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This week, we look at cybersecurity sales, developer content marketing, and fundraising pitches through a common lens. It’s the importance of understanding your audience and prioritizing it. — Anna
Bridging the Gap Between Cybersecurity Vendors and Buyers
Budget cuts due to the recession have changed the priorities and mindsets of Chief Information Security Officers (CISOs). As security professionals report to corporate boards, they need to understand how and focus on business over technology, marketing experts say. Dani Wolf.
Wolf knows CISOs well. B2B Technology After her marketing career, she interviewed cybersecurity buyers for months. podcast Before Starting Your Own Audience Research Firm Audience 1st placeto help vendors better understand their targets.
A key challenge at the moment is for cybersecurity vendors to adapt to the new mindset of buyers. Woolf believes this will continue even after the market recovers. “Now there is this huge gap in that vendors are making security his buyer’s job more complicated and not understanding that simplicity is the goal.”
However, simplicity does not mean one tool replaces all. One of the main things buyers want to hear from vendors, he said, is how well they integrate with their existing technology stacks. “Because as a buyer, you cannot tear up what you have now.”
Read Anna Heim’s room, first published on TechCrunch