Unpatched Podcast Series

When you're selling to CISOs, CIOs and their practitioner teams, start by listening to them.  We mean REALLY  listening to them.  All the sales teachings preach "two ears, one mouth", but rarely does that play out when the quarter's coming to a close.

It's not even rocket science.  CISOs need to understand what is changing, which risks matter and where technology can help. Vendors and channel partners have valuable knowledge to share. They both have what the other needs, but it gets lost in data funnels, lead scoring, MEDDPICC, and the number of dials you make a day.  The human relationship is the last thing on anyone's mind beyond getting into a room with as many of them as possible.

"I've been to as many as 20 dinners.  I've dined well, I've had great conversations, spoken to the person next to me all evening, but they either don't follow up or leave it to email and LinkedIn" Anon.

A message can be useful and still arrive at the wrong time. A product can be relevant and still be introduced before anyone understands the organisation’s priorities. And a conversation that begins with a pitch can end before the CISO gets to the information they need.

And on that.  Know for sure that they rely on their teams to find out about your products and services.  Their teams will appreciate the time you spend helping them to get it over the line once they understand it's the one for them.  An enterprise CISO usually doesn't want your demo.

Rare insight into how they perceive us

During CyberSync in June, we asked three CISOs the chance to open up, and we gave them the floor in "Unpatched:  CISOs on the Channel".

Across this podcast series, they tell vendors, distributors and partners how they want to interact: what earns their attention, what makes information credible, when they are open to exploring something new and when they need space to get on with the job.

They talk about the questions they ask before engaging a supplier. The role of their teams in researching and testing options. The value of trusted partners and peer recommendations. Why a well-timed conversation at an event can achieve more than months of automated follow-ups. And why “just checking in” rarely gives anyone a reason to respond.

These are candid views from people on the receiving end of channel outreach. Some may challenge familiar sales habits. Others may show where the channel has an opportunity to be far more useful.

The message is straightforward: CISOs do want information. They want it to reflect their world, respect their time and reach them when they are ready to use it.

Listen to the series. Then ask yourself whether your next approach gives them a reason to listen back.  Then ask how you can find out more on getting the inside track