Cybersecurity Sales and Marketing Strategies from a Fortune 500 CISO


Cybersecurity Sales and Marketing Strategies from a Fortune 500 CISO

This week on cybersecurity from the editors of Cybercrime Magazine

Listen to the Cybercrime Magazine podcast interview

Sausalito, California – April 13, 2024

If you’re a cybersecurity company that wants to know how to alienate a CISO, then Adam Keown, chief information security officer at Eastman, a Fortune 500 company, explains how on the Cybercrime Magazine podcast.

Keown advises sales managers to ditch tactics including cold calls, emails, and LinkedIn messages that aim to canvass CISO staff. And he assures us that old-fashioned sales strategies rooted in FUD (Fear, Uncertainty and Doubt) don’t work.

Keown tells stories of receiving phone calls early in the morning and late at night from salespeople who somehow obtained his cell number. This strategy, he assures, is doomed to fail Everytime.

For CMOs and the marketers who work under them, there’s also a takeaway. Make it easier to work on closed equipment! A CISO is much more likely to read a white paper or report that does not require registration. For what? CISOs know that disclosing their contact information means there will be a bombardment of follow-up emails from vendors.

If you are looking tips on what works when it comes to selling to CISOsso Keown shares that as well.

Listen to the interview

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