Greg Young

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Greg Young
Research VP
6 years at Gartner
22 years IT security

Greg Young is a research vice president in Gartner and the lead analyst for network security. Mr. Young has experience in IT security in product companies, and in both the private and public sectors. He spent his military career in technology security… Read Full Bio

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Worst and Best Security Sales Practices: 1 of 3

by Greg Young  |  January 29, 2010  |  6 Comments

I was invited to give a keynote at a vendor’s sales kickoff last week.   This was kind of brave of them considering Gartner doesn’t allow for any real censorship or vetoing of the presentation.

One section I included was the Worst and Best sales practices I see in security from our interaction with our customers.  Here’s the first of the 3 slides I used in that section, with the others to follow in the next few days.

The slides are sparse, but I hope you enjoy them.  Please feel free to comment.

worstbest1

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6 responses so far ↓

  • 1 Tarek   January 29, 2010 at 1:15 pm

    I can’t agree more. I’ve seen a customer asking for a Firewall with 185Gbps and just 8 GbE interfaces! And I believe he is doing this blindly, just because a certain vendor has convinced him that he has to go for such huge throughput, and on the other hand they didn’t pay much attention to his real requirements.

  • 2 Most Tweeted Articles by Analysts on Twitter Experts   January 31, 2010 at 7:37 am

    [...] Technobabble 2.0 Rants and musings on technology, AR and social media 2 Likes Worst and Best Security Sales Practices: 1 of 3 2 Likes Forrester: The Forrester Blog For Application Development & Program [...]

  • 3 Tweets that mention Worst and Best Security Sales Practices: 1 of 3 -- Topsy.com   January 31, 2010 at 12:19 pm

    [...] This post was mentioned on Twitter by Greg Young, Bob Walder and Victor Wheatman, Enlightened One. Enlightened One said: RT @Gartnergreg: Gartner Blog: Worst and Best Security Sales Practices: 1 of 3 http://bit.ly/90gyOY [...]

  • 4 Adam Hils   January 31, 2010 at 6:05 pm

    This “Worst practice” is, unfortunately, often quite effective. Anyone who’s practiced the Vendor Dark Arts recognizes the temptation to muddy the waters with meaningless competitive metrics.

  • 5 Worst and Best Security Sales Practices: 2 of 3   January 31, 2010 at 7:25 pm

    [...] ← Worst and Best Security Sales Practices: 1 of 3 [...]

  • 6 uberVU - social comments   February 1, 2010 at 5:28 am

    Social comments and analytics for this post…

    This post was mentioned on Twitter by Gartnergreg: Gartner Blog: Worst and Best Security Sales Practices: 1 of 3 http://bit.ly/90gyOY...