Aggressive sales tactics can make it harder for overworked cybersecurity execs to find and stop real threats.
The cybersecurity vendor marketplace is growing so crowded that some companies have been resorting to extreme tactics to get security executives on the phone to pitch their products, including lying about security emergencies and threatening to expose insignificant breaches to the media.
Complicating the picture, many ethical hackers use their contacts with the company to report legitimate problems. One executive complained the noise makes it difficult to pinpoint the legitimate reports of infrastructure flaws that need to be fixed. However, breaches that actually cause damage are relatively rare. As a result, vendors often try to make a big deal out of minor breaches that don't expose important company or customer information.
But the representatives pressured the execs on the phone, saying they had repeatedly tried to warn them about these minor issues and were ready to go to media outlets. All told, this results in a great deal of wasted time. Worse, as one executive said,"I distrust most of them, so it's possible I miss the people who may be trying to raise actual issues."
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