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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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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


Thoughts on Worst and Best Security Sales Practices: 1 of 3


  1. Tarek says:

    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.

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  4. Adam Hils says:

    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: 1 of 3 […]

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