Decision Criteria

Pain PointsContent PreferencesDecision CriteriaBuilding Relationship CapitalOutreach TipsSales Process PreferencesCustomer RetentionGoals and MotivationsPositioning and MessagingCustomer ResearchBuyers JourneyTriggers to EvaluateGrowth MindsetBrand PerceptionsBarriers to Buy
Pain PointsPain Points
+6+6
Black Hat vs. RSA CISO Perceptions: Which Do They Prefer and Why?

Black Hat vs. RSA CISO Perceptions: Which Do They Prefer and Why?

Everybody's got to sell, everybody's got to buy things, but it's how the transaction is conducted that is important.

Dani Woolf
Dani Woolf
Pain PointsPain Points
+3+3
How Security Practitioners Should Think About and Approach Double Layered Cloud Security

How Security Practitioners Should Think About and Approach Double Layered Cloud Security

The cloud introduces a level of complexity that can be overwhelming. This paradigm shift necessitates a complete overhaul of security strategies and mindsets.

Dani Woolf
Dani Woolf
Pain PointsPain Points
+2+2
How Security Practitioners Master API Security in the Evolving Regulatory Landscape

How Security Practitioners Master API Security in the Evolving Regulatory Landscape

As compliance standards tighten, API security can no longer sit with just the IT team—everyone from developers to execs must get on board, or face major risks.

Dani Woolf
Dani Woolf
Pain PointsPain Points
+3+3
Enhance Accessibility in Cybersecurity Products: It’s Your Competitive Advantage

Enhance Accessibility in Cybersecurity Products: It’s Your Competitive Advantage

Integrating accessibility into security products and services can improve usability, inclusivity, and security for all users. Companies that prioritize accessibility in their security offerings can gain a competitive advantage and build a loyal customer base.

Dani Woolf
Dani Woolf
Decision CriteriaDecision Criteria
+3+3
Balancing Fundamentals and Innovation in Cybersecurity Marketing and Sales

Balancing Fundamentals and Innovation in Cybersecurity Marketing and Sales

There's a constant drive in the cybersecurity field to not just sell, but to sell in a way that's attractive or groundbreaking—almost as if companies are compelled to constantly outdo each other in originality to meet their audience's inflated expectations.

Dani Woolf
Dani Woolf
Decision CriteriaDecision Criteria
+3+3
Why Community in Cybersecurity is Your Weapon to Long-Term Business Growth

Why Community in Cybersecurity is Your Weapon to Long-Term Business Growth

Peer to peer and community is so valuable in the cybersecurity industry. Buyers cannot just rely on vendors to tell them their product is “the best thing since sliced bread.”

Dani Woolf
Dani Woolf
Decision CriteriaDecision Criteria
+3+3
Cut the Bull & Focus to Speed Up the Cybersecurity Buying Process

Cut the Bull & Focus to Speed Up the Cybersecurity Buying Process

Cybersecurity buyers are pressed for time and are not interested in reading lengthy, hundred-page RFPs. No one can digest that. Instead, buyers want technical diagrams, high-level explanations, and focused messaging. It’s all about clarity and brevity.

Dani Woolf
Dani Woolf
Decision CriteriaDecision Criteria
+3+3
Why to Use the Compliance Framework in Your Messaging & Positioning

Why to Use the Compliance Framework in Your Messaging & Positioning

CISOs are bound by compliance frameworks as much as they are by offensive security measures. For many, compliance is non-negotiable.

Dani Woolf
Dani Woolf