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For Security & Risk Professionals

Forrsights: The New IT Security Buyer Landscape

Success Requires Vendors To Change Features, Positioning, And Sales Enablement

February 17, 2012

Authors

Why Read This Report

Despite the recent spate of high-profile security breaches, many chief information security officers (CISOs) find themselves marginalized by their peers and disconnected from their business's strategic objectives. Some business leaders have resorted to creating new company positions responsible for business-security alignment, and they are taking a much more active role in security strategy and policy. CISOs now have to remedy this situation, and they are eager to reinvent themselves as chief business security officers (CBSO). To make this transition, CISOs must demonstrate traceable alignment to business objectives and bring greater financial and risk management discipline to security strategy and decision-making. Security vendors must realign product and services features, positioning, and sales organizations to effectively reach and remain relevant to this new crop of business security leaders.

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Table of Contents

  • Business Requirements Call For Changes To The IT Security Organization
  • Navigating The Evolving Security Buyer Landscape
  • recommendations

  • Take Steps Now To Connect And Appeal To Business Security Buyers
  • Supplemental Material

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