How to sell your soul, err, your security program (Jenn Gile)
summary
Shows how to stop preaching security and start selling outcomes by borrowing product marketing practices: identify the buying committee, run 3–5 interviews per stakeholder group, write workbound personas and messaging guides (problem, impact, business + technical value, evidence, CTA), run a small POV (example: SCA tool tied to release velocity and MTTR) and validate assumptions. AI (Claude) is recommended to synthesize interviews and generate reusable skills but not to replace human interviews, body language or trust building.
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chapters (9)
- 0:00Introduction and welcome
- 1:07Why security needs marketing skills
- 7:05Identifying your buying committee
- 10:36Researching stakeholders effectively
- 13:43Creating effective personas
- 18:17Writing a messaging guide
- 22:32Validating your approach
- 24:18Can AI replace human research?
- 28:33Q&A session
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