DoGood Signals
DoGood Signals is a bi-weekly snapshot of live buying behavior across enterprise IT and security teams. Written for vendors who sell into them.
1. Lead Signal
AI deals are moving into risk review earlier.
Across recent member submissions, AI initiatives are still active, but governance and risk language are surfacing at the start of evaluation, not at the end. Buyers are not asking “What can this do?” They are asking “How does this integrate into our control framework?”
For vendors, this means innovation narratives alone will not carry deals. Governance clarity, audit defensibility, and platform alignment are becoming gating factors.
The sales cycle is not necessarily longer. It is becoming more structured.
2. Who Entered the Market
New members since Feb 17 (11 total)
Jacob Wilson — VP Network Security Engineering Manager, Comerica Bank
Nadia Rizk — Director of Engineering, Network Carrier Management, Target
Robert Berbeco — Chief Information Officer, Mahaska Health
Yi Cui — Vice President of Artificial Intelligence, CSC Generation
Brandon Dotson — Chief Information Officer, Community Mental Health Authority
Chase Hughes — Senior Cloud Security Engineer, Entrata
Eilon Harel — Head of Security Operations, Wix.com
Josh Pugmire — Chief Information Security Officer, Awardco
Manas Agrawal — Director, Information Security, Applied Materials
Robert Yonaitis — Privacy, Information Security & Data Protection, International Monetary Fund
Tino Mantella — Chief Strategy Officer, Relevantz
This cycle includes financial services, retail, healthcare, global enterprise, and public-sector leadership. Seniority skew remains high.
3. What Buyers Are Actively Working On
Formalizing AI governance and internal accountability models
Evaluating AI tools within enterprise risk and compliance frameworks
Reviewing vendor data handling practices and security posture
Aligning AI initiatives with existing cloud and platform architecture
Strengthening risk reporting and oversight mechanisms
Assessing security tooling in the context of enterprise AI usage
AI remains dominant in discussion volume. However, it is consistently paired with risk, platform, and governance requirements.
4. What We’re Seeing
AI budget conversations are real. But approval thresholds are tightening.
Risk review is moving earlier in the evaluation cycle. Governance questions are surfacing before feature comparisons. Security and architecture stakeholders are appearing sooner in discussions.
This favors vendors who can clearly articulate integration, oversight, and compliance positioning.
It disadvantages vendors who rely on velocity and innovation narratives alone.
5. Why This Matters
If you sell into IT, security, or data teams:
Expect governance questions earlier.
Expect more stakeholders in the room.
Expect scrutiny on integration into existing platforms.
Expect AI positioning to be challenged without risk clarity.
The opportunity is still strong. The filter is stronger.
Signals is compiled from real member intake, meeting activity, and project submissions across the DoGood network.