The buyer you plan to educate has already decided.
At the top of the enterprise, the unaware, early-funnel prospect is mostly gone. The senior IT and security leaders in our network do not show up to learn the category. They show up naming the vendor they are replacing.
In the last 14 days, leader after leader arrived mid-decision. Not "we are exploring." A specific incumbent, already on the way out.
In their words, title and industry only:
"Their response times are not acceptable, so we are replacing them." A CIO at a construction firm, on their managed-detection provider.
"We want alternatives." A security architect at a telecom, on their privileged-access vendor.
Actively shopping a replacement for their security-awareness platform. A VP of IT in real estate.
Evaluating two named competitors and asking how a third compares. A VP of information security in business services.
It is not only security. A pharma operations leader is moving off a legacy ERP. A CIO in wholesale is leaving a managed environment and will need a new provider.
A buyer who has named the incumbent is not early. They are mid-divorce. The budget already exists because it is currently being spent on the vendor about to be fired. The decision to switch is made. What is open is the one thing you can still win: who the replacement is.
The share of leaders who arrive this specific has roughly doubled since the spring. Naming names at intake, before a single call.
That is why these meetings move. 78% of them advance to a next step, because the buyer made the hard decision before they walked in. You are not creating demand. You are meeting a shortlist that is still one seat short.
A CISO at Marriott and a security officer at Carnival joined the network these past two weeks. You do not reach those seats on a cold list. The full list of who joined is at the bottom of this email.
If you displace an incumbent for a living, this is the moment to be in the room, while the seat is still open. Pay per meeting, no commitment.
— Ryan
New to the network
These IT and security leaders opted into the network in the last two weeks. If you don’t have a profile set up, they won’t know you exist. Request one here.
CISO at Marriott International ($26.2B)
Business Information Security Officer at Carnival Corporation ($26.6B)
Security Manager at Elevance Health ($171.3B)
Cybersecurity Manager at Honeywell Aerospace ($17.5B)
Cloud Infrastructure & Security Lead at Accenture ($69.7B)
Facility Information Security Officer at LifePoint Health ($8.0B)
Site Security Manager at Allied Universal ($9.5B)
GRC Security Program Lead at ARCO Construction ($6.6B)
Information Security Manager at NICE ($2.9B)
Sr. Cyber Security Manager at Installed Building Products ($1.5B)
VP & Chief Information Officer at Denison University ($132M)
CISO at Unity Bank ($120M)
CTO at 3Z Brands ($38M)