The playbook for cybersecurity vendors: positioning, messaging, go-to-market, and competitive benchmarking. How buyers really shortlist, what procurement will ask, and why strong products lose deals to weaker ones with sharper stories. Written from 14 years on the buyer's side of the table.
Cybersecurity funding held near $10.6B in H1 2026 while deal count fell. That gap is the whole story: the market is consolidating around a few AI-native winners, not broadly recovering. Here is how to read it.
A beautiful deck that argues the seller's case still loses to a plain one that argues the buyer's. The 12 mistakes that lose enterprise security deals, and how to fix each.
Cold email, fear decks, and feature demos disqualify you with CISOs. Here is how security buyers actually decide, and how to be on the shortlist before the cycle starts.
The agency playbook burns seed budgets because it was built for markets that trust marketing. Security buyers do not. Here is what to do instead, from someone who sat in the buyer's chair.
Learn how to effectively assess the security risks of AI solutions during procurement. Our comprehensive guide covers risk identification, assessment, mitigation strategies, and best practices for secure AI adoption.
Learn about common mistakes AI startups make in data privacy, DevSecOps, access management, and employee training. Get actionable tips to grow with confidence.
Get the CISO perspective: founder-led positioning audits, competitive benchmarks, and advisory for cybersecurity vendors who need CISOs to actually pay attention.
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