14 Sep Use the News to Make Assessment Results Meaningful
Prospects and clients often object to investing in cybersecurity, saying they don’t have any data worth hacking or nobody would ever want to attack them. At the same time, business owners and executives know the bad publicity following a security breach can translate into big losses.
It’s your job to show them facts about their vulnerabilities detected by under-the-skin network scans and show them headlines about organizations that were hacked due to similar vulnerabilities. You’ve got to drive home the point that, yes, it really happens, and you can help them stay out of the headlines. You’ll also be able to help non-technical business owners and executives understand what your assessment results really mean for their businesses in the language they understand.
Tying Assessment Results to Significant News Stories
Using news stories about ransomware and data breaches to provide context to assessment results enhances your cybersecurity sales. Consider using the Bloomberg News article about the recent Colonial Gas Pipeline ransomware attack to talk to clients about the still-active user credentials of ex-employees (easily detectible through a network assessment).
Why? Because the article clearly mentions the attack was caused by a deadly combination of a former employee’s still-active user credentials and a list of credentials for sale on the dark web.
Find more stories like this by sifting through online publications for cyber-related news articles or search the web for details on cyber incidents in particular industries. Snip those headlines and save them in your graphics library (always with the publication’s logo) to use in your presentations.
Start the presentation with some recent headlines about ransomware attacks and data breaches to emphasize the threats are real. Include screenshots or snippets of headlines to validate the articles are from leading publications. Often non-technical publications and websites — such as Bloomberg, the Wall Street Journal, NBC, and CBS — resonate more with the non-technical audience than an IT industry news publication.
Don’t be surprised if CEOs interrupt you to say how worried they are and ask how they can prevent similar problems. A CEO of a non-profit agency spoke in-depth for 10 minutes during a meeting about what a cyber incident would do to his organization’s image, how it could hurt their fundraising and how it could hurt the people with disabilities they serve. Unknowingly, he made the assessment results meaningful before they were even presented.
Show summaries and significant snippets of your findings while presenting the assessment results and then, explain what they mean. Never hand over a full report and expect your prospect or client to interpret the meaning themselves. Make sure your audience understands what you are presenting.
How Network Detective Pro Helps
Network Detective Pro’s Full Detail Report helps you find enabled users with passwords set to never expire and users who have not logged in recently, indicating they may no longer be associated with the organization. The Security Risk Report detects credentials for sale on the dark web.
Start out with these findings and illustrate just a few examples to validate you have the evidence. Then show them the news headlines again and say, “What we found in your network are the same conditions that caused this similar attack.”
Sign up for a free demo now to see how Network Detective Pro can help you with powerful assessment results you can pair with impactful news stories to ace cybersecurity sales negotiations.