This preview from the Acceleration Economy Course Selling to the New Executive Buying Committee features C-suite practitioner analysts replicating the dynamic of executives discussing, debating, and defining a modern multi-cloud and Software-as-a-Service (SaaS) cybersecurity strategic plan and the evaluation criteria they will use to judge vendors and partners.
Multi-Cloud and SaaS Cybersecurity is one of the four classes featured in this new continuing education framework for vendors, partners, and buyers; the others are Artificial Intelligence (AI), Cloud ERP, and Cloud Data Modernization. Each delivers real-world insights and experience from actual CXOs that sit on the modern executive buying committees for major transformational projects.
Organized into four 90-minute classes, with three 30-minute segments per class, the Acceleration Economy “Selling to the New Executive Buying Committee” also features four course-material Guidebooks. These Guidebooks give first-person perspective from C-suite practitioners on the why and how of creating and executing multi-cloud and SaaS cybersecurity, data modernization to the cloud, cloud ERP migration, and the impact of AI on business.
This video provides a preview of Segment 3 of our three-part Multi-Cloud and SaaS Cybersecurity class, with a focus on how business, tech, and financial stakeholders will evaluate vendors and partners.
The Executive Buying Committee for this course includes:
- CEO Tony Uphoff
- Chief Procurement Officer Joanna Martinez
- CIO/CTO/CDO Wayne Sadin
- CISO Chris Hughes
- CISO Rob Wood
- Acceleration Economy editor-in-chief and course moderator Tom Smith
00:33 — Tony Uphoff recommends that C-level decision-makers “do your research, don’t just default to your team.” Take the time to understand what’s happening. What is a multi-cloud world? What are the risks? What are the benefits? Then start to look at things like vendor reputation and then at the actual offering.
00:57 — Joanna Martinez loves to ask vendors: “What sets you apart from your competitors?” She doesn’t want to know the marketing stuff. Everyone has facts on their competitors — ask them for that. Get right to the numbers.
01:26 — Rob Wood discusses how you might gain flexibility with best-of-breed products. With them, he says, you have a way to leverage the best stuff “over here and over there.” However, if you don’t have a lot of engineering maturity, that flexibility can cut both ways, and you can get stuck.
01:57 — Chris Hughes suggests when talking to vendors that you ask, if you were to adopt their tool, “What can I get rid of?” There may even be two things, as opposed to just adding another thing into the tool belt that you now need someone to maintain, configure, and keep an eye on.
02:15 — If you’re a vendor, Wayne Sadin advises, “Don’t drop a bag of tools on me.” Instead, offer a process you know works, one that you’ve refined to help an organization move from an insecure-by-default, “trust everybody” model, to a more modern, secure-by-default zero trust model.
Each class segment is followed by the top takeaways for sellers and buyers of multi-cloud and SaaS cybersecurity platforms, delivered by 4X CEO Uphoff.
You can purchase the full course today for only $999, which includes not only the Multi-Cloud and SaaS Cybersecurity class, but also the AI, Cloud ERP, and Data Modernization classes, as well as in-depth course materials in our guidebooks.
