Pro tip: I watched a CISO walk out of a booth at RSA because the pitch was all fear

We were demoing our new EDR tool and he said 'Stop selling me nightmares, show me the sleep.' How do you balance threat stats with actual product value now?

3 comments

3 Comments

shanelee21h ago

Fear sells. Sleep doesn't stop breaches.

wendy62820h ago

Man, that's a great line. I stopped leading with breach stats and just show how it quiets the daily noise for the team. They already know the threats, they want less hassle.

dianahayes18h ago

My buddy's team used to get slammed with alerts, like constant password reset tickets and false positives from their old system. They finally switched to something that just handled the quiet work, and his whole mood changed. He said it was like someone turned off a buzzing fan he didn't even notice was on anymore. That's the real win, you know? Makes me wonder if @shanelee has ever had a week without that noise to see the difference.