Selling for Security Professionals presented at SourceBoston 2015

by Stephanie Losi,


Summary : How can security professionals talk to business executives in their language? Business managers may focus on ROI, decision modeling and growth, while security professionals are thinking worst-case scenarios, redundancy and diversity of controls, and risk reduction. Do you see the problem here? Our Venn diagram appears to be fairly non-overlapping, though with some intersection around protecting reputation. But in reality, our Venn diagram is more like this: hugely overlapping circles geared toward maximizing the business’ reputation, making the business resilient to inevitable errors and incidents, and helping the business lines grow.
This talk will focus on how security professionals can sell what they bring to the table and communicate better with business lines, shifting from two different perspectives to a meeting of the minds.