Pragmatic CSO Podcast #23 - Picking the Right Product

Thu September 25 2008

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Pragmatic CSO Podcast #22 - Homework for Buying Security Products

Wed September 17 2008

As we jump into Step 6: Buying Security Products, it makes sense to understand what kind of homework we are going to have to do prepare for the proces... read more

As we jump into Step 6: Buying Security Products, it makes sense to understand what kind of homework we are going to have to do prepare for the process. Remember, it's easy to buy something, it's hard to buy the right thing at the right time for the right price.So this week we discuss the first 4 steps of the Buying Security Products process I published back in 2006. The first step is to understan... read more

As we jump into Step 6: Buying Security Products, it makes sense to understand what kind of homework we are going to have to do prepare for the process. Remember, it's easy to buy something, it's hard to buy the right thing at the right time for the right price.So this week we discuss the first 4 steps of the Buying Security Products process I published back in 2006. The first step is to understand the business drivers for your project, then you assemble the team, then you educate YOURSELF on the market (don't let the vendors educate you), and only then are you ready to engage with a long list of vendors that can potentially meet the need.If you want to check out the Buying Security Products ebook, you can sign up for the Daily Incite email newsletter. If you read TDI via a blog feed, just send me an email and I'll forward the guide over to you. read less

Pragmatic CSO Podcast #21 - Grass Roots Funding

Wed August 13 2008

It's time to wrap up Step 5: Selling the Story. We finish the discussion by talking about how to get funding, when the budget monkeys have told you no... read more

It's time to wrap up Step 5: Selling the Story. We finish the discussion by talking about how to get funding, when the budget monkeys have told you no. Basically we have to take a "grass roots funding" approach to go to the business leaders directly, make the case, and get the funding we need. It's kind of like selling cookies door to door. We have to be persistent and make the case as to why it w... read more

It's time to wrap up Step 5: Selling the Story. We finish the discussion by talking about how to get funding, when the budget monkeys have told you no. Basically we have to take a "grass roots funding" approach to go to the business leaders directly, make the case, and get the funding we need. It's kind of like selling cookies door to door. We have to be persistent and make the case as to why it would be a good purchase.This requires us to broaden our skills and likely move out of our comfort zone quite a bit. It's uncomfortable, but it's a good thing. Just remember to focus on the "customer" issues, and that the Reasons to Secure. The business leaders will respond to that. Ultimately you may not get the funding you need, but you won't go down like a whimpering puppy. You'll go down swinging, trying to do the right thing.Running time: 6:29Intro music is Jungle and I finish it up with Dire Straits "Money for Nothing," because that is an appropriate metaphor. There is no money for nothing. We have to work for it and sometimes that means being creative about the funding we can/should get.Photo Credit: weskimcom read less

Pragmatic CSO Podcast #20 - The Sales Pitch

Wed July 30 2008

July 30, 2008 - This week we talk about the sales pitch. This is the part that most security practitioners hate. Actually having to get in front of fo... read more

July 30, 2008 - This week we talk about the sales pitch. This is the part that most security practitioners hate. Actually having to get in front of folks and ask for money. Although if you've followed the process up to now, then you should be in great shape to put together a compelling story and to deliver that message to the senior team.In this week's episode (can you believe it's #20 already?), ... read more

July 30, 2008 - This week we talk about the sales pitch. This is the part that most security practitioners hate. Actually having to get in front of folks and ask for money. Although if you've followed the process up to now, then you should be in great shape to put together a compelling story and to deliver that message to the senior team.In this week's episode (can you believe it's #20 already?), I go into detail about how to structure the sales pitch and what you should discuss and why. We are reminded about what the goals are and also the importance of practice - especially if you are an inexperienced public speaker.Running time: 6:52Intro music is Jungle and since we are talking about making a "pitch" and it's the middle of summer (in the Northern Hemisphere anyway) I broke out John Fogerty's classic baseball anthem, "Centerfield." Enjoy!Photo Credit: XPLANEPS: My apologies for some spotty audio quality this week. You can hear everything, but I tried out a new headset and it didn't work out too well. Back to the old gear next week! read less

Pragmatic CSO Podcast #19 - Resetting Expectations

Wed July 02 2008

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