Reaching CISOs and their teams was one of the core benefits of in-person events and tradeshows, but how can your sales team build meaningful business relationships with security professionals without them? What does effective digital outreach entail, and how can both vendors and the InfoSec community navigate the ever-blurred line between work/life balance together? These questions and more were what we sought to answer with renowned CISO panelists during our popular, three-part series: the ISE® Sales and Marketing Webinars—now available to view on demand in case you missed them.

For each ISE® Sales and Marketing Webinar, we at T.E.N. asked our CISO panelists about their top cybersecurity concerns and initiatives within their enterprise, which is a key element to understand how to market to them successfully. As 2020 continuously changed, so did our questions to match the challenges each CISO faced, all the way up to how they are preparing for 2021, which is approaching rapidly. Likewise, we also asked them what digital events have made a difference to them and how they want to see virtual events evolve to foster greater relationship building with vendors in the year to come. It’s for these reasons and more that you should not miss out on the valuable information that was shared during our three-part ISE® Sales and Marketing Webinar series, especially if you want your sales team to plan a winning digital marketing strategy for 2021 while remote working continues. You can now view each part of the webinar series as a Video On Demand (VOD) below.

Unlocking Success: Crafting Winning Nominations for the ISE® EAST Awards & Maximizing Sponsorship Benefits

Marci McCarthy
CEO and President
T.E.N.
Biography

Kevin Gowen
Chief Information Security Officer
Synovus Financial Corporation
ISE® East Executive Award Winner 2022
Biography

Donna Nemecek
Senior Vice President
BNY Mellon
ISE® Northeast Executive Award Finalist 2013
Biography

Join us for an illuminating ISE® Fireside Webinar tailored to security executives, project teams, and solution providers seeking to elevate their recognition in the cybersecurity realm. In this engaging session, we will delve into the art of writing winning nominations for the prestigious ISE EAST Awards, shedding light on the intricate details that capture the essence of excellence in cybersecurity leadership and innovation.

Discover the importance of nominations and the transformative impact they have on individuals, teams, and organizations within the cybersecurity community. Gain valuable insights into why nominating is not just a gesture of recognition but a strategic move that amplifies your brand, fosters industry connections, deepens customer relationships and opens doors to new opportunities.

Furthermore, we will explore the myriad benefits of sponsorship, offering a comprehensive overview of how solution providers can leverage sponsorship opportunities to forge meaningful partnerships, showcase their expertise, and leave a lasting impression on key stakeholders. We will also delve into the best practices for establishing meaningful relationships with the right individuals in an environment that fosters genuine connections, essential for nurturing mutually beneficial, long-term partnerships.

The Insider View of How to Maximize Cybersecurity Sales Opportunities When Being Told to Do More With Less

With today’s ever evolving threat landscape paired with an uncertain economy and volatile geo-political world, no security leader would dare work in vacuum. The most successful security leaders stay ahead of the curve while aligning with their business goals and what their security team members require to protect the enterprise. Join us for engaging discussion to hear first-hand how to stand out in a crowded playing field, receive valuable knowledge about the best ways to connect with future clients and foster long-term relationships with them. We will also explore what the top buying priorities are for the 2024 - 2025 term and will get an insider view of how to maximize sales opportunities when security executives are being told to do more with less.

Moderator:
Marci McCarthy, CEO and President of T.E.N. and CEO and Chairman of ISE® Talent

Panelists:

Xavier Ashe
SVP, Cybersecurity Operations
Truist
Biography

Kevin Morrison
VP, Chief Information Security Officer
Driven Brands
ISE® Southeast People’s Choice Award Winner 2015
Biography

Personal Preference vs. Corporate Policy: The Return to In-Person Events and Meetings

Some states are now relaxing and concluding COVID-19-related restrictions, and businesses are eager to resume operations. Corporate leadership may be juggling competing interests around policies for returning to in-person meetings and events while having to address liability and safety for their employees. Nevertheless, many security professionals have a strong interest to return to in-person corporate events. Join our conversation for a top-of-mind discussion on how the cybersecurity industry is balancing personal preference with corporate policy.

Moderator:
Marci McCarthy, CEO and President of T.E.N. and CEO and Chairman of ISE® Talent

Panelists:
Marc Crudgington, CISO, SVP Information Security, Woodforest National Bank
Alexandra Gobbi , CMO, Code42
Dr. Kevin McKenzie, VP & CISO, Dollar Tree Stores

Security Members, Marketing Professionals and Sales Teams: Meeting in the Middle to Maximize Digital Engagement and Prepare for the Future

As we look forward to what 2021 has in store, we are all attempting to predict how the year will change, particularly from a sales and marketing perspective. So many techniques have shifted to a digital outreach mindset, but security professionals and vendors alike are experiencing online fatigue due to remote working and various meetings held over video calls. Keeping digital engagement and sales meetings interesting and worthwhile will be challenging but necessary if solution providers want to stand out from the crowd and if security professionals wish to find crucial tools and technology. On the other hand, in-person events and meetings will eventually make a return. Predicting when that will happen and being able to shift gears to accommodate both in-person and online sales and marketing will spell the difference between success and being caught unprepared. Security professionals have their own ideas of when this shift will happen, which marketing techniques work, how digital events can stay relevant and what changes will occur within their office culture moving forward. Join our conversation as we hear valuable insights and perspectives from leading cybersecurity executives about what awaits in 2021, allowing sales and marketing teams to maximize their current digital engagement and plan effective future, in-person outreach.

Moderator: Marci McCarthy, CEO and President of T.E.N. and CEO and Chairman of ISE® Talent

Panelists:
Andrew Bjerken, Global Chief Information Security & Privacy Officer, Catalina
Dan Meacham, VP, Security and Operations, Legendary Entertainment

Digital Events, Digital Networking: How Sales and Marketing Teams Can Help Security Professionals Succeed

As 2021 peaks over the horizon, the reality of events taking place primarily in the digital sphere becomes solidified. From cocktail hours to large tradeshows, cybersecurity professionals have relied on in-person events to network with peers and find new, innovative technology, but going virtual has added interesting challenges to doing so. Likewise, sales and marketing teams are redefining what successful outreach looks like in terms of hosting digital events and making real, mutually advantageous connections with security professionals. Both parties need each other to foster business and create stronger security programs, but how can they work together to build networks and highlight true innovation? How can vendors enrich digital security events, so they are as successful with sharing quality cybersecurity content as they are with building and maintaining business relationships? Join our conversation as security leaders discuss how sales and marketing teams can garner successful outreach along with enriching digital events, allowing both sides to build strong networks and smartly invest in a secure future for all.

Moderator: Marci McCarthy, CEO and President of T.E.N. and CEO and Chairman of ISE® Talent

Panelists:
Jason Witty, Managing Director, Global Chief Information Security Officer, JPMorgan Chase & Co.
Bob Varnadoe, Chief Information Security Officer, NCR

Transforming Digital Outreach Into Real Relationships: What the Future Holds for Sales and Marketing Techniques

Sales and marketing teams are facing extraordinary challenges in connecting with cybersecurity professionals and engaging with them in a significant capacity. The line between work/life balance is blurrier than ever with the beginning of digital learning at home, and sales professionals have deep uncertainty about when the right time is to contact potential clients. While some security professionals have returned to a corporate office, others are still working from home and may have completely relocated. Without clear lines of communication, vendors are unable to determine the best time to contact potential customers and how. We are all also looking at digital events with a big question mark about whether these will be the norm for 2021 and for how long. Nevertheless, both vendors and security members need to make connections that will foster business and create stronger security programs. How, then, can vendors engage in effective digital outreach with customers that will transform into real, enriching business relationships for them both? Join our conversation as we discuss with security leaders what sales and marketing techniques will be crucial for vendors to employ for these next crucial months, so security teams can make the best investment decisions and prepare for the future in the most efficient way possible.

Moderator: Marci McCarthy, CEO and President of T.E.N. and CEO and Chairman of ISE® Talent

Panelists:
Sujeet Bambawale, CISO, 7- Eleven
Mark Coderre, Vice President, Deputy CISO, Hanover Insurance Group
Paul Groisman, Director of Cyber Security & Privacy, Follett Higher Education Group, Inc.

Turning Digital Outreach Into Real Relationships: Sales and Marketing Techniques Amidst Pandemic Fatigue

Sales and marketing teams are facing extraordinary challenges in connecting with cybersecurity professionals and engaging with them in a significant capacity. In fact, most professionals are fatigued due to the pandemic and working from home in general, becoming desensitized from the influx of emails both are causing. What was once a reliable method of communication between vendors and security professionals is now dreaded, and without office phones to call, vendors are unable to determine the best time to contact potential customers and how. Cellphones are not always acceptable, and security members are having to divide their time even more between professional and personal obligations. Even digital events have become too numerous, and both vendors and security members must carefully vet which ones will provide true value to participate in. How, then, can vendors engage in effective digital outreach with customers that will transform into real, enriching business relationships for them both? Join our conversation as we discuss with security leaders what sales and marketing techniques will be crucial for vendors to employ now, so security teams can make the best investment decisions and prepare for the coming months.

Moderator: Marci McCarthy, CEO and President of T.E.N. and CEO and Chairman of ISE® Talent

Panelists:
Dave Estlick, CISO, Chipotle Mexican Grill
Joey Johnson, CISO, Premise Health
Dr. Kevin McKenzie, VP & CISO, Dollar Tree Stores
Jim Routh, CISO, MassMutual

CONTACT T.E.N. TODAY

Interested in sponsoring T.E.N.'s Digital Events? Contact sales at sales@ten-inc.com