Skip to main content

Save or Share this Report

For Security & Risk Professionals

Forrsights: The New IT Security Buyer Landscape

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

February 17, 2012


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.

Get Access

Already a Client?

Log in to read this document.

Become a Forrester Client

Customers are the new market-makers, reshaping industries and changing how businesses compete and win. Success depends on how well and how fast you respond. Forrester Research gives you insights and frameworks aligned to your role to shorten the time between a great idea and a great outcome, helping your teams win in the age of the customer. Contact us to learn more.

Purchase Report

This report is available for individual purchase ($745 USD).


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

Recommended Research