CISOs to Cyber Startups: Stop Making These 4 Sales Mistakes!

In this episode…

• 14:20 How CISOs interact with startups

• 15:50 How to get your startup noticed by CISOs

• 20:00 What are the "must haves" for starting a pilot with Penn Medicine?

• 25:30 Importance of partnering with the corporate

• 32:00 Do health systems pay for pilots or POCs? What is a reasonable expectation around payment?

• 35:00 What are some reasons for pilots not working out?

• 37:01 What causes some pilots to speed up or slow down or fall apart?

• 49:00 How to navigate the procurement process

• 51:00 Who from the startup should be in meetings about sales/POCs/pilots?

• 54:00 Is it possible to set up the product in "test environments"?

• 55:00 How to ask about budgeting? When should you ask? Should you ask?

• 56:00 Differences between cloud solutions and on-prem solutions

In this #DreamitLive, Dan Costantino, CISO at Penn Medicine, one of the largest academic medical institutions in the US, speaks with Steve Barsh to talk about the chatter in the CISO community on how cyber startups are dropping the ball and missing huge opportunities. Many cyber startups have great technology and solutions to important problems, but often exhibit poorly executed sales tactics, vastly underestimate and mismanage the complexity of a proof-of-concept (POC), and don't understand the sales cycle issues in large organizations. Dan and Steve talk about critical issues for cyber startups trying to work and close new business with CISOs and security teams at a large organization.