging fruit use cases: "The effort is low, but the demand is also on the lower end." #GartnerSEC

"This is the one that is hard to do, not many are doing it, so it becomes interesting to do - you can become the hero. But the question is, 'Is it worth doing it?'"

Cutting edge use cases have high engineering risk, with only marginal commercial opportunity. #GartnerSEC

For money pit use cases, invest with caution, potentially targeting minimal capability only. These come with high engineering risk, with only little commercial opportunity. #GartnerSEC

"Use the #AI use-case prism for #cybersecurity as a guide to choose higher value and lower development risk AI innovation technologies." #GartnerSEC

How do we talk about our #AI innovations once we have them?

"Modern AI is complex with sophisticated mathematics, but your buyers, while technical, are not mathematicians." #GartnerSEC

"Don't explain how your AI works ... your buyers won't care."

A lack of #AI understanding prevents buyers from persuading others to make the investment. We recommend not focusing on explaining the AI, instead, talk about it in terms of use cases and outcomes. #GartnerSEC

"Rather than explaining how #AI works, buyers want to know the unique use case that AI enables." #GartnerSEC

So how do you do that effectively? Leverage our #AI messaging best practices. #GartnerSEC

Takeaways to remember. #GartnerSEC

#Security Product Leaders: Leverage our action plan as you head into next week. #GartnerSEC