Making a cybersecurity-specific market would assist
One potential enabler of those ideas is to create a market particularly designed for the cybersecurity world — a impartial platform the place distributors and consumers can discover one another primarily based on actual compatibility. Think about an area the place CISOs might discover options on their very own phrases, guided by peer evaluations, detailed use instances, and industry-specific contexts. Distributors, in flip, might showcase their choices in a method that aligns with what CISOs are actively in search of, fairly than guessing or counting on chilly outreach.
This market would transcend simply matchmaking. It might streamline the complete engagement course of, from preliminary introductions to ultimate agreements. For example, it might incorporate instruments for managing NDAs, proofs of idea, and grasp service agreements, making the trail from discovery to resolution as frictionless as potential. Distributors wouldn’t need to gamble on chilly emails, and CISOs wouldn’t need to wade via irrelevant pitches. As a substitute, either side might have interaction in a method that feels intentional and mutually useful.
In the end, the objective is to maneuver from a fragmented, usually adversarial course of to 1 that feels collaborative and aligned. The present mannequin of cyber gross sales isn’t serving anybody nicely, however it’s not past restore. By addressing the basis causes of frustration — the mismatched priorities, misaligned incentives, and lack of belief — we will create a system that works for everybody.
