April 3, 2024 at 10:12AM
The security practitioner emphasizes the need for genuine communication from vendors and highlights key discussion points. They emphasize the importance of avoiding empty marketing slogans and instead engaging in meaningful conversations. The text also addresses the use of AI, the significance of data-driven proofs, and the importance of understanding and addressing real business needs rather than focusing solely on product features. Additionally, it advises against “ambulance chasing” and encourages building trusted relationships with security practitioners to enhance engagement and results.
Based on the meeting notes, the key takeaways are:
1. **Focus on real solutions, not marketing slogans:** Security practitioners prefer vendors who ask questions, understand challenges, and listen rather than relying heavily on marketing slogans.
2. **Provide meaningful information about AI:** When discussing artificial intelligence, vendors should be specific about its applications, how it relates to specific problems, and provide concrete results achieved with the help of AI.
3. **Back claims with real data:** Vendors need to provide proof, preferably using data obtained via Proof of Concept, to make their claims more credible to security practitioners.
4. **Address business needs:** Instead of listing out features, vendors should focus on how their product can help security practitioners achieve their goals and solve real-world problems, with minimal complexity and budget requirements.
5. **Avoid ambulance chasing:** Vendors should refrain from approaching security practitioners during significant security incidents and focus on developing trusted relationships, understanding their pain points, objectives, and long-term challenges.
Implementing these takeaways can help vendors refine their approach and engage security practitioners from a different angle, leading to more positive results.