Dear Security Vendors, Here’s What Security Teams Want You to Know with Paul Robinson

Where are security tools failing security teams? What are security teams looking for when they visit a security vendor marketing website? Paul Robinson, security expert and founder of Tempus Network, says, “Over-promising and under-delivering is a major factor in these tools. The tool can look great in a demo—proof of concepts are great, but often the security vendor is just putting their best foot forward. It's not really the reality of the situation.”

Paul’s advice for how can security vendors do better? 

• Start by admitting security isn’t just a switch you flip—it’s a journey. 
• Security teams aren’t fooled by glitz and glamour on your marketing website. They want to see how you addressed real problems.
• Incredible customer service can make a small, scrappy cybersecurity product stand out from larger, slower-moving vendors.
• Cybersecurity vendors need to get onboarding right (it’s a make or break aspect of the user experience). There are more variables than you think—not only technology but also getting buy-in from employees, leadership, and other stakeholders.
• Think about the user experience not only of the person using the security product, but the people at the organization who will be impacted by the product.

Looking for a cybersecurity-related movie that is just a tad too plausible? Paul recommends Leave the World Behind on Netflix.