What is the best Sales strategy for selling Penetration Testing and Vulnerability Assessment Services? What does one look for when approached by Security Consultants that ultimately makes you want to take the company's services?

Security & GRC Threat & Vulnerability Management

2.8k views3 Upvotes2 Comments

Sort by:

CEO in Software2 years ago

I just worked with a Series B client on this recently and one of the leading indicators we saw was that interest was highly driven not by revenue or number of employees, but ultimately by number of developers and the frequency of product releases for the prospect companies. For targeting I would start there and then progress to a ROI based sales approach to justifying the time/investment.

Front End Supervisor in Retail6 years ago

https://searchitchannel.techtarget.com/tip/Penetration-testing-101-How-to-offer-pen-test-services

Content you might like

When exploring new AI-enabled security tools, do you give preference to products from your existing vendors over AI startups?

Yes 57%

It depends on the use case 36%

No7%

View Results

TPRM — do you currently have unassessed third parties?

None – we’ve got all our bases covered16%

Just a handful – a few may have slipped through the cracks66%

Quite a few – still some on our to-do list16%

A lot – we’re playing catch-up3%

Don’t know/other

View Results

How do you deal with a mismatch of risk appetites with the board? What are some ways to increase, or temper, the board’s risk appetite if necessary?

Seeking advice on integrating embedded AI agents into Workday/SAP/etc. How do you handle integration across HRIS, ATS, and LMS? Do you rely on vendor-native tools or build your own in-house registries?

What is the best Sales strategy for selling Penetration Testing and Vulnerability Assessment Services? What does one look for when approached by Security Consultants that ultimately makes you want to take the company's services?

Sort by:

Content you might like

When exploring new AI-enabled security tools, do you give preference to products from your existing vendors over AI startups?

TPRM — do you currently have unassessed third parties?

How do you deal with a mismatch of risk appetites with the board? What are some ways to increase, or temper, the board’s risk appetite if necessary?

Seeking advice on integrating embedded AI agents into Workday/SAP/etc. How do you handle integration across HRIS, ATS, and LMS? Do you rely on vendor-native tools or build your own in-house registries?

Which tech conference do you intend to attend in person next year or have already participated in this year, and what motivated your choice?

What sets us apart?

RELATED ONE-MINUTE INSIGHTS

How are U.S. CISOs Addressing Liability Risk?

CrowdStrike Outage: Impact And Recovery

Impact & Perceptions of A Privacy-First Digital Era

Challenges & Tools For A Privacy-First Internet Age

IT and Infosec Collaboration on Vulnerability Patching

Take Your Insights On-the-Go