CISO Interview: “If you’re relying on a human not to click a link to keep your company safe, you’re already losing.”
What actually matters, in the voice of our customer?
Introducing Signal to Noise, a new segment of ABCbyD!
Why Launch a New Segment? Why Now?
Welcome, dear reader, to the inaugural edition of Signal to Noise, a new segment dedicated to uncovering what truly resonates with CISOs and security practitioners in today’s complex cybersecurity landscape. Over the past couple of months, we’ve explored topics like nation-state hacks, dwell time, and the cost of innovation, all while seeking to empower the curious and provide clarity on pressing cybersecurity issues.
But after attending Black Hat recently, I took a step back to assess the biggest contributors to the “cyber-speak” we all encounter: cybersecurity vendors. I’ve been guilty, myself, of leaning on buzzwords like “AI-powered” or “next-gen” to describe solutions, but it’s time to move beyond the noise.
This segment is all about cutting through that clutter and honing in on the real signals—insights that drive meaningful decisions and improvements in the field. Each month, we’ll sit down with security practitioners, people who live and breathe security every day, to find out what truly matters to them.
The aim is simple: bring you authentic perspectives that transcend marketing hype, focusing on real-world value.
It’s less about what gets attention on LinkedIn and more about what actually delivers in practice.
This week, I had a chance to talk with the CISO of a leading private equity firm—someone I’ve had the pleasure of getting to know well over time. Their perspective on filtering signal from noise is enlightening, and I’m excited to share it with you.
So, sit back and enjoy! We’ve got a lineup of incredible guests planned for the rest of the fall, and I can’t wait for you to hear from them.
As always, your feedback is welcome and appreciated. The format for this segment is five questions (bolded) and the practitioner’s responses (text below).
1. How do you define the term “signal to noise”?
For this CISO, “signal to noise” originates from the MSSP and SOC world. It’s all about distinguishing meaningful data (signal) from the overwhelming flood of irrelevant information (noise) that security teams face daily.
According to them, “signal” is the actionable, contextually accurate information that you can derive from the massive amounts of data flowing into your environment. Historically, teams tried to reduce noise to find signal. But in today’s world, thanks to AI advancements, the focus has shifted. More data is better, as long as you can process it intelligently. AI is now critical in analyzing that flood of information and extracting the precise, context-rich signals that security practitioners can act on.
2. What’s your take on the FUD/AI marketing we see in industry?”
The CISO acknowledges the challenging role of marketing in today’s crowded cybersecurity landscape. While marketers often take the blame for adding noise with fear, uncertainty, and doubt (FUD), they’re also trying to capture attention in a fast-paced, information-saturated environment.
The CISO notes that it’s become increasingly difficult to differentiate between vendors because everyone claims to do the same thing. They mentioned struggling with evaluating XDR solutions because of the overwhelming amount of “we do this” claims. The reality is that modern buyers consume information differently, often making initial decisions to review a solution based on quick impressions or peer recommendations, which can drive marketers to be more aggressive.
3. How do you prioritize and value your time when it comes to security?
The CISO employs a structured approach to valuing their time and resources. Every 18 months to two years, their team conducts a reverse draft: each member ranks all tools based on importance and effectiveness.
They consider factors like:
How critical the tool is to their security posture
The level of maintenance it requires
The quality of vendor relationships.
The idea is to align budget allocation with the tools that provide the most value while being aware of the tools that are resource drains. By averaging the team's input, they create a prioritized list that helps them cut through the noise when it’s time to renew contracts or re-evaluate control investments.
4. How do you prioritize and value your investments in security?
In addition to the reverse draft exercise, the CISO emphasizes the importance of constant threat modeling and assuming failure. The key is to think critically about how investments fit into the overall security strategy.
For instance, they focus heavily on compensating controls and building an architecture that accounts for inevitable human error. In their words, “If you’re relying on a human not to click a link to keep your company safe, you’re already losing.” By maintaining this pragmatic mindset, they ensure that investments are made with resilience and real-world challenges in mind, rather than getting caught up in the latest hype.
5. Any advice you’d give to security vendors looking to add value to your organization?
The CISO has a straightforward message for vendors: don’t just sell products—sell solutions that improve the overall security program. They shared that the vendors who have remained in their inner circle are the ones who genuinely think about how they can enhance the organization’s security posture.
It’s not about pushing the latest widget but about understanding the customer’s pain points, knowing how the solution fits into their ecosystem, and providing real, operational value. Moreover, timing is key. Vendors should stay relevant by sharing useful information occasionally, not just when they want to make a sale. Introducing subject matter experts or offering insightful resources goes a long way in building lasting relationships.
Takeaways:
Contextualizing Data for Effective Decisions: actionable insights come from accurately filtering valuable information (signal) from overwhelming data (noise). This precision is key to efficient security operations.
Prioritizing Real Solutions Over Buzzwords: The focus is on solutions that genuinely address pain points rather than flashy marketing. CISOs are looking for meaningful improvements to their security program, not just AI claims.
Vendor Relationships Built on Value: Successful engagements come from understanding the customer’s goals and tailoring solutions to enhance overall security posture, not just pushing products.
Wrap Up:
As we wrap up this week’s edition of Signal to Noise, the message is clear: cutting through the noise isn’t just about having the loudest voice—it’s about delivering precise, contextually rich signals that truly matter to security practitioners. I look forward to sharing more insights like these from industry leaders who are making real impacts on their organizations.
Stay secure and stay curious, my friends!
Damien
Sources and inspiration for this piece were drawn from real conversations and experiences. While anonymized for privacy, the wisdom shared reflects genuine insights from a seasoned CISO.