Cohort 1

This course will empower you to communicate with more significant impact and connection with CISOs and other cybersecurity leaders. 

Robert Wood

Chief Information Security Officer

The CISO Sales Accelerator

Gain an understanding of how a cybersecurity organization works, the role of the CISO, how they think, and how to relate to what a CISO does.

After joining this course you will:

The Founder/Leader of a company (e.g., Sales Leader in a Large or Small Business) that is building a product or service in cybersecurity

An Enterprise Sales Rep who wants to connect to and better understand cybersecurity executives.

A Marketing Professional trying to find the right way to explain value and position products or services in the cybersecurity space.

A System or Sales Engineer (SE) setting up and running technical demos for CISOs and their teams.

This course is for you if you are:

During this course, you will:

How is the team organized? Who are the players? Who does the CISO serve internally, and what are the goals? These questions and more serve as part of the foundation of the security program.

Pinpoint how modern cybersecurity teams are organized and what drives them

Gain the skills and knowledge necessary to sell to CISOs more effectively by understanding their needs and building long-term relationships.

Improve your effectiveness and add value

How is the CISO making decisions about their portfolio of tools and services? How does that align with their budget, priorities, and risk posture?

Understand how to position your offering in line with the CISO's program

Prepare yourself to successfully sell to CISOs and other senior cyber leaders by demonstrating your understanding and expertise in the market

Build your confidence and credibility

What people are saying

Meet your instructor

<ul><li>Introduction and the role of the CISO</li><li>Understanding the layout of the cybersecurity organization</li><li>Goals, internal customers, risks, and more</li><li>Understanding the buying process of cybersecurity products and services</li></ul>

Understand the CISO and their organization

<ul><li>Understanding the CISO as a person in more detail</li><li>Understanding the persona/archetype of the CISO</li><li>What kind of leader are they?</li><li>What are their significant drivers, and what’s happening in the company?</li><li>Where are they on the change journey?</li><li>Where to do your research and learn and then map all of that back into your outreach</li></ul>

Understand the leader, the stage of change, and how to engage

<ul><li>Identifying the pain points and challenges of senior cybersecurity leaders</li><li>Understanding the broader portfolio of products and services a CISO manages</li><li>Deeper dive into product and service market fit/classification using the <a href="https://cyberdefensematrix.com/" rel="noopener noreferrer" target="_blank">Cyber Defense Matrix</a></li></ul>

Pain points and positioning

Course syllabus

What you’ll get out of this course

Gain the confidence and credibility necessary to sell to cybersecurity executives confidently by demonstrating your expertise in marketing to CISOs and building solid relationships with them.

Give students an idea of how they can expect to grow throughout your course. Include specificity and precise results so students can benchmark exactly what they’ll learn.

Describe a key outcome or topic covered in your course

Mondays & Thursdays

October 9th is our kick-off date for the second cohort.

Monday, October 9, 2023

Each Thursday session will be used for some live workshopping and project work. Each Monday will tee up the group activity, so you can prepare if you'd like (that's how you'll get the most out of this).

Weekly projects

Course schedule

This course builds on live workshops and hands-on projects, so you're learning, being challenged, and growing.

Active hands-on learning

You’ll be interacting with other learners and the instructor, an actual CISO, on improving in this arena.

Interactive and project-based

Join a community of like-minded people who want to learn and grow alongside you

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About this course

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