“Buyer fatigue” is widespread and sales techniques can be aggressive, persistent and intrusive (and therefore counter-productive). But products and services are vital to the CISO's security strategy, and vendors are an essential element of the solution. 

Clearly, the best relationship between vendor and customer is one of trust and understanding built up over time. Since Big SASIG is designed to bring vendors and users together as equals, both Partners and delegates are equally encouraged to attend this opening panel session where we will start the day by considering:

• What makes a CISO buy? What puts a CISO off? Which sales styles work and which don't. 
• How do CISOs draw up their wish-lists, and then how do they prioritise? CISOs are inundated with sales and marketing material, so how do they filter through all the noise? How do CISOs view vendor meetings and what are they looking for? 
• Suppliers are frequently viewed by the CISO community as the enemy. How has this happened and what can we do to reverse this trend?