CISOs to Cyber Startups: Stop Making These 4 Sales Mistakes!

In this #DreamitLive, Dan Costantino, CISO at Penn Medicine, one of the largest academic medical institutions in the US, will join Steve Barsh to talk about the chatter in the CISO community on how cyber startups are dropping the ball and missing huge opportunities. Many cyber startups have great technology and solutions to important problems, but often exhibit poorly executed sales tactics, vastly underestimate and mismanage the complexity of a proof-of-concept (POC), and don't understand the sales cycle issues in large organizations. Dan and Steve will talk about critical issues for cyber startups trying to work and close new business with CISOs and security teams at a large organization including:

• How to best get, maintain, and not lose the attention of a CISO or their team

• The "must-haves" for a cybersecurity company to get a POC or trial

• The top 3 things a cyber startup can do to win more business

• The big mistakes cyber startups make when trying to win new deals

• What the winners are doing right. What others need to do better.

• How to best navigate the POC/trial and procurement processes