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Dear $VENDOR,
Starting your pitch – especially in a social setting – with “What are you doing about problem X?” is a pretty clear setup. You’re putting your target on the defensive even before they open their mouth. 1/
Starting your pitch – especially in a social setting – with “What are you doing about problem X?” is a pretty clear setup. You’re putting your target on the defensive even before they open their mouth. 1/
Yes, you’re trying to get your target to commit to doing something that isn’t as “good” as your solution. And of course, that sets you up to close an improvement deal, right?
Wrong. 2/
Wrong. 2/
Here’s the secret about IT security: it’s imperfect. There are a thousand problems, and there is room for improvement on just about every single one.
And every CIO and CSO knows this, but probably doesn’t want to tell you this. 3/
And every CIO and CSO knows this, but probably doesn’t want to tell you this. 3/
But there is a cost to changing solutions - so switching from an 80% solution to an 85% solution may not be worth it, in both time, opportunity, dollars, and organizational stress. 4/
Also, almost every solution has some negative externalities – maybe you’re trading availability away to get better confidentiality; but for some orgs, that cost is too high. 5/
So you might *know* your solution will improve the world – but you’re also competing against the initiatives to improve security in the other 999 areas, and you might not really have a displacement opportunity now. 6/6
