A majority of surveyed CISOs said that when shopping for cybersecurity vendor solutions, they value input from their peers first and foremost – more than analyst reports, vendor content or any other source of information, according to a newly published research.
A joint project of communications agency Merritt Group and technology and Tech Exec Networks (T.E.N.), the survey also identified some of the best and worst practices when security vendors pitch their products to CISOs. Twenty-eight percent of CISOs said that receiving a phone call from an uninformed sales rep destroys any chance of building a business relationship, while approximately 34 percent said that vendors that strive to understand a company’s unique pain points stand a better chance of success. (All percentages are rounded.)
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