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Transcript

Vendor Feature Business Alignment · CYBR.Signal

• 0:00
  SPEAKER_00: Hey everybody, happy Cyber Sunday.
• 0:02
  SPEAKER_00: Michael Farnum here.
• 0:03
  SPEAKER_00: Hope you are doing well.
• 0:05
  SPEAKER_00: So I usually talk about features, or a lot of times I talk about anyway, features of products and doing feature comparisons.
• 0:13
  SPEAKER_00: And that's very valid in our industry when you've got a gap in your security program.
• 0:19
  SPEAKER_00: You're trying to fill with a technology that is a very point-specific type of technology.
• 0:23
  SPEAKER_00: I mean, it does one or two things, not a lot of feature sets, it cover a lot of different stuff.
• 0:29
  SPEAKER_00: So you need to do comparisons of those two technologies, figure out which one fits better in your organization.
• 0:35
  SPEAKER_00: You also need to look at those from a business perspective, and that's kind of what I'm talking about today.
• 0:42
  SPEAKER_00: But I'm talking more about it from the perspective of companies like cybersecurity vendors that have a lot of different features in their products.
• 0:52
  SPEAKER_00: So let's say I was talking to a customer specifically last week about uh content delivery network, CDN.
• 1:01
  SPEAKER_00: And CDN is a lot more than it used to be.
• 1:05
  SPEAKER_00: There, these CDN companies are doing things like uh SASE, SSC, DDoS, Zero Trust Network where you're doing the remote type, just a bunch of different stuff that they've got combined.
• 1:18
  SPEAKER_00: Next gen firewall, all of those things combined in it.
• 1:22
  SPEAKER_00: So if you've got two vendors that if you look at the Forester or Gartner perspective, they're very close in a lot of respects, then how do you start figuring out which one you want to use?
• 1:35
  SPEAKER_00: And there's a lot of different ways to do that, but one of the ways you want to look at it is maybe go talk to them about the direction they're going with their company because maybe they're doing some things that are a little bit different than the other one that you don't know of.
• 1:49
  SPEAKER_00: Maybe they're thinking of things a little bit different that you don't differently that you don't know of.
• 1:55
  SPEAKER_00: And then start thinking about how that aligns with how your organization is trying to do things.
• 2:00
  SPEAKER_00: So if you're going to do a lot of remote stuff all around the world, you're gonna need a CDN that can deliver that all around the world.
• 2:09
  SPEAKER_00: If two of them are very similar in that respect, then go, okay, well, maybe I need to look at a different feature in there that they're starting to develop.
• 2:20
  SPEAKER_00: So one of them may buy a micro segmentation vendor and start integrating that in their in their feature set.
• 2:27
  SPEAKER_00: One may buy an email vendor and start integrating that in their feature set.
• 2:32
  SPEAKER_00: So you have to start looking at those things to say which one of those aligns with my business, which the direction we're going, is that better for us?
• 2:42
  SPEAKER_00: Is that worse worse for us?
• 2:43
  SPEAKER_00: Is that neutral for us?
• 2:45
  SPEAKER_00: Those are the type of things you need to look at.
• 2:47
  SPEAKER_00: Because if you can't just do a straight-up feature comparison to look at which one is stronger and put them just in a POC, if if you're going to be buying a product for a particular feature, but they have a whole bunch of other different features and a whole bunch of different things, then you need to start looking at that from the business perspective of how it aligns with you.
• 3:09
  SPEAKER_00: You also want to look at that from the business perspective of how many things can they take off your plate if you are kind of consolidate, I guess, all of the different features of other different vendors you've already got in your network.
• 3:22
  SPEAKER_00: So, more talking about it from the business perspective versus just the feature comparison perspective.
• 3:29
  SPEAKER_00: If two things are fairly equal across the board and they've got a lot of different features, you need to start looking at the business side of things to determine which way is the better way to go.
• 3:40
  SPEAKER_00: And you need to look at if you can consolidate a lot of different features in that one vendor that you may already have in a bunch of different things, and then just how well are they talking to you when you start bringing them in to review them as well.
• 3:58
  SPEAKER_00: How well are they treating you?
• 4:00
  SPEAKER_00: Do you get the sense that they're just salesy and they're never going to talk to you again?
• 4:03
  SPEAKER_00: Or do you get the sense that they're in there for the long haul and they want to really help you out?
• 4:07
  SPEAKER_00: And then there's things to think about outside of that as well from a business perspective.
• 4:12
  SPEAKER_00: So, anyway, not just feature sets, thinking about the business, especially in products and vendors that have a lot of different features and you can compare them one to the other pretty closely.
• 4:23
  SPEAKER_00: Look at that direction, look at what you can do to consolidate, really makes a difference because you might not just be able to make that decision based on the feature and how well they do it by themselves.
• 4:34
  SPEAKER_00: Let me know what you think about that.
• 4:36
  SPEAKER_00: Hope that makes sense to you.
• 4:38
  SPEAKER_00: Talk to you next time.