DoGood Signals
DoGood Signals is a bi-weekly snapshot of what enterprise IT and security teams are actively working on.
1. Lead Signal
Buyers are replacing incumbent vendors under budget pressure. Across security, observability, and identity, teams are questioning cost, complexity, and ROI—creating real displacement opportunities, not just net-new evaluation cycles.
2. Who Entered the Market
CTO at a $500M healthcare technology company
CISO at a $10B+ global financial services firm
VP Engineering at a $27B business services company
CIO at a $2B real estate storage operator
Vice President & CTO at a $4.9B hospital system
CIO at a regional government agency (3,000 employees)
Senior Director, Manufacturing Engineering at a $500M+ diagnostics company
3. What Buyers Are Actively Working On
Replacing current penetration testing vendors; multiple buyers cited gaps in existing continuous testing programs
Addressing offshore team skill gaps in threat detection; described as driving CISO-level conversations
Implementing AI guardrails and usage tracking for enterprise AI assistants (budget already allocated)
Standing up identity security projects with allocated budget
Automating access review processes described as "completely manual and time-consuming"
Fixing external colleague offboarding—asset recovery and tracking cited as operational pain points
Migrating ERP systems to cloud (Oracle, Workday) with 2026–2027 timelines
4. What We're Seeing
Replacement activity is outpacing net-new. Buyers are citing dissatisfaction with incumbents—cost pressure on observability platforms, VAR disruption, and gaps in existing penetration testing programs. At the same time, manual process pain is surfacing repeatedly around access reviews and offboarding. Together, this points to a market where switching feels justified and operational efficiency is the primary wedge.
5. Why This Matters
For vendors selling into IT, security, and data teams: this cycle favors displacement, not feature expansion. Buyers are doing explicit cost–benefit math, questioning incumbent spend, and prioritizing tools that reduce manual work or justify their footprint. Operational efficiency, not roadmap ambition, is driving decisions.
Signals is compiled from real member intake, meeting activity, and project submissions across the DoGood network.