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.)

See what a few CISOs identified as their biggest likes and biggest turn-offs when it comes to vendor marketing tactics.

Please register to continue.

Already registered? Log in.

Once you register, you'll receive:

  • News analysis

    The context and insight you need to stay abreast of the most important developments in cybersecurity. CISO and practitioner perspectives; strategy and tactics; solutions and innovation; policy and regulation.

  • Archives

    Unlimited access to nearly 20 years of SC Media industry analysis and news-you-can-use.

  • Daily Newswire

    SC Media’s essential morning briefing for cybersecurity professionals.

  • Learning Express

    One-click access to our extensive program of virtual events, with convenient calendar reminders and ability to earn CISSP credits.