Selling information security technologies is a lot different than selling most other types of technology products and services.

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Presented at SecureBoston 2015 by

Greg Dunne

It requires a deep understanding of the industry, participation in the InfoSec community and a talent for consultative selling. During this discussion, Greg will convey stories and strategies for successfully selling security products to senior management and will provide the salesman’s perspective on how vendors should approach these sales efforts. He will also outline for the buyers how to be a good customer and what security teams should reasonably expect from their security vendors during the sales process. By looking at security sales from both the seller and buyer perspectives, each side can learn about the process and better understand the motivations, expectations and behaviors of their counterparts.