The document discusses how to be a trusted security advisor by understanding a customer's business objectives and cutting through vendor noise to offer the right cybersecurity solutions. It emphasizes operating at the leadership and strategy level by focusing on business outcomes and enabling security initiatives rather than using fear, uncertainty, and doubt. The document also provides an overview of the CISSP certification and different areas of cybersecurity like endpoint security, network security, and cloud security.

1. Be the TSA: Trusted
Security Advisor!
Dominique Singer, CISSP CISM CRISC ITIL COBITGSECGOLD
VP, BizDev of Cybersecurity

2. What is a Trusted Security Advisor?
The most important person your customer doesn’t
know about - YOU!
Challenge: how much do YOU know about your
customer’s business objectives?
Cuts through vendor noiseto offer the right solution

3. How many people in this room want to be a security expert?
Endpoint SecurityNetwork Security Application Security
Managed SecurityService Provider WebSecurity Messaging Security
Risk & Compliance
Securit y Operat ions & Incident Response
Data Security
M obile Securit y
Threat Intelligence
Indust rial /Iot Security
Fraud Prevent ion / Transact ion Securit y
Specialized Threat Analysis & Prot ect ion
Ident ity & Access Management
Cloud Securit y
cybersecurity
landscape
CISSP Areas of
Study
Are you familiar with the acronym CISSP?
Certified Information Systems Security Professional

4. Endpoint SecurityNetwork Security Application Security
Managed SecurityService Provider Web Security Messaging Security
Risk & Compliance Securit y Operat ions & Incident Response Data Security M obile Securit y
Threat Intelligence
Indust rial /Iot Security
Fraud Prevent ion / Transact ion Securit y
Specialized Threat Analysis & Prot ect ion
Ident ity & Access Management Cloud Securit y
cybersecurity
landscape

5. What do customers
face when looking
for InfoSec solutions?

6. Key Concepts for Infosec:
Builda Framework
A House doesn’t stand
without the right
framework
Availability
Technology Respond
Three Rules
of Three

7. Predict Prevent
DetectRespond
Continuous
Visibility and
Verification
Users
Systems
Processes
Data
Network
Policy
Compliance
Adaptative Security
Architecture
Adjust
Posture
Implement
Posture
Monitor PostureAdjust Posture

8. How DO you NOT sell InfoSec Solutions?
SKIP Fear, Uncertainty, and Doubt (FUD)
Don’t ask if they’ve been breached!
Don’t ask about gaps, weaknesses, “Do you know how the hacker can get in?”

9. How DO you SELL InfoSec Solutions?
Operate at the Leadership / Strategy level
Focus on Business outcomes: IT and Security are enablers of Business
DO ask about security initiatives, governance, measurement of effectiveness

10. THANK YOU!