T.E.N. & ISE® Sales and Marketing Breakfast at RSA® 2019

Why Relationships Matter: Best Practices for Connecting with Information Security Executives

In today’s cybersecurity-centric world, it’s no secret that CISOs are some of the busiest, most in-demand executives of all time, making appeals to the board for support and leading their teams through complex rollouts and management of their security programs. As well-funded cybersecurity programs have become a competitive and regulatory advantage in this era of security breaches and technological advancement, CISOs need to find the best security solutions that will help solve their enterprise’s unique challenges. In truth, most have little time to meet with vendors. Additionally, flashy emails, unsolicited cold calls, and other antiquated marketing tactics do not impress them and rarely lead to follow-up communications or meaningful interactions with vendors, let alone a sale. Most vendors believe that making the perfect pitch at the perfect time is the key to making a connection with CISOs, but the truth is much simpler yet also more complex: CISOs desire relationships with people they can trust. But how do you start building those relationships along with the trust that’s necessary to go along with them? What’s the best way for making introductions as timely and ethically as possible while also making the best first impression and to fast track your deal?

Find the answers to these important questions and more at T.E.N.’s ISE® Sales and Marketing Breakfast during the 2019 RSA® Conference. Our panel of executive thought leaders will share their real-world experiences and insights about Security Solutions Providers’ sales and marketing programs. Their candid views will give you an inside track to effectively marketing and selling solutions to the nation’s top IT and security executives.

Learn directly from leading industry CISOs about how to:

• Make your messaging and brand stand out from the crowd
• Best practices for building a highly effective field and event marketing program
• Tips and techniques for building a relationship-oriented sales strategy
• What marketing and sales tactics really work and which will fall flat or fail
• Understand enterprise buying cycles and procurement processes and how those cycles align with delivering on your sales quotas and product roadmaps

This is an invitation-only program and attendance is limited to a select number of executives from solution provider organizations. Following registration, guests will receive personal notifications confirming their attendance.

Moderator

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

Panelists

Frank Aiello
SVP, Chief Information Security Officer
MAXIMUS
ISE® Northeast People's Choice Award Winner 2016
ISE® Northeast Executive Award Finalist 2016
Biography

Devon Bryan
Global Chief Information Security Officer
Carnival Corporation
Biography

Roland Cloutier
CVP, Chief Security Officer
ADP
ISE® Northeast Executive Award Winner 2012
ISE® Northeast People's Choice Award Winner 2012
ISE® North America Commercial Executive Award Winner 2012
ISE® North America Executive Award Winner 2014 - Financial Category
ISE® Luminary Leadership Award Co-Winner 2018
Biography
T.E.N. Success Story

Renee Guttmann
CISO
Campbell Soup Company
Biography

Kim Keever
CISO and Senior Vice President of Security, Analytics & Technology Services
Cox Communications
ISE® Southeast Executive Award Winner 2019
ISE® North America Executive: Commercial Award Winner 2019
Biography

John Masserini
Global CISO
Millicom International Cellular
ISE® Northeast Executive Award Winner 2010
ISE® North America Executive Award Finalist 2010
Biography

Dr. Kevin McKenzie
Former SVP of Information Technology & Enterprise CISO
Dollar Tree Inc., Family Dollar Inc.
ISE® Southeast Executive Award Winner 2013
ISE® North America Academic Executive Award Winner 2013
Biography

Paul Morris
Chief Information Security Officer
Executive Director, Information Assurance & Cybersecurity Division
Transportation Security Administration (TSA)
Biography

Jim Nelms
Chief Information Security Officer
Smithfield Foods
ISE® North America Executive: Health Care Award Finalist 2020
Biography

Shelbi Rombout
Deputy Chief Information Security Officer
U.S. Bank
Biography

Bob Varnadoe
VP, Technology Risk Management
Kaiser Permanente
ISE® Southeast Executive Award Finalist 2018
ISE® East Executive Award Finalist 2023
Biography