Effective Communication Strategies between Salespeople and CISOs | CISO Circuit Series: Episode 3 with Don Boian | Michael Piacente and Sean Martin on the Redefining CyberSecurity Podcast

About the CISO Circuit Series

Sean Martin and Michael Piacente will join forces roughly once per month to discuss everything from looking for a new job, entering the field, finding the right work/life balance, examining the risks and rewards in the role, building and supporting your team, the value of the community, relevant newsworthy items, and so much more. Join us to help us understand the role of the CISO so that we can collectively find a path to Redefining CyberSecurity. If you have a topic idea or a comment on an episode, feel free to contact Sean Martin.

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Guests: 

Michael Piacente, Managing Partner and Cofounder of Hitch Partners

On ITSPmagazine | https://www.itspmagazine.com/itspmagazine-podcast-radio-hosts/michael-piacente

Don Boian, Chief Information Security Officer of Hound Labs

On LinkedIn | https://www.linkedin.com/in/don-boian-05820714/

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Host: Sean Martin, Co-Founder at ITSPmagazine [@ITSPmagazine] and Host of Redefining CyberSecurity Podcast [@RedefiningCyber]

On ITSPmagazine | https://www.itspmagazine.com/itspmagazine-podcast-radio-hosts/sean-martin

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This Episode’s Sponsors

Imperva | https://itspm.ag/imperva277117988

Pentera | https://itspm.ag/penteri67a

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Episode Notes

In this episode of the Redefining CyberSecurity Podcast, co-hosts Sean Martin and Michael Piacente talk with Don Boian to discuss effective communication between salespeople and CISOs. The main focus is on building trust and understanding in an environment that often sees these roles at odds.

Boian highlights the importance of understanding the corporate structure and knowing who to approach. He suggests that salespeople target not only the CISO but elements of their team, citing examples where security engineers are equally valuable contacts.

Boian stresses that the key to successful communication is trust, built over time and through demonstrated value. He encourages cybersecurity salespeople to become an integral part of the cybersecurity community and invest in long-term relationships with CISOs.

Piacente adds that the CISO’s role has greatly expanded in recent years, requiring them to be business leaders in addition to technical experts. He notes that board members are often pleasantly surprised at a CISO's business acumen.

The conversation also explores the importance of salespeople using a language that resonates with CISOs and clearly articulating their product’s value propositions.

Key Ingishts:

• Establishing trust between salespeople and CISOs, built over time through actions and value demonstration.
• Importance of understanding the corporate structure and knowing who to approach in the organization, beyond solely aiming at the CISO.
• The dramatically expanded role of a CISO in recent years, requiring them to be both technical experts and efficient business leaders.

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Resources

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