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Is it Pay to Play? Working with Industry Analysts
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In this episode of Unspoken Security, host AJ Nash sits down with intelligence and security expert Brian Kime to explore the often misunderstood world of industry analysts. With years of experience at Forrester, Brian pulls back the curtain on how analysts conduct research, engage with vendors, and influence the cybersecurity landscape. Together, they address the widespread belief that vendor evaluations are purely “pay to play” and explain why this assumption misses the mark.
Brian shares insights into the rigorous methodologies analysts use, the importance of vendor neutrality, and how advisory services help enterprises make informed decisions. He highlights how analysts serve as a bridge between security leaders and vendors, often guiding product development and procurement strategies. The discussion also touches on the value of contributing to analyst research, even for smaller vendors, and how to effectively build relationships with analysts.
Whether you're a vendor aiming to get noticed or a CISO navigating technology decisions, this episode offers valuable takeaways on leveraging industry analysts for growth and strategic alignment.
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