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How to Sell Security to Your CIO

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How to Sell Security to Your CIO

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Do you struggle with finding the best way to communicate with your CIO/CISO about why a security solution is worth the money and implementation effort for your company? The hardest part of the process when buying a new product is often getting your boss to sign on and understand why the purchase is important. In this webinar you will hear straight from the horses (boss!) mouth as the CIO of Rapid7, Jay Leader, details the 5 questions you should be able to answer before approaching your boss in order to explain your solution choice effectively.

Do you struggle with finding the best way to communicate with your CIO/CISO about why a security solution is worth the money and implementation effort for your company? The hardest part of the process when buying a new product is often getting your boss to sign on and understand why the purchase is important. In this webinar you will hear straight from the horses (boss!) mouth as the CIO of Rapid7, Jay Leader, details the 5 questions you should be able to answer before approaching your boss in order to explain your solution choice effectively.

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How to Sell Security to Your CIO

  1. 1. Rapid7 Webcast: How to Sell Security to Your CIO
  2. 2. 2 Agenda Introduction 5 Questions You Need to Have Answered Before Approaching Your CIO
  3. 3. Jay Leader VP of IT & CIO Presenter 3
  4. 4. There are lots of problems to solve, why this one at this time? What’s the value to the business, not just from an IT standpoint but to the people who run our company? What are we NOT doing because we’re going to do this, and why is this the best choice? 4 Question 1: Tell me what problem we’re solving and why it’s important to solve it
  5. 5. Lead me through your thinking about why the solution you’re proposing is the right one What are the main criteria you used to make your choice? What else did you consider, and why did you reject the other alternatives? What’s best about this solution and why will it work better than the others? 5 Question 2: Why is the solution you’re proposing the right one?
  6. 6. Have you considered the following factors? Impact of the implementation on IT resources The need for business user participation and buy-in and their availability to support the implementation needs and timeframe The related soft costs to implement well (training, documentation, deployment costs) The ongoing costs of maintaining and supporting/upgrading the selection, both from a financial and operational standpoint 6 Question 3: What will it take to implement this solution effectively?
  7. 7. Financial Business operation/disruption Political commitments and impacts on you and other supporters Skill sets needed to initially implement and to support on an ongoing basis Fit and scalability vis a vis the overall technical architecture 7 Question 4: What are the risks to success and what are you doing to mitigate them?
  8. 8. What should I expect as an outcome and how will I know the solution worked? What are the projected benefits of the project Metrics used to evaluate improvement Timeframe to determine/evaluate success 8 Question 5: What should I expect as an outcome and how will I know that the solution worked?
  9. 9. AUGUST 19 - 21, 2013 Boston Seaport Hotel Boston, MA Keynote: Dr. Hugh Thompson, Chief Security Strategist and Senior VP at Blue Coat, Nate Silver, Author “Signal in the Noise”, voted Most Creative Mind in Business By Fast Company 16 CPE credits Nexpose & Metasploit Training available www.unitedsummit.org Rapid7’s 2013 UNITED Customer Security Summit 9 Early Bird Pricing Available Until June 28th – save $400!
  10. 10. Thank you www.rapid7.com

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