The other day I was having a conversation with a colleague in the
information security (infosec) business. He is a principal with a firm that
has been successful at growing their business without any active marketing.
They simply rely on referrals, and somehow, when they get a good prospect
they are able to close the deal usually within 90 days or less.

I asked him how they were able to find and close deals with such success.
"We do a good job and our clients spread the word for us."

"Who do you talk to when you go into a new account?" I asked.

"The CFO," he replied.

"You mean CIO?" I asked.

"No, CFO."

"Not CISO?"

"No CFO."

"But the CFO is the financial guy, he isn't involved with infosec."

"Yes, but he is involved with their finances, and a breach or poor breach
response can cause a company to lose 20%, even 30% of their equity value in
less than a year. And also, it drives up costs--marketing costs, legal
costs, IT costs, recruitment and training costs, and others. So the CFO has
a fiduciary responsibility..."


http://bit.ly/2diQPdu

Robert Smallwood
Institute for IG @ IMERGE
San Diego, CA

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