Welcome

Hello, and welcome to the CISO Sales Accelerator course! I'm so excited that you've decided to join me in this course.

Throughout this course, we're going to explore the role of a CISO in detail and all of the complexity that they work in:

• The role of the CISO and the scope of a cybersecurity program
• The regulatory and organizational drivers within a cybersecurity program
• Understand the stage of the organization on their change management journey
  

Understanding the foundation of the CISO's role and all the things they need to think through, it will enable you to more effectively think through the organization dynamics and how to position your solution or services.

This course will be broken down into the following blocks:

Understand the CISO and their organizational drivers (and complexity)

• Introduction and the role of the CISO
• Understanding the layout of the cybersecurity organization
• Goals, internal customers, risks, and more
• Understanding the buying process of cybersecurity products and services
  

Understand the change state that the organization (or the team specifically) is on and what sort of leadership persona does the CISO align with

• Are they growing or turning things around?
• What unique pain points or opportunities might they have depending on where they're at?
• Does the CISO align to a particular style of leadership (e.g., engineering versus compliance versus executive)
• How should you approach each of them and do you have a particular persona that really fits your solution?
  

Positioning your solution more effectively within the broader context of the cybersecurity organization

• Understanding the cyber defense matrix
• Breaking it down into an advanced view and thinking not only in tech but in process
• Humility in the positioning process
• Primary and secondary impacts and benefits
• Tying it all together with the understanding and context from the organization, their state, and the leader