Time is the Most Valuable Asset - Are You Respecting It?

Who is Malia Mason?

Malia Mason is a cybersecurity practitioner whose career is as dynamic as it is impactful.

A former Sonar Technician Second Class in the United States Navy, she was entrusted with safeguarding sensitive data aboard her ship and ensuring her crew was well-versed in cybersecurity training.

Malia is on a mission to streamline asset management and reduce manual processes in the cybersecurity space.

She’s not just about securing networks; she’s passionate about empowering others, particularly women and veterans, to break into the tech field.

As the co-founder of CyberDEI, she champions diversity and inclusion in cybersecurity, mentoring young girls in inner-city schools to inspire the next generation of tech leaders.

When she's not busy battling cyber threats, Malia dedicates her time to mentoring veterans transitioning to civilian life.

Pro Tip for Connecting with Malia

Be genuine and direct.

Malia values authenticity and prefers vendors who focus on solving real problems.

Keep your messaging straightforward, acknowledge existing challenges, and never mix DEI with sales if you don’t truly believe in it.

If you can present a clear, short demo that addresses a pain point, you’re more likely to get her attention.

Insights and Key Takeaways

Understand the Full Scope of Asset Management Challenges

Insight: Effective asset management is critical, but few companies have it fully covered.

Malia’s “bleeding-neck challenge” centers on asset management.

Even the most sophisticated tools won’t protect against unknown assets, which can open serious security gaps.

Marketing and sales teams need to acknowledge this reality and present their solutions as supplements rather than replacements.

This approach resonates more with practitioners who are wary of rip-and-replace strategies that disrupt workflows.

Always Consider Existing Tools and Processes

Insight: Before evaluating a new tool, Malia checks if her current tools can handle the requirements.

When pitching to CISOs, avoid assuming your solution will immediately replace existing ones.

Instead, position your product as a supplement that works alongside existing tools.

Malia emphasizes the complexity of integrating new solutions, especially when considering different operating systems, environments, and workflows.

Speak to the realities of the integration process, and be ready to demonstrate compatibility and ease of use.

Don’t Use DEI as a Sales Tactic

Insight: Mixing DEI initiatives with sales pitches is not only ineffective—it’s offensive.

Malia has experienced vendors who tried to leverage DEI efforts as a sales angle, which led to an instant block.

Marketers and salespeople should be genuine in their support of DEI and demonstrate it through actions, not pitches.

If you want to build trust, focus on showing how your solution addresses actual security challenges, not leveraging sensitive topics for a quick sale.

Demonstrate Real-World Value Quickly

Insight: Short, impactful demos can make a big impression.

Malia’s experience shows that short, focused demos that highlight real use cases can be highly effective.

Keep demos concise and relevant to the practitioner’s pain points.

Focus on ease of integration, show real code when applicable, and address specific challenges.

This approach saves time, creates a stronger impression, and increases the likelihood of follow-up interest.

Be Fast, Responsive, and Empathetic

Insight: Speedy response times and genuine empathy make a difference.

Cybersecurity professionals are often overwhelmed and appreciate vendors who respond promptly.

Demonstrating empathy goes beyond just answering emails quickly—it’s about genuinely caring for their challenges.

Consider ditching the swag in favor of donations to a favorite nonprofit.

This gesture can signal a more empathetic approach and build trust.

TL;DR

Pitching to a CISO like Malia isn’t about a hard sell—it’s about understanding the context, challenges, and complexity of the job.

Here’s how to win trust and build lasting relationships:

• Position your solution as a supplement, not a replacement.

• Keep your demos short, practical, and relevant.

• Be fast to respond and show genuine empathy.

• Never leverage DEI initiatives for sales—it’s about actions, not words.

If you meet security professionals where they are and focus on truly solving their problems, you’ll not only make a sale—you’ll build long-term trust.

Until next time,
Dani