Industry Insights: Challenges in Tech Engagement
A seasoned expert in technology, previously serving as the global head of technology, cyber, and data risk at Macquarie Group, is sharing valuable insights. He also spent three years as Chief Information Security Officer (CISO) at HSBC and held various Chief Information Officer (CIO) positions at organizations like CUA, Lilly, and MetLife. In addition, he is the author of three notable books: A Day in the Life of a CISO, The Aspiring CIO and CISO, and How to Sell to the CIO and CISO.
According to him, channel partners are finding it increasingly difficult to connect with senior technology buyers. Many deals often fall through early in the process due to mismatched messages.
He points out that a significant issue lies with technology providers, who tend to concentrate more on product features rather than focusing on the real outcomes. Decision-makers at the C-suite level prioritize risk management, trust, and the potential for positive results.
Addressing these concerns could potentially enhance engagement with this critical audience.
