It’s human nature to avoid thinking about worst-case scenarios. Cybersecurity is no different. Even when you’re dealing with professionals whose job is to put the right protections in place, many companies opt for the minimum, prioritizing cost savings over effectiveness.
This puts cybersecurity companies in an awkward sales position—forcing them to lead with the low-cost solution until your prospect finds themselves in an emergency. It’s a no-win scenario for everyone involved. To escape this trap, cybersecurity companies must shift their mindset.
Download this whitepaper and you’ll learn:
- 6 keys to success for value-based selling in cybersecurity
- Why marketing, sales and customer success must re-frame their approaches to ensure value is constantly at the forefront
- The tools needed to support your organization and things to consider in your evaluations