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16. It’s Time To Look In The Mirror: The C-Suite’s Responsibility In Cybersecurity Sales
Manage episode 386083265 series 3413573
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In this episode of WTFDIJR, Chris and Dani are uncovering:
The ethics and practices of how CISOs, CIOs, and other executives should engage with vendors. The episode centers on the ethical responsibilities of C-suite executives in their interactions with vendors, highlighting the need for honesty and straightforwardness in these relationships. TIt also emphasizes building relationships based on trust and integrity, rather than just focusing on products.
Key Takeaways:
- Building Relationships Over Products: Chris stresses the importance of building trust and relationships with vendors rather than just focusing on the products they offer. He believes that a good working relationship is key to effective cybersecurity solutions.
- Rejecting Entitlement and Opulence: Dani and Chris criticize the practice of extravagant wining and dining by vendors as an ineffective way to secure sales. They suggest more humble and genuine forms of interaction, like coffee meetings or informal gatherings.
- Importance of Vendor Diversity: Chris emphasizes the importance of vendor diversity, stating that he looks at a company's board and leadership team as part of his decision-making process.
- Vendor Interaction Etiquette: They suggest a mutual 'Hippocratic Oath' for CISOs and vendors, promoting a respectful and honest interaction framework.
- Listener Questions and Engagement: Dani and Chris engage with a listener's question about balancing technology quality and personal relationships in sales, providing insights into how CISOs like Chris make purchasing decisions.
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